# Revenue Insights Manager

**Company:** [Exa](https://hotfix.jobs/companies/exa)
**Location:** San Francisco, CA
**Role:** Revenue Operations
**Salary:** $180k – $275k/yr
**Experience:** 6+ years
**Skills:** Salesforce, ClickHouse, HubSpot, Gong, SQL, Python, R, Revenue Forecasting, capacity modeling, funnel modeling, cohort analysis, propensity analysis, arr metrics, Data Modeling, ai-assisted analysis
**Posted:** 2026-08-13

> Owns Exa’s revenue analytics function, including governed GTM metrics, forecasting, reporting cadences, territory and productivity insights, and AI-native analysis workflows. Requires 6+ years in revenue analytics, GTM strategy, business intelligence, or finance, plus advanced modeling and executive communication skills.

## Job Description

## Responsibilities

### Core Revenue Reporting & Business Rhythm
- Own the recurring reporting stack: weekly business reviews, monthly and quarterly GTM reviews, and board-level revenue exhibits.
- Produce and manage core revenue metrics, including ARR, CARR, net new ARR, NDR, GDR, logo and dollar retention, pipeline coverage, win rate, sales cycle, and segment-level performance.
- Review leading and lagging indicators against SMART goals and derive recommendations.
- Own analytics-based forecasting to complement bottom-up field forecasting and maintain strong forecast accuracy.

### Metric Definitions & Data Layer
- Own a living metrics dictionary across Sales, Marketing, Finance, and Product, including definitions, calculation logic, and caveats.
- Partner with Revenue Systems and Data Engineering on governed data models and pipelines for analytics.
- Retire duplicate and contradictory reporting and establish a documented source of truth.
- Build a context layer in ClickHouse to support credible, actionable, agentic GTM workflows.

### Segment, Territory & Productivity Insights
- Analyze seller productivity, including ramped attainment, pipeline generation per representative, win rates by segment and account archetype, and coverage allocation.
- Quantify ICP performance, including retention, expansion, and conversion by account profile, and inform targeting, territory design, and hiring plans.
- Analyze cohort and retention behavior in a consumption model, including usage-driven expansion, contraction signals, and revenue concentration exposure.
- Deliver analysis for territory design, account allocation, market-entry decisions, new verticals, and new regions.

### AI-Native Analysis
- Build agentic analysis workflows that provide trustworthy answers to leadership and field teams.
- Automate recurring analysis so time can focus on novel business questions.
- Advance AI-assisted revenue analysis practices.

## Requirements
- 6+ years of experience in revenue analytics, GTM or sales strategy, business intelligence, or finance at high-growth B2B technology companies.
- Clear ownership of recurring revenue reporting.
- Advanced modeling skills covering capacity models, funnel models, quota and attainment mechanics, and scenario analysis.
- Deep familiarity with the Salesforce data model and CRM data-quality issues.
- Strong command of consumption revenue metrics, including NDR, cohort windows, and ARR-basis edge cases.
- Excellent executive communication, including clear recommendations, confidence levels, and caveats.
- Intellectual honesty about uncertainty and data limitations.
- Comfort working as the analytics function in a fast-moving, small-team environment.
- Experience producing board-level revenue materials or supporting a fundraise or IPO-readiness process.
- Python or R experience for analysis beyond SQL, including cohort and propensity analysis.
- Prior experience at companies selling developer tools, APIs, or data infrastructure to technical buyers.

## Compensation & Benefits
- Exa has raised $111M from Benchmark, Lightspeed, Y Combinator, and NVIDIA’s NVentures at a $700M valuation.

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