Senior Analyst, Revenue Strategy & Operations

WHAT YOU'LL DO

GTM Planning, Target Setting & Market Intelligence

• Contribute to the annual and quarterly GTM planning process in partnership with Finance, including headcount modeling, ramp assumptions, and revenue target-setting
• Build and maintain coverage models aligned to 2-year growth projections, incorporating territory design, account segmentation, and capacity planning
• Support quota framework development, helping translate top-down targets into field-level plans that are credible and motivating
• Develop and maintain Baseten's segmentation logic — how we carve the market by industry, company profile, consumption potential, and AI maturity
• Contribute a point of view on competitive dynamics, regional expansion priorities, and whitespace opportunities
• Partner with Central Ops on ICP and TAM database strategy to ensure segmentation is grounded in clean, enriched data
• Translate data into a clear business narrative for leadership and the field; democratize insights so the revenue org can self-serve

Pipeline Generation & Forecast

• Contribute to the design of the pipeline generation model — coverage ratios, qualified pipeline definitions, and input assumptions
• Support the PG cadence: track actuals vs. model, surface gaps early, and partner with field leadership to course-correct
• Play an active role in the weekly forecast process, helping build the business narrative that connects leading indicators to revenue outcomes
• Build and maintain the analytics layer that powers GTM decision-making — from pipeline dashboards to cohort analyses to efficiency metrics

Field Execution & Plan Refinement

• Partner with the field to identify gaps in the business and develop structured plans to address them - supporting real time actions as well as insights to guide QBRs, pipeline reviews, etc.
• Analyze regional pipeline health, win/loss trends, and rep productivity to proactively surface insights that feed back into refining the GTM plan
• Contribute to execution optimization projects — improving the sales process, post-sale journey, and conversion at key funnel stages
• Close the loop between what's happening in the field and what needs to change in the plan

New Motions & Experimentation

• Support the design and execution of structured experiments to test new GTM approaches — new segments, new channels, new acquisition or expansion motions
• Help build the measurement framework to evaluate what's working and create a clear path to scaling what wins
• Partner with RevOps and Central Ops to operationalize successful experiments into repeatable playbooks

WHAT WE'RE LOOKING FOR

Experience

• 4–6 years in GTM strategy, revenue operations, sales strategy, or a related function — ideally at a high-growth B2B SaaS or infrastructure company
• Experience with consumption-based or usage-based business models strongly preferred; you understand the difference between ARR and revenue, and how to think about drawdown, expansion, and net retention
• Background at a company that has scaled through a Series B–D inflection point; you've seen what good looks like and know what breaks as you grow
• Background in consulting and/or banking / finance a plus

Skills

• Exceptional analytical chops — you can build a coverage model, a cohort analysis, and a board-ready forecast narrative, and you know which one the moment calls for
• Strong business judgment — you don't just surface data, you tell people what it means and what to do about it
• Structured thinker and clear communicator — you can take a complex GTM problem, break it down, and present a crisp recommendation to a senior audience
• Hands-on builder — comfortable working in AI coding tools, spreadsheets, BI tools, SQL, and CRM systems; you don't wait for someone else to pull the data
• Collaborative operating style — you work across functions (Finance, field leadership, Central Ops, Enablement) and know how to get things done without formal authority

AI Fluency

• You actively use AI tools to drive your own productivity — in how you analyze data, structure problems, draft communications, and accelerate your work

Mindset

• Comfortable with ambiguity; you can define the problem before solving it
• Bias toward action — you'd rather ship something good and iterate than wait for perfect
• Curious about the AI infrastructure market; you want to understand what we sell, who buys it, and why

WHY BASETEN

• Be a foundational member of the GTM team at one of the most important companies in the AI infrastructure space
• Work on problems that are genuinely hard and genuinely new — consumption-based GTM at AI scale doesn't have an existing playbook
• High ownership, high visibility, direct access to leadership
• Competitive compensation, equity, and benefits

BENEFITS

• Competitive compensation, including meaningful equity
• 100% coverage of medical, dental, and vision insurance for employee and dependents
• Flexible PTO policy including company wide Winter Break (our offices are closed from Christmas Eve to New Year's Day!)
• Paid parental leave
• Fertility and family-building stipend through Carrot
• Company-facilitated 401(k)
• Exposure to a variety of ML startups, offering unparalleled learning and networking opportunities