# Senior Analyst, Revenue Strategy & Operations **Company:** [Baseten](https://hotfix.jobs/companies/baseten) **Location:** San Francisco, CA, New York, NY **Role:** Revenue Operations **Salary:** $150k – $190k/yr **Experience:** 4+ years **Skills:** Go-to-Market Strategy, Revenue Operations, Sales Strategy, Coverage Modeling, Territory Design, Account Segmentation, Quota Setting, Pipeline Forecasting, SQL, Crm Systems, BI Tools, Consumption-Based Pricing, Cohort Analysis, Win/Loss Analysis **Posted:** 2026-06-23 > Foundational GTM Strategy & Revenue Operations hire building coverage models, pipeline forecasts, and segmentation logic for a high-growth AI infrastructure company. Requires 4-6 years experience in revenue operations or sales strategy at a scaling B2B SaaS company. ## Job Description ## 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 ## Similar roles - [Finance and Business Operations Lead](https://hotfix.jobs/jobs/a56c1005-0658-418e-ac17-6984a8f437fc) - Method - New York, NY - $150k – $200k/yr - [Senior Enterprise Technology Administrator, GTM Systems](https://hotfix.jobs/jobs/27ad4955-fa1d-4114-9843-c3c6d7dbd266) - Crusoe - San Francisco, CA - $150k – $175k/yr - [CRM Lead](https://hotfix.jobs/jobs/172da736-fa70-4270-b172-861528e7854e) - Harper - San Francisco, CA - $150k – $190k/yr - [Senior Revenue Operations Manager](https://hotfix.jobs/jobs/dfd4a536-7da6-413f-ba3a-d0d880515033) - Sigma - New York, NY - $150k – $210k/yr - [GTM Strategy](https://hotfix.jobs/jobs/4867be5f-46ad-4840-afe4-e570759f684f) - Juicebox - San Francisco, CA - $150k – $220k/yr **Apply:** https://hotfix.jobs/jobs/ebad86cf-808b-41ae-91e8-fd8300c3c910 **Canonical:** https://hotfix.jobs/jobs/ebad86cf-808b-41ae-91e8-fd8300c3c910