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The GTM Insights Analyst plays a critical role in delivering Fullcast's Revenue Intelligence-as-a-Service (RIaaS) offering. You will own the analysis, interpretation, and presentation of customer revenue data—transforming CRM metrics, engagement signals, call conversation insights, and ICP model outputs into clear, executive-ready recommendations.

This role combines analytical rigor, AI-assisted qualitative analysis, machine-learning-driven ICP analysis, business acumen, and storytelling. You will conduct client discovery sessions, research customer markets, analyze performance data, and leverage LLMs to interpret conversation patterns and identify ideal customer profiles and high-fit accounts.

You are responsible for producing high-quality GTM Insight Reports that help executive teams understand revenue performance, diagnose risk, and make strategic decisions. You will own the full lifecycle of insight production: data extraction, analysis, benchmarking, visualization, interpretation, and packaging findings into structured narratives and actionable recommendations.

Key Responsibilities:

• Analyze CRM, pipeline, forecasting, and engagement data to identify performance patterns, risks, and opportunities.
• Build and maintain benchmarking frameworks across key GTM metrics (e.g., win rate, sales velocity, conversion rates, pipeline health), adapting to each customer's motion and maturity.
• Evaluate deal progression, activity quality, persona engagement, and sales process adherence through quantitative and qualitative signals.

• Collaborate on the design, use, and continuous improvement of machine learning models that support ICP definition, account scoring, and segment prioritization.
• Prepare and engineer input features from CRM, firmographic, technographic, and engagement data to enhance ICP models.
• Analyze model outputs to identify high-fit segments, prioritize accounts, and surface insights that guide territory planning, targeting, and campaign focus.
• Monitor model performance, highlight limitations and edge cases, and recommend improvements to ensure business relevance.

• Use LLMs and conversation intelligence tools to analyze call recordings and transcripts, extracting themes, objections, risk factors, and coaching insights.
• Develop and refine prompting techniques to ensure consistent and high-quality analysis outputs.
• Combine quantitative CRM data with qualitative conversation insights to create a complete picture of GTM performance.

• Produce executive-ready GTM Insight Reports, including visuals, narratives, and strategic recommendations.
• Translate complex data into simple, compelling insights that help revenue leaders make informed decisions.
• Package findings in slide decks, summaries, and frameworks that follow a clear "what this means" and "what to do next" structure.

• Conduct research on customers' industries, products, ICPs, competitors, and GTM strategies to contextualize insights.
• Run structured discovery sessions with customers to understand their goals, challenges, growth plans, and operational context.
• Document business requirements and align analysis outputs with client expectations and strategic priorities.

• Collaborate with Customer Success, RevOps, Sales Leadership, and Product teams to ensure insights reflect customer realities.
• Participate in customer meetings to present findings, guide interpretation, and support next-step planning.
• Contribute to improving Ebsta's insight frameworks, methodologies, and repeatable analytical processes.

Required Qualifications

• 3–5+ years experience in Revenue Operations, Sales Analytics, GTM Insights, Business Intelligence, Data Analytics, or a closely related field.
• Experience in SaaS B2B environments and prior experience in a startup or scale-up is required.
• Strong analytical skills with hands-on experience interpreting CRM data (Salesforce preferred) and GTM performance metrics.
• Proficiency with spreadsheets and at least one analytical / BI or scripting environment (e.g., SQL, Python, or similar).
• Exposure to machine learning or statistical modeling for segmentation, scoring, or propensity analysis (e.g., logistic regression, tree-based models, clustering), either hands-on or in close partnership with data teams.
• Experience working with or around LLM-based tools (e.g., conversation intelligence, AI summarization, classification).
• Ability to design, test, and refine prompts to generate reliable, high-quality outputs from LLMs.
• Strong communication skills with the ability to translate data and model outputs into clear, concise business narratives.
• Experience creating slide-based reports or executive presentations.
• Comfort working directly with customers to understand their needs and present insights.
• High ownership, accountability, and ability to manage deadlines proactively

Preferred Qualifications

• Experience with Gong, Chorus, Salesloft, Outreach, Zoom IQ, or similar conversation intelligence tools.
• Hands-on experience in Python for data analysis and basic ML workflows (e.g., pandas, scikit-learn, or similar).
• Familiarity with sales qualification methodologies (MEDDPICC, SPICED, Challenger, BANT, etc.).
• Experience in GTM / RevOps consulting.
• Hands-on GTM background, supporting Sales, CS, RevOps, or Marketing teams
• Bachelor's degree in Business, Economics, Data Science, Computer Science, or a related field.