Billtrust→
Senior Analyst, GTM Insights & AI at Billtrust in Remote
Skills
Job Description
About the Role:
You will own and accelerate how our go-to-market organization harnesses data and artificial intelligence — centralizing strategy, deepening analytical capability, and scaling impact across every revenue-facing team. This is a high-visibility, high-impact role that sits at the intersection of revenue strategy, process design, and emerging technology.
You will serve a dual mandate: first, as the analytical backbone of the GTM organization – owning the reporting infrastructure, data pipelines, and revenue intelligence that leadership relies on to make fast, confidence decisions; and second, as our internal expert and practitioner for AI-powered automation, with a specific focus on Claude and how it integrates across our GTM tech stack.
You won't just advise on what's possible; you'll build it. Whether that means writing SQL to surface a pipeline anomaly, maintaining a PowerBI dsahboard for the ELT, or deplying a Claude-based automation that eliminates hours of manual work, you bring both the analytical rigor and technical creativity to make it happen.
What You'll Do:
AI Strategy & Roadmap
• Define and maintain our GTM AI roadmap, prioritizing use cases by impact, feasibility, and adoption readiness
• Serve as the internal subject matter expert on AI capabilities across Claude, Gong, and other revenue tools
• Partner with RevOps, Sales, Marketing, and CS leadership to identify and size automation opportunities
• Establish governance frameworks for AI usage across the GTM org — including prompt libraries, quality standards, and change management
Process Automation & Execution
• Build and deploy AI-powered automations that eliminate manual, repetitive work across the sales cycle
• Design and maintain Claude-based workflows for tasks such as call summary generation, deal notes, CRM hygiene, outreach personalization, and internal reporting
• Develop integrations between Claude and tools in our tech stack (e.g., Gong, Salesforce, Slack, Outreach)
• Document all automations and maintain a scalable, version-controlled library of prompts and workflows
Reporting & Revenue Intelligence
• Own sales reporting and analytics for the GTM org — including pipeline health, forecast accuracy, rep productivity, conversion rates, activity metrics, and revenue attainment
• Write and maintain SQL queries to extract, transform, and analyze data from core GTM systems (Salesforce, Snowflake, etc.) in support of pipeline, revenue, and productivity reporting
• Build and maintain dashboards and reports that give sales leaders and executives the visibility they need to make fast, confident decisions
• Layer AI-generated insights on top of existing reporting — surfacing anomalies, trends, and recommendations that go beyond static dashboards
• Leverage Gong's AI features (call analytics, deal intelligence, rep coaching signals) to connect revenue intelligence to performance reporting
Sales Productivity & Enablement
• Identify and implement AI tools and workflows that reduce administrative burden on quota-carrying reps
• Measure productivity impact of AI initiatives through clear before/after metrics; socialize wins to drive adoption
• Train and enable the GTM org on new AI tools, workflows, and best practices
Tech Stack Ownership
• Own AI-related configuration and optimization across GTM tools including Gong, and any emerging AI copilots
• Evaluate new AI tools and vendors on an ongoing basis; make build vs. buy recommendations
• Collaborate with IT and security to ensure responsible, compliant AI deployment
What You’ll Bring:
• 3–6 years in Revenue Operations, GTM Engineering, Sales Operations, or a closely related function
• Proficiency in SQL – ability to indepdendently write queries against data warehouses to support reporting and analysis without reliance on engineering resources
• Hands-on experience with Claude, ChatGPT, or similar LLMs — including prompt engineering and workflow design • Demonstrated ability to build and deploy automations that create real business impact (not just prototypes)
• Strong reporting and analytics background — comfortable building dashboards, interpreting pipeline and revenue data, and translating metrics into narratives for leadership
• Hands-on experience with BI tools such as Power BI or comparable platforms
• Ability to translate ambiguous business problems into structured AI use cases with clear ROI
• Strong communicator who can explain AI concepts to non-technical stakeholders and drive adoption
AI is moving fast, and so are we. This role exists because we believe the teams that win will be the ones that operationalize AI most effectively — not just adopt tools, but build systems that create durable competitive advantage. You'll have full executive support, a clear mandate, and the resources to move quickly.
You'll work closely with senior GTM and RevOps leadership, have access to our full tech stack, and be empowered to move fast. The work you do here will directly impact quota attainment, pipeline velocity, and how our reps spend their time.
Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Billtrust, we celebrate and support diversity and are committed to creating an inclusive environment for all employees. So, if your experience aligns but doesn't exactly match each and every qualification, apply anyway. You may be exactly what we are looking for!
What You'll Get:
- Work from Anywhere: Your home, a coffee shop, a company paid WeWork.... you decide!
- A Culture that Lives its Values: Our values are not just words or window dressing, they guide our decisions - big and small - each and every day.
- Flexible Working Hours: We support your lifestyle- the results are what count.
- Open PTO: Work-life balance is important. We believe in giving our employees time to truly relax and recharge.
- Sabbatical: A paid leave to reward longevity and commitment to Billtrust.
- Paid Parental Leave: To promote parent-child bonding and increase gender equity at home and in the workplace.
- Opportunities for Growth: Professional development can take many shapes. Join one of our seven ERGs or participate in our Mentor-Mentee, and Leadership development programs- we foster an environment where all employees can grow.
- Recognition: From Billtrust Bucks and CEO Shoutouts to Culture Champion and CEO Excellence Awards, our employees are recognized for hard work and outcomes achieved.
- Benefits: Medical, dental, vision, 401(k) with company match, short-term and long-term disability, flexible spending accounts, HSA, and life, cancer, and AD&D insurance.
- Minimal Bureaucracy: An entrepreneurial environment of ownership and accountability allows you to get work done.
Who We Are: