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.
• Apply now to embark on a rewarding journey in shaping the future of AI!
• If you are a motivated individual with a passion for machine learning and a desire to be part of a collaborative and forward-thinking team, we would love to hear from you.
• At Baseten, we are committed to fostering a diverse and inclusive workplace.
• We provide equal employment opportunities to all employees and applicants without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status.
• We are an Equal Opportunity Employer and will consider qualified applicants with criminal histories in a manner consistent with applicable law (by example, the requirements of the San Francisco Fair Chance Ordinance, where applicable).