Revenue Strategy & Operations Associate

About the role This role sits inside the Revenue Strategy function and reports directly to the Head of Revenue Strategy & Operations. The mandate: turn the signal that already exists in Salesforce, Redshift, and our operational data into analysis that informs how leadership allocates resources and makes commercial decisions — and run the operating cadences that deliver that work reliably. The role blends two disciplines. The first is analytical execution: building the queries, models, and analytical outputs the Revenue Strategy function runs on. The second is program execution: owning recurring deliverables end-to-end — managing inputs, timelines, and stakeholders so that leadership's operating rhythm runs without being chased. You'll partner closely with the Head of Revenue Strategy & Operations, who shapes the strategic recommendations, board narratives, and territory and comp decisions your work feeds — but you own your workstreams from question to delivered answer. What you'll do

• Channel and pipeline analytics. Thatch sells through multiple GTM motions simultaneously, each with different unit economics and conversion dynamics. You will build and maintain the recurring analyses that make those differences visible — win rates by segment, geography, and channel; broker quoting and attribution analysis; and pipeline pacing against target.
• Forecasting and pipeline quality support. You will maintain the analytical layer behind our pipeline quality and forecasting standards — snapshot queries, coverage ratios, and stage conversion analysis — and flag when the data says the forecast is at risk.
• Operating cadence execution. You will run the recurring rhythms of the Revenue Strategy function end-to-end: MBR/QBR data builds, forecast cycle prep, and incentive program tracking (e.g., SPIFs) — sequencing dependencies, gathering inputs from Sales, Finance, and Marketing stakeholders, and delivering on deadline without escalation.
• GTM data infrastructure. You will own the SQL layer that Revenue Strategy runs on: clean, documented, reusable queries against Salesforce and Redshift, and the BI views that keep leadership's standing metrics accurate and current.
• Systems and process rollout support. You will support GTM systems changes from spec through rollout — partnering with RevOps on Salesforce data hygiene, field and flow changes, and validation that downstream reporting survives the change.
• Ad hoc analysis. You will support the Head of Revenue Strategy on board preparation, QBR/MBR builds, segment and territory analysis, and other work that requires turning raw data into a clear finding — fast.

Background we're looking for

• Experience. 2–4 years in GTM analytics, RevOps, BizOps, or a related analytical role in a high-growth technology company. Exposure to sales or revenue teams is strongly preferred.
• Technical fluency. Strong SQL is required. Experience with Salesforce as a data source, Redshift or Snowflake, and a BI tool (Sigma, Metabase, Tableau, or equivalent) is expected. Python or dbt is a plus.
• Analytical rigor. You can structure an analysis, sanity-check your own work, and know when a result is right versus when it merely looks right. Familiarity with core GTM math — win rates, conversion, coverage, unit economics — is expected.
• Communication. The output of this role is not dashboards; it is answers. You can write a clear, concise summary of what an analysis shows and what it implies.
• Ownership. You flag when a number is wrong before someone else notices. You treat the work as yours.

What to expect We interview rigorously based on integrity, talent, and drive; the trust we display in our teammates from day 1 is a reflection of the confidence we have in this process. We aim to evaluate the things you’ll be doing every day as best we can, and we move quickly. Here's what to expect:

• 30 minute video meeting to talk through your background and interest in Thatch
• 45 minute video meeting with the hiring manager to dive deeper into your experience and the role
• 60 minute video meeting to meet 2 members of the team
• 60 minute video meeting with the hiring manager to work through a live case study
• 45 minute video meeting with department leadership to address career goals and alignment to role
• 45 minute video meeting with our founders to discuss your approach to culture and our operating principles