Senior Data Analyst

<p>Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy.</p> <h2><span style="font-size: 10pt;"><strong>About the role</strong></span></h2> <p><span style="font-size: 10pt;">The Strategic Finance team provides analysis and recommendations that inform strategic and operational decisions across the company. We are looking for a Senior Data Analyst to be the primary analytical partner to our Sales organization. You will dig into pipeline, bookings, rep productivity, and plan attainment to give Sales and Finance leaders a clear, trusted view of how the business is performing and why.</span></p> <p><span style="font-size: 10pt;">You will frame ambiguous questions on your own, build the datasets and dashboards that answer them, and bring a point of view to senior leaders. The role offers regular exposure to Director and VP-level stakeholders and the chance to influence how a hyper-growth company plans, sets targets, and invests in its sales motion.</span></p> <p><span style="font-size: 10pt;">You love getting to the ground truth of what is happening in the numbers. You can pull together data from several systems, explain a gap to plan in plain language, and recommend what to do about it. You own your work from the first query to the final recommendation, and you have a critical eye for detail.</span></p> <p><span style="font-size: 10pt;"><strong>A day in the life (Responsibilities)&nbsp;</strong></span></p> <h3><span style="font-size: 10pt;">Partner with Sales and Finance leaders</span></h3> <ul> <li style="font-size: 10pt;"><span style="font-size: 10pt;">Be a thought partner to Sales and Finance leaders by analyzing the drivers of bookings, pipeline conversion, win rates, and new business results against plan.</span></li> <li style="font-size: 10pt;"><span style="font-size: 10pt;">Build and maintain pacing views that show whether Sales is on track to plan, and explain gaps by volume, rate, mix, and timing.</span></li> <li style="font-size: 10pt;"><span style="font-size: 10pt;">Analyze why results vary between reps and what separates top performers, to inform coverage and enablement decisions.</span></li> <li style="font-size: 10pt;"><span style="font-size: 10pt;">Support planning and target setting with productivity models and quota inputs.</span></li> <li style="font-size: 10pt;"><span style="font-size: 10pt;">Size and measure sales incentives, including SPIFFs (short-term bonuses for a specific goal), before and after launch.</span></li> <li style="font-size: 10pt;"><span style="font-size: 10pt;">Analyze discount patterns and the impact of pricing initiatives on deals.</span></li> <li style="font-size: 10pt;"><span style="font-size: 10pt;">Analyze market size (TAM, or total addressable market) and saturation to show leaders how much room is left to grow.</span></li> <li style="font-size: 10pt;"><span style="font-size: 10pt;">Develop scenario models and sensitivity analyses that help leaders understand the range of outcomes and the tradeoffs between them.</span></li> </ul> <h3><span style="font-size: 10pt;"><strong>Own the data and the metrics</strong></span></h3> <ul> <li style="font-size: 10pt;"><span style="font-size: 10pt;">Use SQL and BI tools to automate reporting and generate insights that let leaders see quickly and accurately how Sales is performing. This requires a deep understanding of our CRM and data warehouse tables, as well as the business sense to know which operating metrics matter.</span></li> <li style="font-size: 10pt;"><span style="font-size: 10pt;">Own the leadership-level view of sales performance, above the rep and manager-level reporting that Sales Operations maintains, and standardize core sales metrics so that Finance, Sales, and Sales Operations work from the same numbers.</span></li> <li style="font-size: 10pt;"><span style="font-size: 10pt;">Validate data integrity and p