Sr. GTM Analytics Manager

Sr. GTM Analytics Manager

Who We Are

Cobalt was founded on the belief of a fundamental human aspiration: the desire to live better and safer. It all started in 2013, when our founders realized that pentesting can be better. Today our diverse, fully remote team is committed to helping organizations of all sizes with seamless, effective and collaborative Offensive Security Testing that empower organizations to OPERATE FEARLESSLY and INNOVATE SECURELY.

Our customers can start a pentest in as little as 24 hours and integrate with advanced development cycles thanks to the powerful combination of our SaaS platform coupled with an exclusive community of testers known as the Cobalt Core. Accepting just 5% of applicants, the Cobalt Core boasts over 400 closely vetted and highly skilled testers who jointly conduct thousands of tests each year and are at the forefront of identifying and helping remediate risk across a dynamically changing attack surface.

Cobalt is an Equal Opportunity Employer and we strive to build a diverse and inclusive workforce at our company. At Cobalt we aspire to engage with diverse individuals, communities, and organizations in order to continue to nurture our unique rich diverse culture. Join our team, and be your true self to do your best work.

Job Description

As Senior GTM Analytics Manager, you’ll lead data-driven insights that shape our go-to-market strategy and accelerate revenue growth. Reporting to the Sr. Director of Revenue Operations, you’ll partner closely with Sales, Marketing, and Customer Success to translate data, uncover trends, and highlight opportunities. From pipeline diagnostics to campaign effectiveness and churn analysis, your work will directly influence forecasting, campaign optimization, account expansion, and retention efforts.

What You'll Own

• Own GTM performance analytics—develop reporting and insights around pipeline health, conversion rates, CAC, CPL, churn, and attribution to inform strategy and enhance forecast accuracy.
• Build scalable dashboards and reporting cadences —own weekly, monthly, QBR, and executive-level reporting that clearly connects performance data to business outcomes.
• Partner with Sales, Marketing, and CS leaders to surface growth levers, optimize campaign ROI, and support expansion and retention.
• Track and analyze ACV performance across new sales, expansion, churn, and renewals to provide a complete view of revenue impact.
• Lead analysis of customer lifecycle trends—including upsell/cross-sell patterns, churn signals, and product adoption—to inform GTM strategy.
• Optimize and maintain reporting infrastructure (Salesforce, HubSpot, BI tools) in partnership with GTM Ops to improve data quality and visibility across the lead funnel.
• Translate complex data into actionable insights using tools like Tableau, Excel, SQL, Python, and create intuitive visualizations that enable fast decision-making.

What Success Looks Like

• GTM leaders rely on your dashboards and insights for weekly and quarterly decision-making.
• Attribution, funnel, and campaign performance are clearly understood across teams.
• You proactively uncover growth levers and surface gaps before they impact revenue.
• Churn risks and expansion triggers are clearly understood and acted on.
• Executive stakeholders consistently rely on your narratives to guide strategic planning and board updates.

What You’ll Bring

• 7+ years in GTM, revenue, or business analytics roles within SaaS.
• Advanced proficiency with Salesforce, SQL, BI tools (e.g., Tableau, Looker), and Excel.
• Strategic thinker with a knack for turning complex data into clear business stories.
• Deep understanding of lead lifecycle, campaign attribution, and full-funnel performance metrics.
• Proven ability to collaborate cross-functionally and drive alignment across GTM teams.

Why You Should Join Us

• Grow in a passionate, rapidly expanding industry operating at the forefront of the Pentesting industry
• Work directly with experienced senior leaders with ongoing mentorship opportunities
• Earn competitive compensation and an attractive equity plan
• Save for the future with a 401(k) program (US)
• Benefit from medical, dental, vision and life insurance (US)
• Leverage stipends for:
• Wellness
• Work-from-home equipment & wifi
• Learning & development
• Make the most of our flexible, generous paid time off and paid parental leave

Pay Range Disclosure

Cobalt is committed to fair and equitable compensation practices. The salary range for this role is ($110,000 - $160,000) per year + equity + benefits. A candidate’s salary is determined by various factors including, but not limited to, relevant work experience, skills, and certifications. The salary range may differ in other states and may be impacted by proximity to major metropolitan cities.

Cobalt (the "Company") is an equal opportunity employer, and we want the best available persons for every job. The Company makes employment decisions only based on merit. It is the Company's policy to prohibit discrimination in any employment opportunity (including but not limited to recruitment, employment, promotion, salary increases, benefits, termination and all other terms and conditions of employment) based on race, color, sex, sexual orientation, gender, gender identity, gender expression, genetic information, pregnancy, religious creed, national origin, ancestry, age, physical/mental disability, medical condition, marital/domestic partner status, military and veteran status, height, weight or any other such characteristic protected by federal, state or local law. The Company is committed to complying with all applicable laws and providing equal employment opportunities. This commitment applies to all persons involved in the operations of the Company regardless of where the employee is located and prohibits unlawful discrimination by any employee of the Company.

Cobalt is an E-Verify employer. E-Verify is an Internet-based system operated by the Department of Homeland Security (DHS) in partnership with the Social Security Administration (SSA). It allows participating employers to electronically verify the employment eligibility of their newly hired employees in the United States.