Revenue Strategy & Forecasting Analyst
IT
New York, NY, USA
USD 150k-170k / year
About the Role
The Revenue Strategy & Forecasting Analyst is a high-visibility, high-stakes role at the center of Samba’s revenue engine. You will own the forecasting function for our Revenue Operations team, working directly with the CRO, CFO, and senior Sales and Finance leadership to ensure that revenue performance is measured accurately, understood deeply, and communicated clearly. In addition, you will collaborate with the Revenue organization to develop and analyze revenue programs to help accelerate revenue growth globally. You will work closely with revenue, product, finance and operations teams globally to ensure cross functional alignment and accountability. This role takes on many of the responsibilities of a chief of staff to the CRO.
What makes this role genuinely challenging — and genuinely interesting — is the complexity of our business. Samba’s Audience and Analytics product lines each carry different commercial structures: consumption-based projects where revenue recognition depends on how customers draw down against commitments, and subscription arrangements with their own renewal, expansion, and churn dynamics. You will be expected to triangulate signals across both, understand how contract terms affect revenue timing and recognition, and hold a coherent view of the business that executives can act on.
The right person thrives in this kind of environment. You’re not rattled by ambiguity or imperfect data. You can look at multiple incomplete signals, apply sound judgment, and still deliver a defensible point of view. You build rigorous models, tell clear stories, and are comfortable presenting and defending your analysis in the room with senior leadership.
What You’ll Do
- Own the weekly and monthly revenue forecasting cadence across Audience and Analytics product lines, covering both consumption-based project revenue and subscription arrangements
- Build and maintain forecast models that triangulate signals from pipeline stage, historical run-rates, deal velocity, consumption pacing, rep attainment patterns, and contract structure
- Understand how contract terms — minimum commitments, consumption schedules, renewal windows, expansion clauses — affect revenue timing and recognition, and incorporate that nuance into forecast models
- Proactively identify risk and upside in the forecast, communicate assumptions clearly, and drive accountability with Sales leadership
- Continuously refine forecast methodology — tracking variance to actuals, diagnosing root causes, and improving accuracy over time across different product and revenue model types
- Navigate data that is, at times, messy or inconsistently structured: exercise judgment about when to normalize, when to flag gaps, and when to present ranges rather than point estimates
- Build reporting frameworks that hold up even when underlying data is imperfect or arrives on different timelines — e.g., consumption data that lags, subscription bookings that close unevenly, or contract structures that span fiscal periods
- Play a key analytical role in annual quota-setting, territory design, and headcount capacity modeling
- Build bottom-up and top-down models to stress-test plans across usage and ARR revenue streams
- Develop and maintain a suite of sales productivity metrics including quota attainment, ramp-to-productivity, activity-to-outcome ratios, average deal size, and win/loss rates by segment and product
- Analyze pipeline health across coverage ratios, stage conversion rates, deal velocity, and aging — surfacing early warning signals before they become forecast misses
- Track and contextualize performance across Audience and Analytics product lines, which have distinct sales motions, deal structures, and productivity norms — and know how to compare them meaningfully
- Produce recurring pipeline reviews for Sales leadership with clear, insight-led narratives — not just data exports
- Support real-time deal reviews by providing analytical context for key opportunities and risk accounts
- Collaborate closely with Finance, Sales leadership, and Marketing to align GTM programs
- Help the business understand how to allocate capacity across product lines with different growth profiles, sales cycles, and revenue recognition patterns
- Produce weekly, monthly, and quarterly business reviews — synthesizing complex, multi-dimensional data into crisp, decision-ready narratives
- Present findings directly to senior leadership and be prepared to defend your methodology and assumptions in real time
- Work with sales leaders to drive accountability in their goals and objectives
Revenue Forecasting / GTM Strategy
Sales Productivity & Pipeline Analytics
Executive Reporting / Chief of Staff to the CRO
Who You Are
- BA/BS in Finance, Economics, Data Science, Business, or a related analytical field from a top tier university
- 3–5 years of experience in Investment Banking, Management Consulting, FP&A, Revenue Strategy or a similar analytically rigorous role;
- Deep proficiency in Excel and/or Google Sheets: you can build, audit, and stress-test complex multi-tab models from scratch without hand-holding
- Hands-on Salesforce experience: you understand pipeline structure, deal stages, and CRM data deeply enough to interrogate it, not just report from it
- Strong data visualization skills: you build dashboards that are polished, maintainable, and designed for executive audiences
- Hands-on experience using AI tools — including Claude, Gemini, or comparable LLMs — to accelerate analysis, automate workflows, or improve the quality of written output; you treat AI as a core part of your workflow, not an afterthought
- Ability to read and interpret contract terms — minimum commitments, consumption schedules, renewal provisions, expansion rights — and understand how they affect revenue timing, recognition, and forecast behavior
- Experience working across multiple revenue model types — consumption/project-based and subscription — and an understanding of how they differ in forecasting, planning, and performance measurement
- Proven ability to work with messy, inconsistently structured, or late-arriving data: you have a methodology for handling data quality issues and communicating uncertainty without losing your audience
- Exceptional written and verbal communication skills: you can take a complex, multi-dimensional analysis and reduce it to two or three sentences that drive a decision
- Comfortable presenting directly to executives and defending your analysis when challenged — with data, not defensiveness
- High ownership mentality: you define the problem, structure the analysis, and deliver a point of view — you don’t wait to be told exactly what to build
Nice to Have
- MBA from a top program
- Experience at an ad-tech, media measurement, or data-driven SaaS company
- SQL proficiency for querying data warehouses directly, reducing reliance on pre-built extracts
- Familiarity with revenue intelligence platforms (e.g., Clari, Gong) or financial planning tools (e.g., Prophix, Adaptive Insights)
- Prior experience supporting a business that operates across both consumption/project and subscription revenue models simultaneously
- Experience supporting a scaled sales organization (50+ reps) through a period of rapid growth or significant product expansion
- A track record of going beyond standard tools — coding with AI tools, prompt engineering, developing AI-assisted models that meaningfully improve speed or analytical depth
150000 - 170000 USD a year