Revenue Insights Manager

THE ROLE

We're hiring a Revenue Insights Manager to own the numbers that run Exa's GTM engine.

You'll build the analytics and insights layer for GTM from the ground up: the metrics definitions everyone trusts, the dashboards that turn data into decisions, and the data models underneath them. You'll partner with Data Engineering on infrastructure while owning how Salesforce, Clickhouse, Hubspot and Gong data get shaped into GTM reporting.

You'll also own the data-driven cadences across the org, areas like weekly pipeline review, forecast call, QBR prep, and board reporting inputs, all which makes you the person who surfaces where the business is off-plan and why, in front of the CRO, VP Sales, and founders.

This is the first Insights hire at Exa. In your first year you'll stand up the metrics dictionary, the forecast and capacity models, and the reporting stack that the next several years of GTM decisions get made on.

WHAT YOU’LL OWN

Core Revenue Reporting & Business Rhythm

• Own the recurring reporting stack: weekly business review, monthly and quarterly GTM reviews, and board-level revenue exhibits.

• Produce and manage Exa’s core revenue metrics - ARR, CARR, net new ARR, NDR and GDR, logo and dollar retention, pipeline coverage, win rate, sales cycle, and segment-level performance and more.

• Reconcile against goals: Review our leading and lagging indicators consistently to understand how we are trending vs. our SMART goals. Use this to derive insights on what we should do next.

• Forecasting: Own the analytics based forecasting motion that counterbalances against our bottoms up field forecasting rhythm. Goal is to maintain exceptional forecast accuracy

Metric Definitions & the Data Layer

• Own the metrics dictionary as a living contract across Sales, Marketing, Finance, and Product: definitions, calculation logic, and known caveats.

• Partner with the Head of Revenue Systems & Technology on the data models and pipelines feeding analytics, so reporting runs off governed data rather than one-off extracts.

• Retire duplicate and contradictory reporting. One source of truth, documented, with the old views deprecated and removed.

• Build the context layer on in Clickhouse; we have all our data but adding a layer of context that allows us to build an agentic first GTM motion that is credible and actionable is key

Segment, Territory & Productivity Insight

• Analyze seller productivity: ramped attainment, pipeline generation per rep, win rates by segment and account archetype, and where coverage is under- or over-invested.