GTM Data Analyst

MarginEdge is hiring an Analyst to build out go-to-market analytics: pipeline and conversion reporting, coverage and capacity modeling, commission calculation, and the analysis leadership uses to decide where to put money and headcount.

The enticing part of this role is that you own the whole path. You'll help frame the question, write the SQL, build the model, put it in source control, and present the answer - and the version you build is the one the company keeps using. There's no analytics team you hand a spec to. That's the trade: you have to be technical enough to build it, and you get to skip the six weeks of translation.

You'll report to the Director of Data Platform and Analytics and sit inside the data team, with Revenue Operations as your primary stakeholder. Your work gets reviewed by people who care whether the model is sound, and your roadmap comes from what the revenue organization actually needs. You'll work regularly with the Director of Revenue Operations, the CRO, and FP&A - more direct exposure to how revenue decisions get made than this kind of role usually carries.

We care much more about how you think and what you can build than where you've worked. Consulting, finance, RevOps, a BI seat at a smaller company, a science or engineering background you've since pointed at data problems - all fine.

MarginEdge: Where hospitality meets technology

As a team built by former (and current!) restaurant operators, our mission is to bring operators the same energy, attention to detail, and passion that they bring to their guests. Our culture is deeply rooted in service, partially because that’s where so many of our team come from (including everyone on our Business Development team), but also because we believe it is just the right way to run a business. We design our software with profound empathy for the complexity of running a restaurant, and the goal of making the magic just a little easier for operators by taking the complex (read: very annoying) back office tasks off their plate, while empowering them with real-time data.

Our founders share a deep history in both owning and operating restaurants and in building successful tech companies. We are venture-backed and serve 12,000+ restaurants across the US and Canada.

We enable restaurants to make magic while knowing we are doing the same for them.

We have the utmost respect for our clients and because of this, we are unable to hire their current employees.

What type of responsibilities will I have?

Build the analysis that decides things.

• Build the analysis behind weekly pipeline reviews, forecast reviews, monthly business reviews, and sales board reporting, and take over more of it as you ramp.

• Own stage-to-stage conversion reporting: conversion rates, cycle times, and win rates by channel, team, segment, and product.

• Build assumption-based models for strategic initiatives - new segments, pricing changes, channel bets - with the assumptions parameterized rather than buried in a formula.

• Help run and extend the coverage and capacity models: work the revenue target back to the pipeline and headcount required, and flag the gap early enough that leadership can act on it.

• Contribute to the pipeline-based bottoms-up forecast and its reconciliation against the sales team commitment and the top-down model.

• Investigate the unglamorous questions - why a cohort converted worse than the one before it, why cycle time moved in one segment and not another - and bring them to leadership before you're asked.

Build the thing that answers them next quarter.

• Build and maintain the GTM layer of our dbt project: funnel and conversion models, pipeline history, rep and territory attribution.

• Ship through source control - branch, pull request, review, tests, documentation. Your code gets reviewed, and eventually you'll review other people's.

• Reconcile Salesforce, subscription billing, and product usage data, and become the person who can explain precisely why they disagree when they do.

• Help define GTM metrics in our semantic layer, with RevOps as the metric owner, so self-service and agent-based querying return governed numbers rather than someone's best guess.

Use AI as a real tool and check its work.

• Use Claude for query drafting, model scaffolding, and analysis iteration, and help RevOps stakeholders get useful work out of it.

• QA AI output seriously: know what the query actually did, catch the plausible-but-wrong answer, and be able to explain the mechanism behind a finding rather than repeating it.

What qualifications or skills are required?

• Demonstrated professional experience doing analytical work where you were expected to structure some of the problem yourself, not just execute a spec.

• Strong SQL. CTEs, joins, and window functions should be comfortable. More importantly, when a query returns a number that looks wrong, you find out why rather than running it again.

• Working knowledge of source control - branches, commits, pull requests. You don't need to have worked on a large codebase, but if your instinct is to build in a shared spreadsheet, this role will frustrate you.

• Enough curiosity about how data gets where it is to reason about where a number came from and when it last landed. You won't own ingestion.

• Real spreadsheet skill. A lot of what you produce lands in Excel in front of an executive, and you should be able to build a multi-tab model someone else can follow and extend.

• The ability to say the number is wrong to a room that would prefer it weren't, and an obsession with accuracy that survives deadline pressure.

• Funnel and SaaS metrics: conversion rate, pipeline coverage, cycle time, gross and net retention, CAC, payback. If you already know what breaks each one, great. If not, you'll learn them here, and you should be able to explain them by month three.

Nice to Haves:

• dbt - Core, project structure, tests, macros. If you've built tested, version-controlled transformation logic some other way, say so.

• Trino/Athena or Snowflake. We're mid-migration, so you'd see both.

• Python for the analysis SQL shouldn't do.

• Salesforce as a data source, including the parts of it that lie to you.

• Subscription billing data (Zuora or similar), quota setting, territory design, or sales compensation modeling.

• Semantic or metrics layer experience (MetricFlow, Cube, or similar).

• BI development in Preset/Superset, Looker, Tableau, or comparable.

Compensation: The anticipated salary range for this role is $90,000-$110,000 annually. Where a candidate falls within that range depends on a variety of factors, including experience, skills, qualifications, geographic location, and internal equity. In addition to base salary, this role may be eligible for bonus opportunities and our comprehensive benefits package.

What’s it like to work for MarginEdge?

Imagine the fun of a great restaurant - surrounded by a team of people (including some that you help to manage!) who care about hospitality, care about quality, and care about each other - then subtract the long nights, weekends, drunk customers at the bar...et voila, MarginEdge!

We work hard, we work fast and we fuel our work with a commitment of transparency from leadership, straight talk and trust between teams. We believe that the best people do their best work when they feel empowered - so whether you are remote or in our office (likely eating a catered lunch from our clients in our baller, brand new penthouse HQ in Ballston) you get to work with your manager to call your shot on what works best for you. Did we mention it has a full commercial kitchen and is walking distance (covered walking, that is) from the metro?

Benefits (Shut the Front Door, They are Amazing)

In order to fuel this rocket ship, we need to build a team as passionate about our work and product as we are. We believe that top talent (that’s you!) should feel deeply connected to their work, appreciated for the time they give to building our organization and have the balance necessary to give their best during work hours and all those after-hours too. We do this by offering a suite of kick ass benefits not only to be competitive and catch the eye of super smart people (that’s you again!) but also provide the foundation for a career you love and a life outside of work you love just as much.

• Unlimited Paid Time Off (and we mean it, we encourage your healthy work life balance!)

• Medical, Dental, Vision, and Short/Long-Term Disability Insurance (preventative care for the win)

• Health Savings Account with employer match (dependent upon your medical plan selection)

• Commuter benefits with employer contribution (excluding limos and helos - for now)

• Generous Life Insurance Plan

• Short- and Long-term Disability

• Company-Paid Holidays

• 401(k) and matching

• Stock Options to buy into everything we are doing to support this industry

• 12-week fully Paid Parental Leave

• Lunch catered twice a week at our HQ in Arlington (we exclusively cater from our clients, too!

• A wellness program that sponsors healthy activities such as step challenges and provides discounts to gyms and fitness classes.

Check out our 100% “Recommend to a Friend” rating from anonymous employee reviews on Glassdoor.

Oh, and our recognition in the Washington Post as a top small businesses to work for in 2021, 2022, 2023, 2024 and 2025!

And most important, what our customers think about our work on Capterra and G2 Crowd.

Our Fine Print is Bold: We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran, marital, disability status or any other characteristic protected by law. You be you. While we are proudest of our commitment to exceptional culture and creating a truly excellent work environment, we see our benefits as an extension of that belief. Our benefits package is designed to be exceptionally competitive and a reflection of our commitment to a best-in-class workplace for all.