About this role
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.
About the role
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.
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.
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.
A day in the life (Responsibilities)
Partner with Sales and Finance leaders
• 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.
• Build and maintain pacing views that show whether Sales is on track to plan, and explain gaps by volume, rate, mix, and timing.
• Analyze why results vary between reps and what separates top performers, to inform coverage and enablement decisions.
• Support planning and target setting with productivity models and quota inputs.
• Size and measure sales incentives, including SPIFFs (short-term bonuses for a specific goal), before and after launch.
• Analyze discount patterns and the impact of pricing initiatives on deals.
• Analyze market size (TAM, or total addressable market) and saturation to show leaders how much room is left to grow.
• Develop scenario models and sensitivity analyses that help leaders understand the range of outcomes and the tradeoffs between them.
Own the data and the metrics
• 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.
• 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.
• Validate data integrity and pressure-test assumptions before presenting conclusions.
• Partner with Data and Analytics Engineering to improve dat