Senior Analyst, Retail Revenue Operations: GTM Analytics & Operations

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. Retail is Toast's biggest bet and we are growing rapidly. The opportunity is massive, and the category is ours to define. You'll have the backing of Toast's scale, brand, and resources but you'll be on the team architecting how we operate, scale, and win. The decisions you make in this role will shape how Toast competes in retail for years to come.

As a Senior Analyst, Retail Revenue Operations: GTM Analytics & Operations you will build the analytics, systems, and infrastructure helping Toast’s Retail sales organization scale. This role sits at the intersection of analytics, GTM strategy, sales operations, and data infrastructure, translating ambiguous needs into scalable tools, insights, and workflows improving decision-making.

You will own a portfolio of Retail GTM analytics and operational priorities: performance reporting, market intelligence, account prioritization, data quality, workflow automation, and decision-support tools. A critical focus is managing Retail’s territory motion, migrating planning and coverage workflows from spreadsheets into scalable systems across Salesforce, Snowflake, and Sigma.

This autonomous role reports to the Senior Manager, Analytics. You will identify high-impact opportunities, develop a point of view, align stakeholders, and drive initiatives from ambiguity through implementation. While territory analytics/operations are key, you will operate across the broader Retail analytics agenda, building foundations for how the business measures, plans, and executes growth.

A day in the life (Responsibilities)

Analytics, Reporting & Decision Support

• Build and maintain reporting, dashboards, and analytics tools helping sales leaders and frontline teams understand performance, prioritize work, and identify growth opportunities.

• Develop scalable analyses across sales execution, pipeline health, account prioritization, market coverage, territory performance, sales productivity, and growth planning.

• Translate ambiguous business questions into structured approaches, insights, and recommendations for stakeholders.

• Create decision support tools surfacing whitespace, high-priority accounts, coverage gaps, outreach penetration, funnel performance, and execution opportunities.

• Conduct TAM, segment, and coverage analyses guiding leadership investments and scaling.

Territory Infrastructure, Design & Operations

• Own Retail’s territory analytics and operating infrastructure: design, account coverage, reporting, and maintenance.

• Migrate manual workflows into scalable systems across Salesforce, Snowflake, and Sigma.

• Develop territory visualization and mapping tools giving sales teams visibility into market coverage, prospect density, whitespace, and prioritization opportunities.

• Partner with sales leadership to evaluate territory models, coverage, capacity, equity, and expansion opportunities.

• Develop coverage strategies for new Retail segments and geographies as the business expands.

• Build SQL/Python automations improving data quality and reducing manual work across data flows, scoring models, monitoring, and reporting.

• Manage territory data loads, mapping configurations, and system updates with central operations and tech teams.

Enrichment, Scoring & Data Infrastructure

• Build and maintain scalable enrichment workflows cleaning, classifying, and enhancing prospect and account data using LLMs.

• Develop territory and account prioritization models using sales performance, volume potential, market characteristics, business attributes, and field capacity.

• Own third-party market data strategy: vendor evaluation, procurement support, relationship management, and data quality oversight.

Governance & Cross-Functional Leadership

• Build automated tools monitoring Rules of Engagement (ROE) exceptions, partnering with central governance to improve compliance workflows and automate resolutions.

• Represent Retail’s territory data and infrastructure needs with cross-functional GTM partners across adjacent Business Technology, Data Infrastructure, and Finance.

• Manage a roadmap of territory infrastructure enhancements based on impact and scalability.

• Serve as Retail SME on territory operations, market coverage, account prioritization, and territory analytics.

What you'll need to thrive (Requirements)

• 5+ years of experience in sales operations, revenue operations, GTM operations, analytics, data infrastructure, or a related function.

• Demonstrated ownership of complex operational processes, territory programs, market intelligence, or analytics initiatives.

• Advanced SQL skills and experience in modern cloud data warehouses (Snowflake, BigQuery, or Redshift).

• Experience building dashboards, reports, analytics tools, or workflows supporting decision-making (Tableau, Sigma, Hex, or equivalent).

• Salesforce or comparable CRM experience, including data management, reporting, or territory tools (Enterprise Territory Management) a strong plus.

• Experience using AI or LLMs for data enrichment, classification, workflow automation, prospecting, or decision support tools.

• Strong stakeholder management skills, influencing senior leaders and driving cross-functional alignment.

• Ability to independently structure ambiguous problems, prioritize high-impact work, and drive initiatives through implementation.

• Bachelor's degree in a quantitative field or equivalent experience.

What will help you stand out (Nonessential Skills/Nice to Haves)

• Experience migrating territory or operational data from spreadsheet-based workflows into scalable data infrastructure.

• Proficiency in Python for data automation, pipeline development, workflow tooling, or analytical applications.

• Experience managing third-party data vendors.

AI at Toast

At Toast, o

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