Senior Analyst, Revenue Strategy & Operations

About the role

Baseten is building the infrastructure layer for AI - and we're now building the team that will scale how we take it to market. This is a foundational hire on our GTM Strategy & Revenue Operations team, sitting at the intersection of strategic planning and field execution. You'll work directly with the CRO, Head of Revenue Operations and partner closely with Finance, field leadership, and our Central Ops team. On any given week, you might be refining our pipeline generation model, building a territory coverage analysis, designing a new GTM motion, or partnering with a regional leader to understand what's driving a trend in their pipeline. This role requires someone who can think rigorously, build things from scratch, and operate with speed and judgment in an environment where the playbook is still being written. This is a rare opportunity to be an early GTM strategy and operations hire at one of the fastest-growing companies in AI infrastructure - and to help define how we scale.

Responsibilities

• GTM Planning, Target Setting & Market Intelligence
• Contribute to the annual and quarterly GTM planning process in partnership with Finance, including headcount modeling, ramp assumptions, and revenue target-setting
• Build and maintain coverage models aligned to 2-year growth projections, incorporating territory design, account segmentation, and capacity planning
• Support quota framework development, helping translate top-down targets into field-level plans that are credible and motivating
• Develop and maintain Baseten's segmentation logic - how we carve the market by industry, company profile, consumption potential, and AI maturity
• Contribute a point of view on competitive dynamics, regional expansion priorities, and whitespace opportunities
• Partner with Central Ops on ICP and TAM database strategy to ensure segmentation is grounded in clean, enriched data
• Translate data into a clear business narrative for leadership and the field; democratize insights so the revenue org can self-serve
• Pipeline Generation & Forecast
• Contribute to the design of the pipeline generation model - coverage ratios, qualified pipeline definitions, and input assumptions
• Support the PG cadence: track actuals vs. model, surface gaps early, and partner with field leadership to course-correct
• Play an active role in the weekly forecast process, helping build the business narrative that connects leading indicators to revenue outcomes
• Build and maintain the analytics layer that powers GTM decision-making - from pipeline dashboards to cohort analyses to efficiency metrics
• Field Execution & Plan Refinement
• Partner with the field to identify gaps in the business and develop structured plans to address them - supporting real time actions as well as insights to guide QBRs, pipeline reviews, etc.
• Analyze regional pipeline health, win/loss trends, and rep productivity to proactively surface insights that feed back into refining the GTM plan
• Contribute to execution optimization projects - improving the sales process, post-sale journey, and conversion at key funnel stages
• Close the loop between what's happening in the field and what needs to change in the plan
• New Motions & Experimentation
• Support the design and execution of structured experiments to test new GTM approaches - new segments, new channels, new acquisition or expansion motions
• Help build the measurement framework to evaluate what's working and create a clear path to scaling what wins
• Partner with RevOps and Central Ops to operationalize successful experiments into repeatable playbooks

Requirements

• 4-6 years in GTM strategy, revenue operations, sales strategy, or a related function - ideally at a high-growth B2B SaaS or infrastructure company
• Experience with consumption-based or usage-based business models strongly preferred; you understand the difference between ARR and revenue, and how to think about drawdown, expansion, and net retention
• Background at a company that has scaled through a Series B-D inflection point; you've seen what good looks like and know what breaks as you grow
• Background in consulting and/or banking / finance a plus
• Exceptional analytical chops - you can build a coverage model, a cohort analysis, and a board-ready forecast narrative, and you know which one the moment calls for
• Strong business judgment - you don't just surface data, you tell pe

Benefits

Additional Information

ABOUT BASETEN Baseten powers mission-critical inference for the world's most dynamic AI companies, like Cursor, Notion, OpenEvidence, Abridge, Clay, Gamma and Writer. By uniting applied AI research, flexible infrastructure, and seamless developer tooling, we enable companies operating at the frontier of AI to bring cutting-edge models into production. We're growing quickly and recently raised our $1.5B Series F , backed by investors including BOND, IVP, Spark Capital, Greylock, and Conviction. Join us and help build the platform engineers turn to to ship AI products.

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