Revenue Strategy & Operations Senior Analyst

• 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 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
• 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
• Be a foundational member of the GTM team at one of the most important companies in the AI infrastructure space
• Work on problems that are genuinely hard and genuinely new — consumption-based GTM at AI scale doesn’t have an existing playbook
• High ownership, high visibility, direct access to leadership

Benefits

• Remote-first work environment. The Baseten team is welcome to work from wherever they want; fully remote, in our San Francisco office, or a mix of both. Today, our team (including our founding team) is spread across the United States, Canada, and Armenia. We provide a $1,000 stipend for you to make your home-office comfortable and productive
• Regular in-person team summits. We get together as a team three times a year to plan, workshop, and most importantly, get to know each other better
• Unlimited PTO. We ask that everyone take at least 4 weeks of vacation. And we have a company-wide break between Christmas and New Year’s Day
• Full healthcare coverage. Medical, dental and vision insurance for you and your family
• Paid parental leave. 16-weeks fully paid parental leave (adoptive and non-birth parents included) and flexibility with schedules while returning to work
• Company-sponsored 401(k) for you to contribute to
• Learning and development budget. We encourage you to take classes, attend conferences, and invest in your craft and we’ll cover expenses to make it happen

Preferred experience

• 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
• Hands-on builder: comfortable working in AI coding tools, spreadsheets, BI tools, SQL, and CRM systems; you don’t wait for someone else to pull the data
• Exposure to a company scaling through a Series B-D inflection point a plus; you have a sense of what good looks like and what breaks as you grow
• Exceptional analytical chops: you can build a coverage model, a cohort analysis, and a leadership-ready forecast narrative, and you know which one the moment calls for
• Bias toward action — you’d rather ship something good and iterate than wait for perfect
• Structured thinker and clear communicator: you can take a complex GTM problem, break it down, and present a crisp recommendation to a senior audience
• Curious about the AI infrastructure market; you want to understand what we sell, who buys it, and why
• 3-5 years in GTM strategy, revenue operations, sales strategy, or a related function, ideally at a high-growth B2B SaaS or infrastructure company
• Comfortable with ambiguity; you can define the problem before solving it
• Collaborative operating style: you work across functions (Finance, field leadership, Central Ops, Enablement) and know how to get things done without formal authority
• AI Fluency: you actively use AI tools to drive your own productivity, in how you analyze data, structure problems, draft communications, and accelerate your work
• Strong business judgment: you don’t just surface data, you tell people what it means and what to do about it
• 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 in consulting and/or banking / finance a plus