---
title: 'GTM Analytics Lead at Thatch'
canonical: 'https://feeny.ai/job/gtm-analytics-lead-thatch-united-states-qsb9kb7pxb3g'
type: 'job'
last_seen: '2026-10-19'
---

# GTM Analytics Lead at Thatch

- **Company:** Thatch
- **Location:** United States
- **Compensation:** $112k–$145k
- **Work type:** remote
- **Posted:** 2026-10-09
- **Last confirmed live:** 2026-10-19
- **Apply:** https://thatch.com/jobs/5447384008?gh_jid=5447384008

## Job description

## About Thatch

For most people, health insurance is something that happens to them: a plan chosen by someone else, with little room to fit their life. Thatch is changing that. We help companies give every employee a real healthcare budget instead of a one-size-fits-all plan, so people can choose the coverage and care that works for them, and employers get predictable costs they can control.

It’s a simple idea, but making it real means solving hard problems across healthcare, payments, and technology, and we’re just getting started. We look for people who like solving complex problems, use good judgment, and are comfortable working through ambiguity. People here care deeply about our customers, take real responsibility for what gets built, and are driven by doing work that matters.

## About the role

This role leads GTM Analytics within the Revenue Strategy function and reports directly to the Head of Revenue Strategy & Operations. You will own how Thatch measures GTM performance, understands channel economics, and governs the data foundation behind commercial decisions.

The role covers three areas: GTM performance and channel economics, GTM data strategy and governance, and analytical support for forecasting, planning, and executive reporting. Your work is the analytical engine behind all three.

You set the analytical agenda for your areas. You decide which questions matter most, focus effort on the highest-value work, and turn findings into recommendations that change where Thatch invests. You will partner closely with Marketing, Data Science, Finance, and RevOps.

## What you'll do

GTM Performance and Channel Economics

- Build performance frameworks that show GTM health across the full customer lifecycle, from lead through close, onboarding, retention, and expansion.
- Own the framework for comparing Thatch's GTM motions: win rates, CAC, payback, and conversion by segment, geography, and channel, plus broker attribution and quoting performance.
- Partner with Marketing on funnel and attribution, with Data Science on modeling and segmentation, and with Finance on unit economics and scenario analysis.
- Spot emerging trends early and recommend where to invest and where to pull back, including clear tradeoffs.
- Prioritize the analytics roadmap by business impact.

GTM Data Strategy and Governance

- Own the GTM data strategy and set priorities for the integrity, scalability, and evolution of the GTM team’s data foundation, in partnership with Data Science.
- Define and govern core GTM metrics, business logic, and data standards so every standing number is consistent, auditable, and reconciles with Finance.
- Set governance for definitions, lineage, quality, and usage in partnership with RevOps, Data Science, Engineering, and Finance.
- Define GTM business requirements before technical work begins. RevOps and Engineering keep ownership of technical build.
- Prioritize GTM data initiatives and make sequencing recommendations based on dependencies and business impact.
- Make sure data assets support critical use cases, including forecasting, pipeline management, planning, compensation, and performance measurement.
- Drive adoption of governed metrics and BI across GTM teams.

Forecasting, Planning, and Reporting Support

- Build and maintain the analytical inputs behind the forecast: pipeline snapshots, coverage, stage conversion, and pacing.
- Supply the data and models that feed target setting, capacity planning, and compensation analysis.
- Deliver complete, accurate analytics for board, QBR, and MBR materials on every cycle.
- Flag when the data signals risk to the forecast or plan.

Strategic Decision Support

- Break down ambiguous GTM questions, combining data, financial implications, and operational context.
- Lead high-stakes segment, channel, and territory analyses from problem definition through recommendation.
- Present findings, risks, and tradeoffs clearly to senior leadership.

Background we're looking for

- Experience. 5 to 8 years in GTM analytics, RevOps, BizOps, strategy, or FP&A at a high-growth B2B company, with direct partnership with sales, marketing, and finance leadership.
- Technical depth. Expert SQL. Deep experience with sales and product telemetry data, mainstream business intelligence tools.
- Data governance. Experience owning metric definitions and data standards, and turning business requirements into technical specs in a modern data stack.
- Systems thinking. You understand dependencies across CRM, warehouse, BI, and GTM execution, and how a field change flows through to a board metric.
- Commercial judgment. Command of GTM and SaaS metrics, including win rates, conversion, attribution, CAC, payback, and retention.
- Cross-functional influence. You align Marketing, Data Science, Finance, and RevOps on shared definitions and priorities without formal authority.
- Executive communication. You deliver answers, not dashboards, and turn complex analysis into clear recommendations.
- Ownership. You own the numbers, catch errors first, and raise risks early.

## Experience we’d be particularly excited about

- Comfort operating in a fast-paced, high-growth environment, balancing speed and rigor with limited resources and evolving data

What to expect

We interview rigorously based on integrity, talent, and drive; the trust we display in our teammates from day 1 is a reflection of the confidence we have in this process. We aim to evaluate the things you’ll be doing every day as best we can, and we move quickly. Here's what to expect:

- 30 minute video meeting to talk through your background and interest in Thatch
- 30 minute video meeting with the hiring manager to dive deeper into your experience and the role
- 30 minute video meeting to meet 2-3 members of the team
- 30 minute video meeting with the hiring manager to work through a live case study
- 30 minute video meeting with department leadership to discuss alignment to our company values and career goals
- 30 minute video meeting with our founders to discuss your approach to culture and our operating principles

Estimated Compensation Range $112,000—$145,000 USD

## About Thatch

## Company Overview
- **One-liner**: Thatch is a modern health benefits platform that uses an ICHRA to let employers set a budget and empower employees to choose and manage their own healthcare plans and spending.
- **Entity Type**: Private (Series B)
- **Headquarters**: San Francisco, California, United States
- **Founded**: 2021
- **Founders**: Not publicly available

## Core Business
- **Primary industries**: Health benefits, Fintech (healthcare payments)
- **Target customers**: B2B – small-to-medium businesses and mid-market employers
- **Mission/purpose**: “Building a healthcare system people love”

## Products & Services
- **Thatch Platform**: All-in-one ICHRA-based benefits platform. Employers set a budget; employees choose their own health, dental, and vision insurance from top carriers and spend leftover funds on healthcare costs.
- **Ask Thatch**: AI-powered 24/7 text-based support for compliance, expense verification, and account questions.
- **Thatch Visa Debit Card**: Employees use the card to pay for prescriptions, copays, therapy, and other eligible healthcare costs from their budget.
- **Insurance Marketplace**: Access to plans from national carriers, selected directly by employees.
- **Benefits Marketplace**: Curated ecosystem of health and wellness services available with tax-free allowance.

## Market Standing
- **Valuation**: Not disclosed
- **Key Metric**: Total funding of **$84M** (as of April 2025)
- **Notable Investors**: General Catalyst, Index Ventures (led Series A and Series B), Google Ventures (led Seed round)
- **Growth Signals**: 4,000+ employers using Thatch; **208 employees** (monthly growth +10.5%); Series B raised $40M in April 2025; transparent support metrics (CSAT 99.9%, enrollment accuracy 83% vs. industry avg 76%).

## Competitive Advantages
- **ICHRA-native model** offers maximum flexibility and personalization compared to traditional group plans.
- **Works out of the box** with any payroll provider and insurance plan – no integration or implementation required.
- **5-minute setup** and ability to switch any time of year (not just open enrollment).
- **Transparent CX metrics** published publicly (response time, CSAT, enrollment accuracy).
- **Visa debit card** seamlessly extends the budget to out-of-pocket costs.

## Strategic Focus
- Scale employer adoption across SMB and mid-market segments.
- Deepen the benefits marketplace with more high-impact wellness partners.
- Build robust financial infrastructure for balances, premiums, and reimbursements.
- Expand data and analytics capabilities to drive insights and predictive features.

## Why Work Here
- **Remote-first** with optional in-person hubs in San Francisco and Austin.
- **Team caliber**: Colleagues from Stripe, Ramp, Rippling, Shopify, and Robinhood.
- **Energizing offsites** in beautiful locations.
- **Flexible home office budget** for remote work setup.
- **Operating principles**: Bias for action, relentless resourcefulness, high trust environment.
- **20 open roles** across Engineering, Operations, Growth, and Account Management.
- **High impact** at a fast-growing startup redefining healthcare benefits.

## Sources
1. [thatch.com](https://thatch.com/)
2. [thatch.com/company](https://thatch.com/company)
3. [thatch.com/jobs](https://thatch.com/jobs)
4. [LinkedIn](https://www.linkedin.com/company/thatch-com)
5. [CB Insights](https://www.cbinsights.com/company/thatch-2)

## Other roles at Thatch

- [IT Systems Engineer](https://feeny.ai/job/it-systems-engineer-thatch-austin-5c5h1ttn1313) — Austin, TX
- [Managing Product Counsel](https://feeny.ai/job/managing-product-counsel-thatch-united-states-y2zkntcd9r7t) — United States
- [Compliance Analyst](https://feeny.ai/job/compliance-analyst-thatch-united-states-d1a0b379gymk) — United States
- [Head of Communications](https://feeny.ai/job/head-of-communications-thatch-austin-agn23xj0sp9x) — Austin, TX / New York, NY / United States / San Francisco, CA
- [Technical Sourcer](https://feeny.ai/job/technical-sourcer-thatch-united-states-cymh4t554emd) — United States
- [Technical Recruiter](https://feeny.ai/job/technical-recruiter-thatch-united-states-xc78ge5k84mg) — United States
- [Product Growth Manager](https://feeny.ai/job/product-growth-manager-thatch-austin-keexyzccdntp) — Austin, TX / New York, NY / United States / San Francisco, CA
- [Strategic Partnerships Manager](https://feeny.ai/job/strategic-partnerships-manager-thatch-austin-shrf64bfr7mp) — Austin, TX / New York, NY / United States / San Francisco, CA
- [Member Experience Specialist - Tampa Bay Area](https://feeny.ai/job/member-experience-specialist-tampa-bay-area-thatch-united-states-gmm4v1dbj6j1) — United States
- [Member Experience Specialist - San Francisco](https://feeny.ai/job/member-experience-specialist-san-francisco-thatch-san-francisco-kazf7tvr17m6) — San Francisco, CA