Job description

The Lead GTM Analyst, Revenue Operations is a senior individual contributor who partners with sales leaders and cross-functional teams to assess and improve pipeline health, forecast discipline, business visibility and operational execution. This role combines seasoned judgment and independent leadership with hands-on analysis, process facilitation and stakeholder partnership. The Lead GTM Analyst acts as a liaison to sales leadership who converts business needs into actionable insights, establishes consistent operating cadences and coordinatessupport across Revenue Operations, Finance, IT and other partner teams. The ideal candidate combines strong analytical capability, confident business partnership with cross-functional leaders, and understanding of CDW systems and how they interact. They are comfortable challenging assumptions, educating partners, improving processes and creating efficiencies using AI and influencing outcomes without direct authority.   What you will do Pipeline Management Analyze pipeline coverage, creation, progression and overall health; provide a clear, data-backed perspective to sales leadership. Partner with sales leaders to establish pipeline creation and advancement goals aligned to business needs. Proactively identify and coordinate actions that improve pipeline quality, including opportunity cleanup, closure, aging and risk review. Ensure sales teams have useful reporting, tools and guidance to conduct meaningful pipeline reviews and one-on-ones. Support large-deal reviews by surfacing risks, gaps, dependencies and recommended actions. Forecasting Help establish a standardized forecasting process and cadence, and reinforce consistent adoption across supported teams. Lead recurring forecast calls with sales teams, using reporting and data to facilitate discussion, challenge assumptions and document actions. Partner with sales leaders to develop and align on a bottoms-up forecast. Measure forecast accuracy, identify recurring drivers of variance and coach partners on improvement opportunities. Recommend practical enhancements to forecasting processes, reporting, definitions and tools, including recommendations to improve efficiency using AI tools. Business Insights & Reviews Analyze business performance and translate findings into concise, actionable insights for senior leadership. Prepare and facilitate recurring business and people review processes, including materials, discussion points and follow-up actions. Connect pipeline, forecast and performance indicators to highlight emerging risks and opportunities. Ad Hoc Analysis Create targeted ad hoc reporting and analysis to complement standardized reporting produced by the Analytics team. Clarify the business question, define the appropriate analytical approach and communicate findings in a decision-ready format. Take on additional responsibilities, projects, and assignments as needed to support business priorities. Business Liaison Cultivate relationships with sales leadership, coordinating efforts across the broader Revenue Operations organization and partner teams such as Finance and IT. Translate sales leader needs into clear requirements and coordinated actions for the immediate team and other support functions. undefined   What we expect of you Minimum basic requirements Bachelor’s degree in Business, Finance, Economics, Analytics, or a related field, or equivalent practical experience. 6 years of experience in FP&A, business analytics, strategy, or a related function. Demonstrated experience supporting sales leaders through pipeline management, forecasting, business reviews, or performance analysis. Experience leading complex workstreams, facilitating recurring operating cadences, and influencing cross-functional partners without direct authority. Advanced analytical and business acumen, with the ability to analyze complex data, identify key drivers, and translate findings into actionable business recommendations. Strong written, verbal, and presentation skills, including the ability to facilitate discussions with senior leaders and constructively challenge assumptions. Ability to build credibility, understand stakeholder needs, and balance responsiveness with standardization and sound business judgment. Strong organization, follow-through, and process discipline, with the ability to manage multiple priorities and drive adoption of new practices. Advanced Excel and business intelligence skills, with working knowledge of CRM and forecasting platforms; Salesforce and Power BI experience strongly preferred. Experience using AI tools to streamline processes and improve business outcomes. Ability and willingness to travel up to 5% as needed. Preferred skills, experience, and qualities needed Thorough understanding of how the complexities of CDW’s business model interact; ability to identify untapped opportunities as well as avoid possible “landmines” Experience in Revenue Operations or a closely related GTM commercial operations function MBA Pay range: $114,000- $155,000, depending on experience and skill set Annual bonus target of 10% subject to terms and conditions of plan Benefits overview: cdw.benefit-info.com Salary ranges may be subject to geographic differentials CDW is committed to being an AI-fluent organization We’re looking for people who bring curiosity, a learner’s mindset, and a willingness to engage with ever-evolving technology and tools. We value adopting AI as a partner, openness to experimentation, and a shared interest in learning together on AI. Our goal is to create a culture where AI enhances—not replaces—human creativity and decision-making. You don’t need to be an expert today; what matters is your readiness to explore, adapt, and grow with us as we integrate AI responsibly and effectively into our work. Additionally, CDW is committed to fostering an equitable, transparent, and respectful hiring process for all applicants. During our application process, our goal is to understand your experience, strengths, skills, and qualifications. As an AI forward company, we see AI not just as a tool, but as a catalyst for new ways of thinking, creating, and communicating. We encourage candidates to embrace an AI mindset, one that’s curious, adaptive, and ready to explore what’s possible. We welcome thoughtful use of AI to expand your perspective and elevate how you share your story, while ensuring your application remains rooted in your own background, judgment, and voice. About Us CDW is a Fortune 500 technology solutions provider that helps businesses, government, education, and healthcare organizations achieve what’s possible through technology. What makes CDW different isn’t just what we do—it’s how we do it. At CDW we act as one—building trust, speaking candidly, and working together to achieve more. We play to win—focusing on what matters most and delivering for our customers. And we think forward—staying curious, moving fast, and continuously learning. We believe meaningful work happens when people feel supported, heard, and empowered to contribute. That’s why we think of ourselves as coworkers, not just employees—working together to solve complex challenges and deliver real impact for our customers and communities. As a full‑stack, full‑lifecycle technology partner, CDW brings deep expertise, strong relationships, and broad industry knowledge to help turn ideas into outcomes. When you join CDW, you become part of a collaborative environment where your work matters, your growth is supported, and your contributions help shape what’s next. Together, we deliver the full promise of what technology can do. Together, we Make Amazing Happen. CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status or any other basis prohibited by state and local law.

Requirements

Must-haves

Pipeline Management
Analyze pipeline coverage, creation, progression and overall health; provide a clear, data-backed perspective to sales leadership.
Partner with sales leaders to establish pipeline creation and advancement goals aligned to business needs.
Proactively identify and coordinate actions that improve pipeline quality, including opportunity cleanup, closure, aging and risk review.
Ensure sales teams have useful reporting, tools and guidance to conduct meaningful pipeline reviews and one-on-ones.
Support large-deal reviews by surfacing risks, gaps, dependencies and recommended actions.
Help establish a standardized forecasting process and cadence, and reinforce consistent adoption across supported teams.
Lead recurring forecast calls with sales teams, using reporting and data to facilitate discussion, challenge assumptions and document actions.
Partner with sales leaders to develop and align on a bottoms-up forecast.
Measure forecast accuracy, identify recurring drivers of variance and coach partners on improvement opportunities.
Recommend practical enhancements to forecasting processes, reporting, definitions and tools, including recommendations to improve efficiency using AI tools.
Business Insights & Reviews
Analyze business performance and translate findings into concise, actionable insights for senior leadership.
Prepare and facilitate recurring business and people review processes, including materials, discussion points and follow-up actions.
Connect pipeline, forecast and performance indicators to highlight emerging risks and opportunities.
Ad Hoc Analysis
Create targeted ad hoc reporting and analysis to complement standardized reporting produced by the Analytics team.
Clarify the business question, define the appropriate analytical approach and communicate findings in a decision-ready format.
Take on additional responsibilities, projects, and assignments as needed to support business priorities.
Business Liaison
Cultivate relationships with sales leadership, coordinating efforts across the broader Revenue Operations organization and partner teams such as Finance and IT.

Nice-to-haves

Advanced Excel and business intelligence skills, with working knowledge of CRM and forecasting platforms; Salesforce and Power BI experience strongly preferred.
Preferred skills, experience, and qualities needed
Annual bonus target of 10% subject to terms and conditions of plan

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: workday
Effort: long