GTM & AI Analytics Director

Why Join Ivo? Every civilization runs on the same infrastructure: agreements between people who don't fully trust each other. Sumerians pressed them into clay. Romans carved them into stone. We bury them in 80-page PDFs. The way those agreements are reviewed hasn't changed in four thousand years - a human reads the whole thing and tries not to miss anything. We're building the AI that finally changes that. Ivo is the contract intelligence platform of choice for companies like Uber, Meta, Canva, IBM, and Shopify. We recently raised our Series B and have grown 800% over the last 12 months. The Opportunity What does "usage" mean when the product works autonomously? How do we measure value delivered vs. sessions logged? What's the leading indicator of expansion when the user isn't clicking, but its agent is? AI is both what you analyze and how you analyze. You'll measure how our AI products deliver value to customers, and you'll use AI tools to do that measurement faster and deeper than any traditional analytics team could. You're the person who tells us why a number moved and what to do about it. Pipeline slowing? You diagnose the stage, segment, and rep-level bottleneck before anyone asks. Expansion stalling? You build the propensity model, identify the white space, and hand the VP of CSM prioritized target list. This isn't a traditional analytics role. Ivo builds AI products that interact with customers in ways that didn't exist a few years ago: autonomous contract review, LLM-powered intelligence queries, API-driven workflows. The old playbook for measuring engagement (DAU/MAU, feature clicks, time-in-app) doesn't fully apply when an AI agent does the work and the human reviews the output. You'll need to invent new frameworks for measuring business impact when the product thinks, acts, and delivers value without a user sitting in a UI. If that problem excites you, keep reading. Reporting to the VP Revenue Strategy & Operations, you'll own GTM analytics end-to-end: pipeline health and velocity, forecast modeling, win/loss analysis, rep productivity, territory performance, expansion propensity, churn risk — and the product usage metrics that connect how customers interact with our AI to whether they renew, expand, and advocate. You'll partner with the Director of GTM Operations (who owns execution) and the Director of GTM Systems & Automation (who owns infrastructure), and the tech team, translating data into action. As pricing evolves toward usage-based and API consumption models, and eventually outcome models, you'll build consumption analytics: product telemetry linked to revenue, activation cohorts, retention curves, and expansion triggers. You quantify the ROI of strategic bets before we make them. What We're Looking For • AI-native workflow. You use Claude, ChatGPT, Cursor daily as your analytical operating system. You prototype by prompting before you code. You generate SQL, debug logic, draft executive summaries, and pressure-test your own models with AI. You have opinions on which tools are better for which tasks. • 5–10 years in GTM analytics, strategy consulting, or revenue analytics at a high-growth B2B SaaS company. You know which metrics matter at each stage from $10M→$100M. • Management consulting foundation (MBB or equivalent). • Intellectual curiosity about how AI-native products change measurement. You're not satisfied applying last generation's engagement metrics to a product where AI agents do the heavy lifting. • Product analytics depth. You've worked with product telemetry data: activation funnels, feature adoption, retention cohorts — and connected it to revenue outcomes. You partner with Product and Data Engineering to define the instrumentation that matters, not just consume what's already tracked. • Deep SaaS fluency: ARR, NDR, pipeline velocity, cohort LTV, CAC payback. You think in unit economics and systems, not charts. • Strong SQL. Production queries against BigQuery or Snowflake, dbt models, dashboards in Looker or equivalent. You're hands-on, and you don't need a data engineer to unblock your path to output. • Quantitative modeling: forecasting, account scoring, predictive churn, scenario analysis. You've built models that influenced real resource allocation decisions, not just slide decks. • End-to-end pipeline analysis: lead to close to renewal to expansion. You identify bottlenecks, quantify leakage, and deliver recommendations that change behavior. • Board-level communication. You present complex analysis to the CEO and board in clear, actionable terms. You know the difference between a data readout and a strategic recommendation. • You ship fast. AI copilots mean you operate at 3x traditional output and invest the time saved in deeper thinking and higher quality insights, not more dashboards. • STEM or BS in Finance, Economics Bonus points • Built or deployed AI/LLM-powered analytics workflows — anomaly detection, natural language querying, agent-based reporting. • Defined new engagement or value metrics for AI-native products where traditional product analytics frameworks didn't apply. • Product analytics tools (Mixpanel, PostHog) linked to revenue outcomes. • Account scoring or health scoring models operationalized into CRM workflows. • Usage-based or consumption revenue model experience. • Side projects, blog, or open-source contributions in AI-augmented analytics. • MBA or a graduate degree in analytical field Ivo might be a good fit for you if you: • Would describe yourself as being relentlessly resourceful. • You have a strong internal sense of urgency. You have a bias towards doing things today, rather than tomorrow. • Experience working in a startup environment is preferred but not required. • Are excited about the adventure of building a company! What We Offer • Competitive Compensation: Final offer details are determined based on experience, expertise, and overall fit. • Equity: Meaningful ownership in a company that's scaling fast • Relocation and Visa Support: We also offer relocation assistance for successful applicants moving to SF, as well as support for visa and green card applications where applicable. • Health & Wellness: Comprehensive medical, dental, and vision plans to suit the needs of you and your family. • Flexible Spending & Insurance: Access to HSA and FSA accounts, plus life insurance coverage. • 401(k) Program: Save for the future with our 401(k) program. • Commuter Benefits: We help make getting to and from the office easier and more convenient. • Unlimited PTO: So you can take the time you need to recharge, stay healthy, and bring your best self to work. • Office Perks: Enjoy a vibrant Downtown San Francisco office with catered lunch five days a week, premium snacks and coffee, an in-building gym, and a dog-friendly environment. FAQ • What stage of growth is Ivo at?: We launched in early access in 2023. Since then, we’ve had an incredible response from the market and are growing rapidly. We 6x'd in ARR in the last 12 months. Our clients include companies like Uber, Reddit, IBM, Canva, Pinterest, WordPress, and more. We're happy to share more details with candidates who go through our interview process. • Is this a chill gig?: Startups are very hard, especially if they’re growing fast. You’ll have a ton of responsibility, and there’s always an enormous amount of stuff to do. It’s hard work but the payoff is uncapped. • Can I work remotely?: We require candidates to work with us in-person 5 days a week in our San Francisco office. Ivo is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.