This role is located in Somerville, MA - We are a hybrid work environment and are in the office 3+ days/per week.

The Role:

This role owns the data architecture and the strategy behind Tulip's revenue engine, using data and AI so we go after the right accounts, price them correctly, run an efficient process to win them, and then keep and grow them. You will set the roadmap while staying hands on with the models, schemas, and dashboards that make it real, and you will own how that work reaches the executive team and commercial leadership, translating market sizing, pricing simulations, conversion analysis, and GRR/NRR trends into decisions leadership can act on. You will be in SQL and in the room where the number gets decided, sitting close to the commercial org in forecast calls, deal reviews, and renewal conversations alongside Account Executives, Customer Success Managers, and their leaders, because the analysis only lands if the people carrying the number trust it and use it.

About You:

You have built revenue data architecture before, and you built it yourself, thinking in systems and turning messy CRM, usage, support, and engagement data into models that people trust enough to set quota, pricing, and renewal strategy on. You are comfortable being the person who says a number is wrong and can show why, just as comfortable rewriting it into a story an executive can act on in one slide, and you coach the people around you, whether that is an analyst building the next model or a Customer Success leader learning to read a health score, because scale comes from people as much as from systems.

What skills do I need?

• 8-10+ years in Customer Success Ops, RevOps, or Strategic Analytics within a B2B SaaS environment (usage-based or composable software experience is a plus).
• Experience leading as a player coach in a RevOps or GTM context, balancing hands on ownership of systems and process with mentoring and growing team members is a plus
• Track record leading cross-functional system change across Salesforce or other commercial systems (segmentation, territory and quota models, forecast hygiene, Customer Health Scores, churn coding, renewal workflows etc.) with direct influence on VP and C-suite decisions
• Experience using AI for commercial, such as predictive churn modeling, sentiment analysis, or AI-driven "next best action" recommendations, including evaluating build versus buy tradeoffs
• Expert-level SQL and BI tooling, with experience joining product usage data to CRM data at scale
• Experience owning GTM metrics; experience mentoring or coaching junior analysts or ops talent is a plus
• Bachelor's degree in a relevant field required, MBA preferred

Key Responsibilities:

• Define and execute the strategy/roadmap for how AI and data power retention and expansion across Customer Success, Professional Services, and Support
• Build and continuously improve the models that identify at-risk accounts and cross-sell or upsell opportunities using usage, support, and engagement data
• Architect Tulip's Health Score metrics and the underlying data foundation that powers automated Customer Success playbooks
• Set renewal pricing strategy, services attach rate targets, and margin optimization in partnership with Sales and Services leadership
• Own the retention narrative for executive and board level audiences, translating real-time NRR and GRR metrics into a clear story and recommended actions
• Mentor and upskill the GTM team plus cross functional commercial partners directly on how to use the data

Key Collaborators:

• Executive Leadership Team
• Head of Customer Success
• Head of Professional Services
• Finance
• Commercial leadership
• Go To Market Operations
• Product Team

Working At Tulip

We know even great candidates experience imposter syndrome. Even if you don't match every requirement, applying gives you the opportunity to be considered.

We're building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include:

• Direct impact on product and culture
• Company equity
• Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D Insurance, Flexible Spending Account (FSA), Commuter Benefits, Parental Leave, and 401(K)
• Flexible work schedule and unlimited vacation policy
• Learning & Development program
• Virtual company events and happy hours
• Fitness subsidies
• An inclusive, dog-friendly office with diverse and inspiring colleagues