Samba is a media intelligence company. We know what the world is watching, reading, and thinking about — in real time, at scale, across every screen. Our data exists with the consent of over a billion people, organized into the most complete picture of consumer attention ever built. The biggest brands in the world use that picture to make smarter decisions. We think it’s the most interesting data asset on the planet, because it’s the most culturally relevant.
About the Role
The Revenue Strategy & Forecasting Analyst is a high-visibility, high-stakes role at the center of Samba’s revenue engine. You will own the forecasting function for our Revenue Operations team, working directly with the CRO, CFO, and senior Sales and Finance leadership to ensure that revenue performance is measured accurately, understood deeply, and communicated clearly. In addition, you will collaborate with the Revenue organization to develop and analyze revenue programs to help accelerate revenue growth globally. You will work closely with revenue, product, finance and operations teams globally to ensure cross functional alignment and accountability. This role takes on many of the responsibilities of a chief of staff to the CRO.
What makes this role genuinely challenging — and genuinely interesting — is the complexity of our business. Samba’s Audience and Analytics product lines each carry different commercial structures: consumption-based projects where revenue recognition depends on how customers draw down against commitments, and subscription arrangements with their own renewal, expansion, and churn dynamics. You will be expected to triangulate signals across both, understand how contract terms affect revenue timing and recognition, and hold a coherent view of the business that executives can act on.
The right person thrives in this kind of environment. You’re not rattled by ambiguity or imperfect data. You can look at multiple incomplete signals, apply sound judgment, and still deliver a defensible point of view. You build rigorous models, tell clear stories, and are comfortable presenting and defending your analysis in the room with senior leadership.
### What You’ll Do
Revenue Forecasting / GTM Strategy
Own the weekly and monthly revenue forecasting cadence across Audience and Analytics product lines, covering both consumption-based project revenue and subscription arrangements
Build and maintain forecast models that triangulate signals from pipeline stage, historical run-rates, deal velocity, consumption pacing, rep attainment patterns, and contract structure
Understand how contract terms — minimum commitments, consumption schedules, renewal windows, expansion clauses — affect revenue timing and recognition, and incorporate that nuance into forecast models
Proactively identify risk and upside in the forecast, communicate assumptions clearly, and drive accountability with Sales leadership
Continuously refine forecast methodology — tracking variance to actuals, diagnosing root causes, and improving accuracy over time across different product and revenue model types
Navigate data that is, at times, messy or inconsistently structured: exercise judgment about when to normalize, when to flag gaps, and when to present ranges rather than point estimates
Build reporting frameworks that hold up even when underlying data is imperfect or arrives on different timelines — e.g., consumption data that lags, subscription bookings that close unevenly, or contract structures that span fiscal periods
Play a key analytical role in annual quota-setting, territory design, and headcount capacity modeling
Build bottom-up and top-down models to stress-test plans across usage and ARR revenue streams
Sales Productivity & Pipeline Analytics
Develop and maintain a suite of sales productivity metrics including quota attainment, ramp-to-productivity, activity-to-outcome ratios, average deal size, and win/loss rates by segment and product
Analyze pipeline health across coverage ratios, stage conversion rates, deal velocity, and aging — surfacing early warning signals before they become forecast misses
Track and contextualize performance across Audience and Analytics product lines, which have distinct sales motions, deal structures, and productivity norms — and know how to compare them meaningfully
Produce recurring pipeline reviews for Sales leadership with clear, insight-led narratives — not just data exports
Support real-time deal reviews by providing analytical context for key opportunities and risk accounts
Executive Reporting / Chief of Staff to the CRO
Collaborate closely with Finance, Sales leadership, and Marketing to align GTM programs
Help the business understand how to allocate capacity across product lines with different growth profiles, sales cycles, and revenue recognition patterns
Produce weekly, monthly, and quarterly business reviews — synthesizing complex, multi-dimensional data into crisp, decision-ready narratives
Present findings directly to senior leadership and be prepared to defend your methodology and assumptions in real time
Work with sales leaders to drive accountability in their goals and objectives
### Who You Are
BA/BS in Finance, Economics, Data Science, Business, or a related analytical field from a top tier university
3–5 years of experience in Investment Banking, Management Consulting, FP&A, Revenue Strategy or a similar analytically rigorous role;
Deep proficiency in Excel and/or Google Sheets: you can build, audit, and stress-test complex multi-tab models from scratch without hand-holding
Hands-on Salesforce experience: you understand pipeline structure, deal stages, and CRM data deeply enough to interrogate it, not just report from it
Strong data visualization skills: you build dashboards that are polished, maintainable, and designed for executive audiences
Hands-on experience using AI tools — including Claude, Gemini, or comparable LLMs — to accelerate analysis, automate workflows, or improve the quality of written output; you treat AI as a core part of your workflow, not an afterthought
Ability to read and interpret contract terms — minimum commitments, consumption schedules, renewal provisions, expansion rights — and understand how they affect revenue timing, recognition, and forecast behavior
Experience working across multiple revenue model types — consumption/project-based and subscription — and an understanding of how they differ in forecasting, planning, and performance measurement
Proven ability to work with messy, inconsistently structured, or late-arriving data: you have a methodology for handling data quality issues and communicating uncertainty without losing your audience
Exceptional written and verbal communication skills: you can take a complex, multi-dimensional analysis and reduce it to two or three sentences that drive a decision
Comfortable presenting directly to executives and defending your analysis when challenged — with data, not defensiveness
High ownership mentality: you define the problem, structure the analysis, and deliver a point of view — you don’t wait to be told exactly what to build
### Nice to Have
MBA from a top program
Experience at an ad-tech, media measurement, or data-driven SaaS company
SQL proficiency for querying data warehouses directly, reducing reliance on pre-built extracts
Familiarity with revenue intelligence platforms (e.g., Clari, Gong) or financial planning tools (e.g., Prophix, Adaptive Insights)
Prior experience supporting a business that operates across both consumption/project and subscription revenue models simultaneously
Experience supporting a scaled sales organization (50+ reps) through a period of rapid growth or significant product expansion
A track record of going beyond standard tools — coding with AI tools, prompt engineering, developing AI-assisted models that meaningfully improve speed or analytical depth
Samba is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We strive to empower connection with one another, reflect the communities we serve, and tackle meaningful projects that make a real impact.
Samba may collect personal information directly from you, as a job applicant, Samba may also receive personal information from third parties, for example, in connection with a background, employment or reference check, in accordance with the applicable law. For further details, please see Samba's Applicant Privacy Policy. For residents of the EU , Samba Inc. is the data controller. 
