Analyst, GTM Strategy & Operations

Cengage Learning - Boston, MA - Full time

The Analyst for the Go-to-Market (GTM – Sales and Marketing) Strategy and Operations is a key resource in the transformation of the GTM team will support and, at times lead, the GTM team in analyzing, framing and then implementing key strategic initiatives. This role will take on:

  • Detailed, time bound project based work
  • Supporting GTM in annual Strategy Cycle
  • Ongoing deep dives into driving improvements in overall Sales & Marketing effectiveness

The analyst will report into the Manager of Strategy & Operations for Sales and Marketing, and will work closely with the full GTM Strategy & Operations team of currently 5 people but growing to 11 people (including this role). In addition to their direct manager, this role will specifically work closely with the leader of the whole group (i.e. SVP of GTM Strategy and Operations) and the VP of Marketing Strategy and Operations.


  • Detailed, time bound project based work - examples include:
    • ROI analysis and approach on key marketing spend
    • Driving product sampling experience improvement, cost reduction and overall implementation
    • Driving analysis and thought leadership on improving our overall services to our customers, ensuring we remain best in class and that we adjust to the evolution of our digital product offering
    • Analysis and driving rollout of new commercial models to our sales force
    • …and much more
  • Supporting GTM in annual Strategy Cycle
    • Driving analysis to refresh our core detailed annual and high level 3 year GTM strategy
    • Being a thought partner on new, innovative strategies to drive GTM to best-in-class
  • Ongoing deep dives into driving improvements in overall Sales & Marketing effectiveness. Driving improvements in the typical Sales Force Effectiveness levers:
    • Sales force productivity
      • Return on sale investment – gross profit per sales cost
      • Sales productivity vs. competitors – Rev / FTE vs. competitors
      • Sales productivity across reps – Rev per rep; target attainment per rep
      • Sales productivity drivers – Correlation between rev/ rep and tenure
      • Sales efficiency – process mapping of day to day sales effort, time series to understand areas to unlock / improve
  • Customer targeting
    • Wallet sizing by segment – annual spend on category by segment, our share of that segment
    • Account/ customer segmentation
  • Customer engagement
    • Purchase pathway analysis
    • Lead generation / prioritization
    • Touch frequency
    • Customer satisfaction on touch frequency and quality
    • Touch points mapping


  • BA/BS with high proven achievement
  • Minimum of 2-3 years previous management consulting,
  • Strong analytical capabilities and previous experience developing data-driven analyses
  • Exceptionally strong knowledge of Excel and PowerPoint. Ability to produce clear reports and presentations.
  • Strategic mindset – be able to tell a story through analysis
  • Interest and / or previous experience in education, software, and/or publishing industries a plus
  • Travel expected (20%)

Apply Now

Experience Level

1 to 5 years

Cengage Learning

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