Director of Data Science, GTM

Harnham is partnering with an established, profitable B2B software company to appoint a Director of Data Science, GTM.

The company provides a cloud platform that helps businesses create, send, approve, sign, and collect payments through business documents. Its products support proposals, sales quotes, contracts, electronic signatures, and related agreement workflows, helping organizations manage the steps between presenting an offer and completing a customer agreement.

By bringing these activities into a connected platform, the business helps sales teams reduce manual administration, simplify document approvals, and move customer agreements forward more efficiently. Its offering extends across the sales and agreement lifecycle, with continued investment in AI and product capabilities that improve how businesses manage commercial transactions.

The organization serves tens of thousands of customers globally and operates across the United States and Europe. An established sales organization supports its growth, alongside opportunities to expand customer acquisition and adoption through the product itself.

Reporting to the VP of Data, the Director will lead five Data Scientists and Analysts supporting Sales, Marketing, Revenue Operations, and Customer Success. You will own the GTM data science strategy and roadmap, strengthen technical standards, and help senior leaders make better decisions across customer acquisition, retention, and expansion.

Key Responsibilities

• Define and execute the GTM data roadmap, aligning priorities with business objectives and opportunities to improve revenue performance.

• Manage, coach, and develop a team of five Data Scientists and Analysts, building technical depth, commercial understanding, and independent judgment.

• Partner with senior leaders across Sales, Marketing, Revenue Operations, Customer Success, and Finance to translate business questions into actionable analytical and modeling initiatives.

• Establish consistent definitions for GTM metrics, including customer lifetime value, customer acquisition cost, retention, and funnel conversion.

• Guide the development, deployment, and improvement of predictive models, including lead scoring, customer lifetime value, marketing mix modeling, attribution, and sales propensity.

• Strengthen experimentation and causal inference capabilities to evaluate marketing effectiveness, improve sales efficiency, and support customer growth.

• Provide technical oversight through Python and SQL reviews, evaluation of modeling assumptions, and guidance on statistical methodology. Contribute directly when needed.

• Prioritize work based on business impact, challenge requests constructively, and establish clear expectations with stakeholders.

• Partner with Revenue Operations to address data instrumentation gaps and improve the reliability of GTM analysis.

• At least seven years of experience in applied data science, sales and marketing analytics, or revenue analytics.

• At least three years of direct people management experience leading Data Scientists or Analysts.

• Meaningful experience delivering data science initiatives for Sales and Marketing, with a demonstrated understanding of customer acquisition, sales funnels, retention, and revenue growth.

• A track record of building predictive models from the ground up and demonstrating measurable business results.

• Strong Python and advanced SQL skills, with the technical judgment to evaluate code, modeling approaches, and analytical assumptions.

• Strong statistical knowledge across machine learning, experimentation, A/B testing, and causal inference.

• Experience influencing senior stakeholders, defining priorities, and communicating technical findings in clear business terms.

• Ability to lead through ambiguity, improve existing processes, and establish structure within an evolving team.

• Familiarity with AI tools such as Claude and their practical application to analytical and development workflows.

Preferred Qualifications

• Experience in B2B SaaS, subscription businesses, or organizations with complex sales processes.

• Experience developing lead scoring, customer lifetime value, marketing mix, attribution, or propensity models.

• Familiarity with Snowflake, dbt, and related data and analytics tools.

• Experience improving analytical capabilities within an established, growing organization.

Initial Priorities

• Refine and launch the next version of the lead scoring model.

• Establish a customer lifetime value framework.

• Develop marketing mix modeling capabilities.

Annual base salary of $230,000, plus bonus and equity participation. Benefits include health coverage, company-paid life and disability insurance, paid time off, a 401(k), and flexible spending account options.

Work Authorization

Applicants must be U.S. citizens or U.S. lawful permanent residents (Green Card holders).

The employer cannot provide visa sponsorship, visa transfers, or immigration support now or in the future, including H-1B, H-1B transfers, H-1B1, O-1, L-1, E-3, or TN arrangements.

Candidates working under F-1 OPT, STEM OPT, CPT, or other temporary work authorization do not meet the stated citizenship or permanent residency requirement. An Employment Authorization Document (EAD), including H-4 EAD or a pending Green Card EAD, does not by itself establish permanent residency.