GTM Metric Calculations

Current ACV of open opportunities in Qualified, Demo, Proposal, or Negotiation. The example assumes one row per opportunity and account. Direct stage filtering avoids multiplying amounts through a repeated stage lookup.

-- Qualified Pipeline: Current ACV of all open opportunities at Stage 2+
-- Example owner: Rev Ops | Proposed refresh: Daily 6:00 AM ET | Source: Salesforce Opportunity
SELECT
o.owner_name                          AS rep,
a.specialty_segment                   AS specialty,
o.lead_source                         AS source_channel,
COUNT(*)                             AS deal_count,
SUM(o.acv)                            AS pipeline_acv,
AVG(o.acv)                            AS avg_deal_size,
MEDIAN(o.acv)                         AS median_deal_size
FROM salesforce.opportunity o
JOIN salesforce.account a
ON o.account_id = a.account_id
WHERE o.stage_name IN ('Qualified', 'Demo', 'Proposal', 'Negotiation')
AND o.is_closed = FALSE               -- Exclude won and lost
AND o.acv >= 5000                     -- Floor: exclude sub-$5K trials
AND o.is_deleted = FALSE
GROUP BY 1, 2, 3
ORDER BY pipeline_acv DESC;