Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle.
Lead Analyst, Forecasting & Pipeline Management
Location: Hybrid / Remote
Job Type: Full-time
Job Description
Seeking a Lead Analyst, Forecasting & Pipeline Management to own and drive forecasting accuracy and pipeline health across the go-to-market organization. This role is responsible for establishing and executing a structured forecasting cadence, leading pipeline reviews, and ensuring pipeline hygiene to support reliable revenue visibility.
This is an individual contributor role with strong cross-functional influence across Sales, RevOps, Finance, and Systems teams. The role operates independently, leading key processes and initiatives that directly impact forecast accuracy and pipeline effectiveness.
Key Responsibilities
Forecasting
- Establish and formalize the forecasting cadence, process, and operating model
- Define inputs, timelines, and governance for forecast submission, consolidation, and review
- Consolidate and validate forecasts across regions and segments to ensure accuracy and consistency
- Develop standardized forecast views (commit, upside, risk) aligned to revenue targets
- Deliver clear visibility into forecast performance, gaps, and risk areas
- Produce executive-ready insights, including variance analysis, risk identification, and gap-to-target actions
Pipeline Management
- Lead pipeline review and inspection cadences with Sales leadership
- Analyze pipeline health (coverage, conversion, velocity, aging, slippage)
- Identify pipeline gaps and risks relative to targets and historical benchmarks
- Establish and enforce pipeline hygiene standards (data accuracy, activity, stage management)
- Drive accountability across Sales teams to maintain high-quality pipeline data
Insights & Analytics
- Develop reporting on pipeline coverage, forecast accuracy, and performance trends
- Build pipeline analytics (conversion rates, stage progression, deal velocity)
- Translate data into actionable insights on risks, opportunities, and drivers of performance
- Support QBRs, pipeline calls, and executive reporting with data-driven insights
Cross-Functional Collaboration & Ownership
- Partner with Sales, Finance, RevOps, Marketing Ops, and Systems teams
- Align on forecasting methodology, pipeline definitions, and reporting standards
- Ensure consistency and data integrity across systems (SFDC, Clari, territory management tools)
- Lead process improvements and initiatives to enhance forecasting accuracy and pipeline visibility
- Serve as subject matter expert for forecasting and pipeline management
Qualifications and Skills
- Bachelor’s degree in business, analytics, or related field
- 8+ years in Sales Operations, RevOps, or Sales Analytics
- Experience owning forecasting processes and pipeline management cadences
- Strong understanding of pipeline metrics (coverage, conversion, velocity, slippage)
- Advanced Excel; experience with Salesforce (SFDC) required; Clari preferred
- Experience with Tableau or similar BI tools
- Strong analytical and problem-solving skills
- Ability to translate complex data into actionable insights
- Strong communication and stakeholder influence skills
- Experience working cross-functionally across Sales, RevOps, and Finance
Black Duck is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran or military service status, or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.
