Position Overview

Own revenue predictability, planning, and executive insight across new, renewal, and expansion revenue. Acts as a player-coach — managing a post-sales analyst (scaling to 2-3 as the team grows) while personally owning pre-sales analytics and planning. Responsible for forecast accuracy, capacity planning, performance narrative, and applying AI to drive efficiency and predictive insight.

Responsibilities

Leadership

Manage and coach a Revenue Insights Analyst focused on post-sales analysis; hire and scale the team as scope grows

Own pre-sales analytics and planning personally while overseeing team output and quality




Forecasting & Planning

Own forecast methodology and accuracy across all revenue streams

Lead forecast cadence and executive performance reviews

Build and manage capacity models (headcount, coverage, productivity)

Lead annual and quarterly planning processes; integrate pipeline signals with planning assumptions

Lead quota and territory planning processes, ensuring capacity, coverage, and quota assumptions are aligned and data-backed




Insights & Reporting

Translate performance data into actionable insight, including CAC, sales effectiveness, and full-funnel conversion/velocity across new, renewal, and expansion

Proactively flag performance risks and pipeline gaps early - before quarter-end - with clear recommended actions

Deliver executive and Board-level reporting




Presales reporting including

Build and maintain pipeline reporting (coverage, conversion, progression, aging)

Support forecast process (rollups, validation, scenarios)

Track leading indicators (pipeline creation, early-stage conversion)

Produce weekly forecast packages and dashboards

Ensure data accuracy and reporting consistency




AI & Efficiency

Implement approaches to apply AI to streamline forecast modeling and scenario generation

Use AI-driven anomaly detection to surface pipeline/forecast risk earlier

Leverage AI to automate draft narratives and insights, freeing time for judgment-level analysis

Qualifications

6–10 years in RevOps, FP&A, or analytics roles; prior people management or player-coach experience preferred

Strong forecasting and financial modeling experience

Experience supporting executive-level decision-making

Advanced Excel/BI skills; familiarity with AI/ML tools applied to forecasting or analytics a plus

Strong hands-on knowledge of Salesforce.com and Clari for reporting, dashboards, and pipeline data structures

Experience with quota and territory planning methodologies

Strong business judgment and communication skills