Own weekly, monthly, and quarterly forecasting processes
Drive forecast accuracy and visibility into bookings, backlog, revenue, and utilization
Develop predictive pipeline models including stage weighting, velocity, and win rates
Partner with Finance to align bookings forecasts with revenue recognition planning
Deliver executive dashboards and board-ready reporting
Own Salesforce CRM architecture, hygiene, reporting standards, and pipeline integrity
Define opportunity stage criteria and enforce sales methodology (e.g., MEDDPICC)
Standardize pipeline reviews, forecasting cadence, and reporting rhythms
Integrate CRM with PSA / ERP systems for services forecasting visibility
Drive automation across pipeline management and account planning
Design and administer sales compensation plans aligned to bookings and revenue realization
Model quota allocation and attainment scenarios
Manage SPIFF programs and incentive structures
Oversee partner-influenced crediting logic
Ensure data accuracy for commission reporting and auditability
Align co-sell motion with Salesforce AEs and RVPs
Track partner-sourced and partner-influenced pipeline
Support AppExchange / Industry Cloud reporting requirements
Manage MDF tracking and ROI reporting
Support partner tier advancement strategies such as Crest or Summit
Model sales capacity, ramp time, and territory design
Analyze vertical performance across key Salesforce solutions (e.g., Financial Services Cloud, Data Cloud)
Align resource planning with bookings targets
Identify whitespace opportunities across accounts and industries
Lead QBR preparation and territory performance reviews
Standardize pricing approval workflows
Improve proposal-to-close cycle time
Establish scalable operating cadence across regions

Requirements

8+ years of experience in Sales Operations, Revenue Operations, or GTM Strategy
5+ years experience within a Salesforce systems integrator or professional services firm strongly preferred
5+ years experience with services bookings vs revenue recognition dynamics
5+ years experience modeling utilization, backlog, and services revenue forecasting
5+ years experience designing and managing compensation plans in professional services environments
5+ years financial modeling and forecasting skills (Excel proficiency required)

Benefits

Medical
Dental
Vision
401(k)
Paid time off
Discretionary bonuses
Commissions
Other incentive programs

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

forecastingpredictive modelingdata analysisfinancial modelingExcel proficiencypipeline managementsales compensation designquota allocationautomationreporting

Soft Skills

leadershipcollaborationcommunicationorganizational skillsstrategic thinkingproblem-solvingattention to detailanalytical skillsadaptabilitytime management