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About the role
Key responsibilities & impact- Lead the end-to-end forecasting process across bookings, renewals, and retention in partnership with Sales, Finance, Customer Success, Services, and Marketing leadership
- Build and maintain clear forecasting methodologies, reporting standards, and inspection processes that improve predictability and decision making
- Deliver executive level insights on forecast risk, upside, key trends, and performance drivers
- Support annual planning, capacity modeling, and scenario analysis to inform growth and investment decisions
- Partner with GTM leadership to design territory and coverage models aligned to market opportunity, customer segments, and business priorities
- Lead annual quota-setting and in-year quota management processes
- Monitor attainment trends and recommend adjustments to improve performance, fairness, and coverage efficiency
- Own pipeline reporting and health analytics across regions, segments, and stages
- Build dashboards and KPIs that give leadership clear visibility into funnel performance, conversion rates, sales cycle trends, renewals, expansion, and rep productivity
- Partner with Sales and Marketing leadership to drive disciplined weekly, monthly, and quarterly pipeline review cadences
- Translate data into actionable recommendations that improve pipeline generation, conversion, and overall GTM execution
- Partner with Customer Success, Delivery and Services leaders to improve visibility into renewals, customer health, churn risk, and expansion opportunity
- Help define and operationalize metrics that connect implementation quality, time-to-value, and service delivery performance with long-term retention outcomes
- Support consistent lifecycle reporting and analysis that informs retention strategy and customer growth planning
- Serve as a senior business owner for CRM and the broader GTM systems ecosystem, including tooling that supports forecasting, pipeline management, customer success, and reporting
- Improve data quality, process design, workflow automation, and system governance across the revenue organization
- Partner with IT, Finance, and business stakeholders to ensure systems support scalable, efficient, and well-documented operating processes
- Drive standardization across core GTM workflows, from opportunity management to renewals reporting and services coordination
- Lead and develop a high performing RevOps team across analytics, process, systems, and planning
- Act as a trusted partner to GTM and company leadership, helping translate strategy into measurable operating plans
- Build strong cross-functional alignment and establish operating rhythms that improve accountability and execution
- Support executive reporting, board preparation, and key strategic initiatives related to revenue performance and GTM effectiveness
Requirements
What you’ll need- 7–12+ years in Revenue Ops, Sales Ops, or GTM Ops
- Strong experience supporting complex enterprise sales cycles
- Deep understanding of multi-motion GTM (direct + partner + technical)
- Hands-on experience with CRM systems (e.g., Salesforce) and analytics tools
- Proven ability to influence senior leadership across functions
- Deep expertise in CRM (Salesforce, Hubspot, etc.), including reporting, process design, data governance, and integrations
- Proven track record in forecasting, pipeline analytics, territory and quota planning, and GTM performance management
- Strong analytical and financial modeling skills, with the ability to turn data into clear business recommendations
- Experience building scalable processes in high-growth, cross-functional environments
- Experience in AI, SaaS, or enterprise technology companies
- Familiarity with marketplace, co-sell, and SI partner motions
- Experience building RevOps functions in high-growth environments
- Exposure to POC-driven sales models
Benefits
Comp & perks- Equal opportunity employer committed to diversity in the workplace
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
forecastingpipeline analyticsterritory planningquota planningfinancial modelingdata governanceprocess designanalyticsreportingGTM performance management
Soft Skills
influencing senior leadershipcross-functional alignmentaccountabilityexecutionstrategic planningteam leadershipcommunicationcollaborationdecision makingproblem solving