Own the company’s sales forecasting framework, including methodology, modeling, reporting, and governance.
Build and continuously refine forecasting models incorporating pipeline coverage, stage conversion, win rates, seasonality, capacity, and historical performance trends.
Lead weekly forecast cadences with Sales leadership, ensuring accuracy, accountability, and risk visibility.
Develop scenario planning and sensitivity analyses to support leadership decision-making.
Improve forecast accuracy through data hygiene initiatives, pipeline inspection processes, and standardized stage definitions.
Partner with Sales and Finance leadership to design, model, and administer sales compensation plans.
Build compensation calculators and modeling tools to simulate plan impact, quota attainment distribution, and cost of sales.
Support annual and mid-year quota setting exercises, including territory modeling and capacity analysis.
Manage ongoing compensation tracking, attainment reporting, and payout validation processes.
Ensure compensation governance, documentation, and transparency across the organization.
Lead structured deal desk processes, including pricing approvals, discount governance, and exception management.
Partner with Sales, Finance, Legal, and Pricing to review complex or non-standard deals.
Establish guardrails for margin thresholds, discount tiers, and approval workflows.
Create visibility into deal performance trends, discount leakage, and profitability impacts.
Develop scalable frameworks for contract structuring and commercial risk mitigation.
Support pricing exercises, segmentation analysis, and elasticity testing to optimize margin and revenue growth.
Conduct ad hoc analyses on pricing performance, competitive positioning, and revenue mix.
Partner with Finance to model profitability impacts of pricing changes or promotional strategies.
Develop reporting to monitor realized vs. planned margin performance.
Design and document scalable forecasting, compensation, and deal desk processes.
Establish clear SLAs and approval frameworks across Sales, Finance, and Commercialization Team.
Ensure CRM and reporting systems accurately reflect forecasting and compensation logic.
Drive continuous improvement initiatives to enhance efficiency and predictability.

Requirements

Bachelor’s degree in Business, Finance, Economics, or related field.
7–10 years of experience in Sales Operations, Revenue Operations, Finance, or Commercial Strategy within a B2B environment.
Proven experience building and managing sales forecasting models.
Experience designing and administering sales compensation plans.
Strong analytical skills with advanced proficiency in Excel/Google Sheets; SQL preferred.
Experience with Salesforce forecasting and reporting functionality.
Strong executive communication skills and ability to influence senior stakeholders.
Preferred: Experience leading deal desk or commercial approval processes.
Preferred: Background in pricing strategy, margin analysis, or financial modeling.
Preferred: Experience with BI tools such as Looker, Tableau, or Power BI.
Preferred: Familiarity with compensation management tools and forecasting platforms (e.g., Xactly, Anaplan, Clari).
Preferred: MBA or advanced degree in Business, Finance, or related field.

Benefits

Health benefits include medical, vision and dental coverage.
401(k), stock purchase and company-paid life insurance.
Paid time off benefits include PTO (including sick leave), parental leave, family care leave, bereavement, jury duty, and voting.
Other benefits include short-term and long-term disability, company discounts, Military Leave Pay, adoption and surrogacy expense reimbursement, and more.
Live Better U is a Walmart-paid education benefit program for full-time and part-time associates.

Applicant Tracking System Keywords

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

Hard Skills & Tools

sales forecastingforecasting modelsdata hygienepipeline inspectionsales compensation plansquota settingpricing strategymargin analysisfinancial modelinganalytical skills

Soft Skills

executive communicationinfluenceaccountabilityrisk visibilitydecision-makingcontinuous improvementcollaborationleadership

Certifications

Bachelor’s degreeMBA