Director, Sales Operations – Forecasting

This is a fully remote position, open to applicants in Illinois.

📋 Description

• Act as a strategic business partner to the Commercial SVP and the sales leadership team.

• Enhance revenue performance, ensure forecasting accuracy, and promote data-driven decision-making within the commercial organization.

• Oversee forecast methodology, cadence, governance, executive forecast reviews, forecast accuracy, and revenue commitment processes.

• Improve forecast accuracy through effective pipeline management, opportunity evaluation, risk identification, and executive reviews.

• Utilize Salesforce, Clari, and revenue intelligence platforms to uncover trends, risks, gaps, and growth opportunities.

• Establish best practices for forecasting and hold sales leaders accountable for the quality and accuracy of forecasts.

• Create predictive models and scenario analyses to enhance revenue predictability and assist in business planning.

• Lead regular pipeline reviews and inspection processes.

• Set and enforce standards for pipeline management, opportunity qualification criteria, and CRM data quality expectations.

• Develop leading-indicator metrics for bookings, revenue attainment, and pipeline sufficiency.

• Define performance metrics, executive insights, scorecards, KPI requirements, and analytical narratives.

• Employ AI and advanced analytics to provide actionable recommendations for executive decision-making.

• Manage the commercial operating cadence, which includes forecasting reviews, pipeline inspections, MBRs, QBRs, annual planning, and executive performance discussions.

• Conduct monthly, quarterly, and annual business reviews with clear objectives, decision points, accountability, and follow-up actions.

• Produce executive-ready reports and presentations for senior leadership, strategic planning, and board-level reviews.

• Represent business requirements and user feedback for Salesforce, Clari, Power BI, Sales Navigator, enablement platforms, and emerging AI solutions.

• Collaborate with Sales Technology, IT, Commercial Operations, Marketing, and Enablement teams to prioritize enhancements and drive adoption.

• Optimize go-to-market strategies, revenue growth, productivity, and market penetration.

• Identify operational levers that impact pipeline generation, conversion, bookings, renewals, and revenue performance.

• Lead change management initiatives for commercial processes, technology adoption, organizational transformation, and strategic projects.

• Design scalable workflows and operational models that support efficiency, consistency, and accountability.

• Contribute to sales governance, territory management, pipeline standards, and compliance processes.

• Work cross-functionally with Finance, Marketing, Product, Commercial Operations, and Executive Leadership.

⛳️ Requirements

• Bachelor’s degree in Business, Finance, Economics, Analytics, or a related field, or equivalent experience.

• Over 8 years of progressive leadership experience in Sales Operations, Revenue Operations, Business Operations, Strategy, or related areas.

• Proven experience supporting enterprise sales organizations and senior commercial leaders.

• Proficiency in Salesforce, Clari, Power BI, Excel, PowerPoint, and contemporary revenue technology platforms.

• Experience in identifying and using AI, automation, and analytics tools.

• Strong understanding of enterprise sales processes, pipeline management, forecasting methodologies, and revenue planning.

• Experience in developing executive dashboards, scorecards, KPIs, and performance reporting frameworks.

• Demonstrated ability to influence senior leaders and drive accountability within a matrixed organization.

• Exceptional analytical, problem-solving, and financial modeling skills.

• Strong executive communication and presentation skills.

• Proven ability to convert data into actionable business insights.

• Strong project management and organizational leadership abilities.

• Self-directed leadership in dynamic, high-growth environments.

• Capability to build trusted relationships and effectively challenge leaders when necessary.

• Must possess work authorization in the Employing Country without the need for current or future visa sponsorship.

🏝️ Benefits

• Health, dental, and vision coverages starting on Day One.

• Wellbeing programs.

• Retirement plans with contribution matching.

• Generous time off.

• Parental leave.

• Continuing education opportunities.

• Career growth prospects.

• Flexible working arrangements whenever possible.

• Competitive total rewards package.

• Ongoing education and training.

• Reasonable accommodations for individuals with disabilities and sincerely held religious beliefs, practices, and observances.

• Bonus and/or incentive eligibility based on role and level.