Director, Sales Operations – Forecasting

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

📋 Description

• Act as a strategic partner to the Commercial Senior Vice President and the sales leadership team.

• Enhance revenue performance, ensure forecasting accuracy, and facilitate data-driven decision-making.

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

• Improve forecast accuracy by managing the pipeline, inspecting opportunities, identifying risks, and conducting executive reviews.

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

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

• Create predictive models and scenario analyses to ensure revenue predictability and facilitate business planning.

• Lead regular pipeline reviews and inspection processes.

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

• Develop leading indicators for bookings, revenue achievement, and pipeline sufficiency.

• Define performance metrics, generate executive insights, create scorecards, establish KPI requirements, and craft analytical narratives.

• Utilize AI and advanced analytics to provide actionable recommendations and expedite executive decision-making.

• Recognize performance trends and suggest corrective actions and optimization strategies.

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

• Conduct monthly, quarterly, and annual business reviews with well-defined objectives, decisions, accountability, and follow-through.

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

• Serve as the business sponsor and primary user representative for commercial technologies.

• Specify business requirements, adoption needs, enhancements, and user feedback for tools like Salesforce, Clari, Power BI, Sales Navigator, enablement platforms, and AI solutions.

• Collaborate with Sales Technology, IT, Commercial Operations, Marketing, and Enablement teams to enhance tool adoption and effectiveness.

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

• Identify operational factors that influence pipeline generation, conversion rates, bookings, renewals, and revenue performance.

• Translate business objectives into quantifiable sales strategies, programs, and operational plans.

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

• Design scalable workflows and operating models.

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

• Collaborate with Finance, Marketing, Product, Commercial Operations, and Executive Leadership across the organization.

⛳️ Requirements

• Bachelor’s degree in Business, Finance, Economics, Analytics, 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.

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

• Experience in identifying and utilizing AI, automation, and analytics tools to enhance forecasting, productivity, and business outcomes.

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

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

• Demonstrated capability to influence senior leaders and enforce accountability within a matrixed organization.

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

• Strong communication and presentation skills for executive audiences.

• Proven ability to convert data into actionable business insights.

• Robust project management and organizational leadership capabilities.

• Self-motivated leadership style in fast-paced, high-growth environments.

• Ability to forge trusted relationships and effectively challenge leaders.

• Successful completion of a background check is required upon receiving an employment offer.

• Must possess work authorization in the employing country without current or future visa sponsorship.

🏝️ Benefits

• Health, dental, and vision insurance coverage starting on Day One.

• Wellbeing programs available.

• Retirement plans with contribution matching options.

• Generous time off policies.

• Parental leave offered.

• Opportunities for continuing education.

• Career advancement opportunities.

• Flexible working arrangements whenever feasible.

• Competitive total rewards package.

• Ongoing education and training opportunities.

• Potential to grow within a worldwide organization.

• Eligibility for bonuses and/or incentives may apply.