Senior Director, Revenue Analytics

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

📋 Description

• Take ownership of the forecasting methodology across various brands, products, and sales strategies.

• Conduct reviews on forecast accuracy, identify discrepancies, and implement corrective measures.

• Collaborate with FP&A to align the GTM forecast with the financial plan.

• Develop and manage capacity models that include headcount, ramp, productivity, attrition, and coverage.

• Oversee the quota-setting methodology and the allocation of territories/segments.

• Design models for sales compensation plans, payout structures, accelerators, and various scenarios.

• Track the performance of compensation plans, including attainment distribution, payouts, and unintended behaviors.

• Define and manage GTM metrics such as conversion rates, velocity, win rates, opportunity creation, pipeline coverage, and representative productivity.

• Set benchmarks and targets categorized by brand and sales motion.

• Lead the revenue aspect of annual planning, which includes targets, capacity, quotas, compensation, and pipeline requirements.

• Create scenario models to aid leadership in trade-off decisions.

• Provide clear recommendations to the CRO and CEO.

• Maintain the analytical foundation for monthly Board reporting and forecast commentary.

• Lead, nurture, and expand the Revenue Analytics & Planning team.

• Establish consistent reporting and forecasting across brands, including non-Salesforce business units.

• Leverage AI and automation to minimize manual reporting tasks.

• Collaborate with GTM Systems to establish CRM data standards.

• Report directly to the CRO while serving as a strategic advisor to the executive leadership team.

⛳️ Requirements

• Over 10 years of experience in revenue operations, sales strategy & planning, sales finance, or FP&A within a GTM organization.

• Direct experience in managing forecast methodologies, capacity planning, and quota/compensation modeling.

• Proven experience leading annual GTM planning processes from start to finish at either the company or business-unit level.

• A strong history of presenting analyses and recommendations to C-level executives and Board members, influencing changes in decision-making.

• At least 4 years of experience in building and leading analytics or planning teams.

• Preferred experience in a multi-brand, multi-product, or SaaS + services business environment.

• Experience in private equity-backed companies is a plus.

• Proficiency in Excel / Google Sheets modeling, including driver-based, scenario, and sensitivity analyses.

• Strong familiarity with Salesforce reporting and data modeling.

• Knowledge of SQL and BI tools such as Tableau, Power BI, or Looker is highly preferred.

• Familiarity with forecasting and revenue intelligence tools like Clari or Gong, along with compensation tools, is beneficial.

• Ability to construct robust frameworks and communicate recommendations simply.

• Comfortable challenging senior stakeholders with data-driven insights.

• Preference for speed and simplicity over complete precision.

• This position is not available to candidates residing in Colorado, Connecticut, California, Maryland, Nevada, New York, Rhode Island, or Washington.

🏝️ Benefits

• Equal employment opportunities and protections against discrimination.

• Opportunity to work for a privately-owned company backed by equity, currently in a growth phase.

• Leadership role with exposure to executive and Board-level engagements.

• Implementation of AI and automation to scale operations without increasing headcount.