Lead Analyst, Forecasting & Pipeline Management

Lead Analyst, Forecasting & Pipeline Management

Location: Hybrid / Remote
Job Type: Full-time

Job Description

Seeking a Lead Analyst, Forecasting & Pipeline Management to own and drive forecasting accuracy and pipeline health across the go-to-market organization. This role is responsible for establishing and executing a structured forecasting cadence, leading pipeline reviews, and ensuring pipeline hygiene to support reliable revenue visibility.

This is an individual contributor role with strong cross-functional influence across Sales, RevOps, Finance, and Systems teams. The role operates independently, leading key processes and initiatives that directly impact forecast accuracy and pipeline effectiveness.

Key Responsibilities

Forecasting

• Establish and formalize the forecasting cadence, process, and operating model

• Define inputs, timelines, and governance for forecast submission, consolidation, and review

• Consolidate and validate forecasts across regions and segments to ensure accuracy and consistency

• Develop standardized forecast views (commit, upside, risk) aligned to revenue targets

• Deliver clear visibility into forecast performance, gaps, and risk areas

• Produce executive-ready insights, including variance analysis, risk identification, and gap-to-target actions

Pipeline Management

• Lead pipeline review and inspection cadences with Sales leadership

• Analyze pipeline health (coverage, conversion, velocity, aging, slippage)

• Identify pipeline gaps and risks relative to targets and historical benchmarks

• Establish and enforce pipeline hygiene standards (data accuracy, activity, stage management)

• Drive accountability across Sales teams to maintain high-quality pipeline data

Insights & Analytics

• Develop reporting on pipeline coverage, forecast accuracy, and performance trends

• Build pipeline analytics (conversion rates, stage progression, deal velocity)

• Translate data into actionable insights on risks, opportunities, and drivers of performance

• Support QBRs, pipeline calls, and executive reporting with data-driven insights

Cross-Functional Collaboration & Ownership

• Partner with Sales, Finance, RevOps, Marketing Ops, and Systems teams

• Align on forecasting methodology, pipeline definitions, and reporting standards

• Ensure consistency and data integrity across systems (SFDC, Clari, territory management tools)

• Lead process improvements and initiatives to enhance forecasting accuracy and pipeline visibility

• Serve as subject matter expert for forecasting and pipeline management

Qualifications and Skills

• Bachelor’s degree in business, analytics, or related field

• 8+ years in Sales Operations, RevOps, or Sales Analytics

• Experience owning forecasting processes and pipeline management cadences

• Strong understanding of pipeline metrics (coverage, conversion, velocity, slippage)

• Advanced Excel; experience with Salesforce (SFDC) required; Clari preferred

• Experience with Tableau or similar BI tools

• Strong analytical and problem-solving skills

• Ability to translate complex data into actionable insights

• Strong communication and stakeholder influence skills

• Experience working cross-functionally across Sales, RevOps, and Finance