Manager, Revenue Analytics & Planning

Position Overview

Own revenue predictability, planning, and executive insight across new, renewal, and expansion revenue. Acts as a player-coach — managing a post-sales analyst (scaling to 2-3 as the team grows) while personally owning pre-sales analytics and planning. Responsible for forecast accuracy, capacity planning, performance narrative, and applying AI to drive efficiency and predictive insight.

Responsibilities

• Manage and coach a Revenue Insights Analyst focused on post-sales analysis; hire and scale the team as scope grows
• Own pre-sales analytics and planning personally while overseeing team output and quality
• Forecasting & Planning
• Own forecast methodology and accuracy across all revenue streams
• Lead forecast cadence and executive performance reviews
• Build and manage capacity models (headcount, coverage, productivity)
• Lead annual and quarterly planning processes; integrate pipeline signals with planning assumptions
• Lead quota and territory planning processes, ensuring capacity, coverage, and quota assumptions are aligned and data-backed
• Insights & Reporting
• Translate performance data into actionable insight, including CAC, sales effectiveness, and full-funnel conversion/velocity across new, renewal, and expansion
• Proactively flag performance risks and pipeline gaps early - before quarter-end - with clear recommended actions
• Deliver executive and Board-level reporting
• Presales reporting including
• Build and maintain pipeline reporting (coverage, conversion, progression, aging)
• Support forecast process (rollups, validation, scenarios)
• Track leading indicators (pipeline creation, early-stage conversion)
• Produce weekly forecast packages and dashboards
• Ensure data accuracy and reporting consistency
• AI & Efficiency
• Implement approaches to apply AI to streamline forecast modeling and scenario generation
• Leverage AI to automate draft narratives and insights, freeing time for judgment-level analysis
• Use AI-driven anomaly detection to surface pipeline/forecast risk earlier

Qualifications

• 6-10 years in RevOps, FP&A, or analytics roles; prior people management or player-coach experience preferred
• Strong forecasting and financial modeling experience
• Experience supporting executive-level decision-making
• Advanced Excel/BI skills; familiarity with AI/ML tools applied to forecasting or analytics a plus
• Strong hands-on knowledge of Salesforce.com and Clari for reporting, dashboards, and pipeline data structures
• Experience with quota and territory planning methodologies
• Strong business judgment and communication skills