Sales Performance and Analytics Director

About the role

In this role, the Sales Performance & Analytics Director serves as the strategic leader responsible for forecasting, performance management, pipeline governance, sales analytics, CRM governance, and operational insights for the Spend Management Sales organization. The director partners closely with Sales, Finance, Revenue Operations, Marketing, and business leaders to establish a data‑driven sales operating model that improves forecast accuracy, enhances seller productivity, and drives achievement of revenue and growth objectives. The role transforms complex business data into actionable insights, develops performance frameworks, and ensures sales leaders have the information needed to make informed strategic and operational decisions.

Responsibilities

• Oversee established sales performance metrics, dashboards, and executive reporting.
• Analyze sales productivity, attainment, pipeline conversion, and revenue performance to identify trends and opportunities.
• Accountable for forecasting processes, pipeline governance, and reporting rhythms across the Spend Management Sales team.
• Partner with the AVP, Sales Operations and Finance team members to identify risks, opportunities, and revenue projections.
• Monitor pipeline health, forecast accuracy, and sales performance trends to improve commercial outcomes.
• Lead weekly pipeline reviews and forecasting discussions, ensuring accountability and follow‑through.
• Deliver strategic insights and recommendations that support business planning and decision‑making.
• Lead performance reviews and business reporting for sales leadership.
• Establish governance standards for CRM utilization, pipeline management, and data integrity.
• Partner with Revenue Operations and technology teams to optimize reporting capabilities, system adoption, and process compliance.
• Ensure data quality and consistency to support forecasting accuracy and business insights.
• Identify opportunities to improve operational efficiency and seller productivity.
• Develop performance models and analyses that support sales planning and growth initiatives.
• Serve as the primary analytics and performance‑management partner for Sales, Finance, Revenue Operations, and Business Unit leadership.
• Apply advanced AI fluency to improve business strategy, complex analysis, stakeholder communications, and decision‑making; evaluate and refine AI‑generated outputs for accuracy, relevance, and business impact while promoting responsible AI use.

Qualifications

• Bachelor’s degree in Business, Analytics, or related field preferred.
• 7+ years of experience in Sales Operations, Business Analytics, Revenue Operations, Commercial Excellence, or related functions.
• Experience leading forecasting, sales analytics, pipeline management, and performance reporting functions.
• Demonstrated success partnering with senior sales leaders and executive stakeholders.
• Strong analytical, financial modeling, and business intelligence capabilities.
• Deep knowledge of AI tools, capabilities, outputs, and limitations; ability to apply AI effectively in complex business situations and to evaluate AI‑generated content responsibly.
• Experience developing executive dashboards, scorecards, and performance‑management frameworks.
• Advanced proficiency with CRM systems, reporting platforms, and analytics tools.
• Exceptional communication, presentation, and stakeholder‑management skills.
• Proven ability to lead cross‑functional initiatives and influence organizational decisions.
• Strong experience leveraging AI‑enabled analytics and forecasting tools.
• Familiarity with Salesforce, Power BI, Tableau, or similar business‑intelligence platforms.
• Experience within healthcare, supply chain, spend management, SaaS, or complex B2B sales environments preferred.

Pay

The current salary range for this role is $102,400.00 to $179,000.00, with additional incentive eligibility. Compensation decisions consider skills, experience, geographic factors, and organizational needs.

Benefits

Vizient offers a comprehensive benefits plan. Details can be viewed at Vizient Careers – Benefits.