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

Leadership

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• Manage and coach a Revenue Insights Analyst focused on post-sales analysis; hire and scale the team as scope grows
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• Own pre-sales analytics and planning personally while overseeing team output and quality

Forecasting & Planning

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• Own forecast methodology and accuracy across all revenue streams
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• Lead forecast cadence and executive performance reviews
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• Build and manage capacity models (headcount, coverage, productivity)
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• Lead annual and quarterly planning processes; integrate pipeline signals with planning assumptions
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• Lead quota and territory planning processes, ensuring capacity, coverage, and quota assumptions are aligned and data-backed

Insights & Reporting

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• Translate performance data into actionable insight, including CAC, sales effectiveness, and full-funnel conversion/velocity across new, renewal, and expansion
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• Proactively flag performance risks and pipeline gaps early - before quarter-end - with clear recommended actions
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• Deliver executive and Board-level reporting
• Presales reporting including
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• Build and maintain pipeline reporting (coverage, conversion, progression, aging)
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• Support forecast process (rollups, validation, scenarios)
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• Track leading indicators (pipeline creation, early-stage conversion)
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• Produce weekly forecast packages and dashboards
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• Ensure data accuracy and reporting consistency

AI & Efficiency

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• Implement approaches to apply AI to streamline forecast modeling and scenario generation
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• Use AI-driven anomaly detection to surface pipeline/forecast risk earlier
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• Leverage AI to automate draft narratives and insights, freeing time for judgment-level analysis

Qualifications

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