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

• 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

• Use AI-driven anomaly detection to surface pipeline/forecast risk earlier

• Leverage AI to automate draft narratives and insights, freeing time for judgment-level analysis

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