The Opportunity: We are seeking an experienced and analytical Manager, Go-To-Market Revenue Forecasting to lead our critical revenue forecasting initiatives. This pivotal role will be responsible for developing, implementing, and refining sophisticated forecasting methodologies across our entire Go-To-Market (GTM) organization, ensuring accuracy and providing actionable insights to drive strategic decision-making. The ideal candidate will possess a deep understanding of sales processes, pipeline dynamics, customer success, retention, expansion, and the latest forecasting tools and technologies. This position will be instrumental in enabling our GTM teams to achieve their revenue targets and providing leadership with a clear view of future performance.

Responsibilities:

• Lead the end-to-end revenue forecasting process for the entire Go-To-Market organization, encompassing all revenue streams (e.g., new business, renewals, upsells, cross-sells, expansion).
• Develop and implement robust forecasting models and methodologies (e.g., statistical modeling, predictive analytics, bottoms-up forecasting) to improve forecast accuracy and reliability for all revenue types.
• Collaborate closely with Sales, Marketing, Customer Success, Finance, and Product teams to gather inputs, validate assumptions, and ensure alignment across all stakeholders
• Analyze historical performance, market trends, and internal initiatives to identify key drivers and potential risks/opportunities impacting revenue across the entire customer lifecycle.
• Present clear, concise, and actionable revenue forecasts to senior leadership, providing insights into performance drivers, variances, and future outlook for new business and existing customer revenue.
• Manage and optimize the pipeline forecasting process, providing timely and accurate projections of future sales performance.

Work directly with sales leaders and individual contributors to understand new business pipeline health, deal progression, and sales cycle dynamics.Work closely with Customer Success leadership to forecast retention rates, identify expansion opportunities within the existing customer base, and project churn.

• Develop and refine sales and customer lifecycle forecasting models, incorporating various factors such as win rates, deal size, sales rep productivity, market conditions, customer health scores, and renewal trends.
• Identify and analyze pipeline gaps and risks (for both new business and existing customers), recommending strategies to mitigate potential shortfalls.
• Provide ad-hoc analysis and reporting to support GTM leadership in managing performance and achieving targets.
• Serve as the subject matter expert for revenue and sales forecasting tools, with hands-on experience in platforms such as Clari, Gong, or similar sales forecasting and intelligence solutions.
• Leverage forecasting tools to optimize data collection, analysis, and reporting, ensuring data integrity and consistency across all revenue types.
• Continuously evaluate and recommend new forecasting technologies and best practices to enhance forecasting capabilities and efficiency for new and existing revenue streams.
• Train and support GTM teams on the effective use of forecasting tools and methodologies.

Qualifications:

• You have worked in a business operations, analytics, or finance role focusing on forecasting for 7+ years professionally, including 4+ years in high tech (preferably B2B SaaS environments with multiple product offerings and global reach).
• You have a track record of success in leading and improving revenue, sales, retention, and expansion forecasting processes within a Go-To-Market or Finance organization.
• You possess deep hands-on experience with forecasting tools such as Clari, Gong, or similar sales forecasting and intelligence platforms.
• You are a problem solver with strong analytical and critical thinking skills, capable of structuring complex problems, directing analysis, and communicating insights to senior business decision-makers.
• You are a self-starter, highly motivated by continuously solving hard problems and driving continuous improvement.
• You are adaptable, intellectually curious, and thrive in dynamic and fast-paced environments.

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