Responsibilities
- Collaborate with Sales and Finance teams to build and implement a scalable commercial growth plan, aligning sales capacity, hiring, and financial targets with pipeline and revenue goals.
- Transform complex datasets into clear, strategic recommendations for commercial leadership teams.
- Create and manage segmentation frameworks and sales coverage models that support growth targets and increase sales representative effectiveness.
- Lead the development and continuous improvement of the sales forecasting process, ensuring consistent, data-backed forecasting across all regions and business segments.
- Use Salesforce, go-to-market tools, and data platforms like Snowflake to improve forecast reliability, pipeline conversion rates, stage accuracy, and deal review workflows.
- Apply artificial intelligence and machine learning within existing data systems to increase forecast precision, detect pipeline risks sooner, and streamline reporting tasks.
- Produce regular performance reports tracking progress against plan, win/loss patterns, and changes in funnel behavior.
- Advance operational rigor by refining core sales processes, including territory planning, forecasting, and pipeline reviews, to strengthen business rhythm.
- Establish a unified sales methodology with defined stage criteria, qualification standards, and progression metrics across all segments.
- Design and maintain reporting systems, dashboards, and KPIs that deliver insights into pipeline quality, sales performance, and revenue projections.
- Introduce AI-driven tools into the sales workflow—such as deal scoring, predictive forecasting, and conversation analytics—to reduce manual work and boost sales efficiency.
- Lead regional territory planning to ensure sales resources match market potential and strategic priorities.
- Continuously adjust territory structures and go-to-market strategies using performance metrics and market growth trends.
Work Arrangement
Remote — EMEA, APAC
Responsibilities
- Partner with Sales and Finance to develop and operationalize a commercial growth strategy, ensuring alignment between pipeline and bookings targets, capacity, headcount and budgets
- Translate complex data into actionable recommendations for Commercial leaders
- Develop and maintain segmentation models and sales coverage strategies that align to growth objectives, drive focus, and optimize rep productivity
- Drive and evolve the sales forecasting framework, implementing a disciplined, data-driven forecast cadence across all theatres and segments
- Utilize Salesforce, GTM tools and data sets (snowflake) to drive predictability, pipeline conversion, stage hygiene, and deal inspection processes
- Leverage AI and machine learning capabilities within the existing data stack (e.g., Snowflake, Salesforce) to enhance forecast accuracy, surface pipeline risk earlier, and automate routine reporting
- Deliver consistent reporting on performance-to-plan, win/loss trends, and funnel dynamics
- Drive operational excellence by refining core sales processes, methodologies, and business cadences (e.g., territory management, forecasting, and pipeline reviews)
- Implement a standardized sales methodology, with clear stage definitions, qualification criteria, and progression benchmarks across segments
- Build and maintain reporting frameworks, dashboards, and KPIs to provide actionable insights into pipeline health, sales performance, and revenue forecasting
- Identify and deploy AI-powered tooling across the sales workflow, such as automated deal scoring, forecasting models, and conversation intelligence, to reduce manual effort and improve rep productivity
- Lead territory design in region, ensuring sales coverage aligns with market opportunities and business objectives
- Continuously optimize territory assignments and GTM approaches based on performance data and growth trends
