Director, Commercial Sales Forecasting & Analytics

Position Summary

The Director of Commercial Sales Forecasting and Analytics serves as the strategic leader responsible for forecasting, business analytics and performance insights across the Commercial Sales organization. Reporting to the Chief of Staff (Commercial Sales), this role acts as a trusted advisor to the Chief Revenue Officer (CRO) and Commercial Sales Leadership team, providing the data, analysis, and business intelligence required to drive informed decisions, optimize business performance, and achieve revenue objectives.

This individual owns the revenue and forecast reporting framework for the Commercial business, establishing processes, methodologies, and governance that improves forecast accuracy, visibility, and predictability. The Director partners closely with Sales Leadership, Revenue Operations, Finance, Business Units, Market Intelligence, Product Marketing, and IT to ensure the organization operates from a single source of truth for commercial sales performance.

The ideal candidate combines analytical rigor, strategic thinking, executive communication skills, and operational excellence to translate complex business data into actionable insights that drive growth and improve organizational effectiveness.

Key Responsibilities

Forecasting & Business Planning

• Own the end-to-end Commercial Sales forecasting process, including quarterly forecast updates, long-range planning, strategic initiatives, and scenario modeling.
• Develop and continuously improve forecasting methodologies, assumptions, governance, and business processes that drive forecast accuracy and predictability.
• Lead scenario planning and what-if analyses to assess business risks, opportunities, market shifts, and investment decisions.
• Establish standardized forecasting frameworks across regions, segments, and business units to ensure consistency and executive confidence in forecast outputs.
• Identify leading indicators, performance drivers, and emerging trends that impact revenue attainment and business outcomes.

Commercial Analytics & Executive Insights

• Deliver actionable insights on bookings, revenue, pipeline health, customer trends, sales productivity, market conditions, and strategic growth opportunities.
• Transform complex datasets into concise executive-level recommendations that support strategic decision-making.
• Develop business performance frameworks, scorecards, KPIs, and executive dashboards that provide visibility into organizational performance.
• Drive proactive identification of risks, gaps, and performance improvement opportunities through data-driven analysis.

Data Governance & Reporting Excellence

• Partner with Revenue Operations, Finance, Business Units, Market Intelligence, Product Marketing, and IT to establish consistent data definitions, governance standards, and reporting methodologies.
• Consolidate and validate data across multiple systems and sources while investigating discrepancies and driving resolution of conflicting information.
• Serve as the single point of contact for data and reporting utilized by the CRO and leadership team.
• Design scalable, repeatable reporting processes that improve data quality, efficiency, and business trust.
• Champion the use of AI-driven analytics, automation, predictive modeling, and advanced visualization tools to modernize reporting capabilities.

Executive Business Reviews & Leadership Support

• Partner closely with the CRO Chief of Staff and Office of the CRO to develop executive content and business insights for: 
  • Quarterly Business Reviews (QBRs)
  • Annual Operating Plan (AOP) Reviews
  • Leadership Offsites
  • Internal Workshops
  • Town Halls
  • Customer and Executive Briefings
  • Board and Executive-Level Presentations
• Synthesize data and business performance into compelling executive narratives that enable leadership alignment and decision-making.

Process Improvement & Transformation

• Evaluate existing business processes, reporting workflows, and decision-making frameworks to identify opportunities for improvement.
• Partner with stakeholders to design and implement scalable solutions that increase efficiency, effectiveness, and user adoption.
• Lead testing, validation, and implementation activities to ensure successful deployment of new tools, reports, and business processes.
• Drive continuous improvement initiatives focused on automation, simplification, and operational excellence.

Stakeholder Engagement & Organizational Enablement

• Serve as a liaison between sales leadership, operations teams, finance partners, and downstream consumers of commercial sales data.
• Build strong cross-functional partnerships to ensure alignment on business priorities, data strategy, and reporting requirements.
• Support change management efforts through stakeholder engagement, communication plans, training materials, and user adoption strategies.
• Maintain visibility into project milestones, deliverables, and business outcomes to ensure successful execution.

Qualifications

Required Experience

• Bachelor's degree in Business, Finance, Economics, Data Analytics, Statistics, Information Systems, or a related field.
• 12+ years of experience in sales analytics, forecasting, business planning, revenue operations, finance, or related disciplines.
• Proven experience supporting executive leadership teams with strategic insights and business performance reporting.
• Demonstrated expertise developing forecasting methodologies, business models, and performance measurement frameworks.
• Experience managing complex cross-functional initiatives involving multiple stakeholders and business functions.

Technical Expertise

• Advanced proficiency in Excel, Salesforce, Tableau, Power BI, and enterprise CRM data platforms.
• Experience leveraging AI-enabled analytics, automation tools, and modern data visualization capabilities.
• Ability to work across diverse datasets and translate complex information into meaningful business insights.

Core Competencies

Strategic Business Acumen

• Deep understanding of commercial sales motions, revenue drivers, and market dynamics.
• Ability to connect business strategy, financial outcomes, and operational performance.

·         Strong executive presence and ability to build trusted partnerships across Sales, Finance, Operations, Marketing, and IT.

Analytical Excellence

• Forecasting and predictive modeling
• Data analysis and business intelligence
• Scenario planning and decision support
• KPI development and performance management

Communication & Problem Solving

• Outstanding verbal, written, and presentation skills.
• Ability to synthesize complex information into concise executive recommendations.
• Strong critical thinking, root-cause analysis, and problem-solving capabilities.
• Ability to quickly assess issues, identify solutions, and drive resolution independently.