Forecasting & Pipeline Lead

The Forecasting & Pipeline Pillar Lead owns the strategy, standards, governance, and operating rhythms that create a reliable view of revenue gap, surplus, risk, and required action. The role establishes consistent pipeline management and forecasting practices, improves data quality and forecast accuracy, and increases leadership confidence in revenue visibility.

This is a strategic Revenue Operations leadership role focused on building scalable, repeatable programs and driving adoption across sales teams. It is not limited to producing reports or coordinating one-time activities.

• Define and maintain the forecasting methodology, principles, categories, and standards used across the sales organization.
• Establish consistent forecast review, calibration, inspection, and escalation routines.
• Create common definitions for commit, best case, pipeline, risk, and upside so rollups are comparable across teams.
• Drive forecast accountability through clear ownership, evidence-based decisions, and measurable operating expectations.

• Own the end-to-end pipeline governance framework, including common stages, exit criteria, required data, and hygiene standards.
• Improve visibility into coverage, gaps, surplus, stage progression, aging, conversion, and stalled opportunities.
• Partner with sales leaders to embed weekly pipeline inspection and proactive risk management into the rhythm of business.
• Establish controls that improve the completeness, freshness, and reliability of pipeline and forecast inputs.

• Partner with analytics, CRM, and business teams to create a consistent, trusted view of pipeline and forecast performance.
• Translate revenue signals into clear actions, decisions, risks, and recommendations for sales leadership.
• Define KPI baselines and monitor forecast accuracy, pipeline coverage, stage conversion, aging, and data quality.
• Identify systemic gaps, process breakdowns, and opportunities for continuous improvement.

• Build a pillar charter, roadmap, milestones, decision log, risk and dependency log, and review cadence.
• Lead cross-functional initiatives that standardize forecasting and pipeline practices across business units.
• Partner with Enablement to develop manager and seller training, playbooks, communications, and coaching tools.
• Drive adoption through stakeholder alignment, change management, governance, and transparent measurement.

• Align sales leaders, Sales Excellence, Finance, analytics, CRM, product, and enablement partners around a shared operating model.
• Facilitate governance forums and executive reviews, resolve dependencies, and elevate decisions when needed.
• Ensure Forecasting & Pipeline remains connected to Growth, Territory & Segmentation, Enablement, and Productivity priorities.

• Experience in Revenue Operations, Sales Operations, Sales Strategy, Business Operations, or Commercial Excellence.
• Demonstrated experience designing or leading forecasting, pipeline management, or revenue-governance programs.
• Strong understanding of sales processes, CRM data, revenue analytics, and performance-management practices.
• Ability to translate complex data into practical recommendations and clear executive-level communication.
• Proven ability to influence cross-functional stakeholders and drive change without direct authority.
• Strong program leadership, facilitation, governance, and change-management capabilities.

• Thinks like a Revenue Operations leader, balancing strategy, process, data, adoption, and business outcomes.
• Can diagnose why a forecast or pipeline view is unreliable and mobilize the right teams to address root causes.
• Creates discipline without adding unnecessary bureaucracy.
• Comfortably challenges assumptions, facilitates decisions, and communicates with senior leaders.
• Builds scalable operating models rather than isolated reports or one-time solutions.

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