Principal Sales Revenue Planning

About The Role

As a Principal Sales Revenue Planning at The Real Real, you will lead our annual planning cycle, revenue forecasting, and strategic roadmap development. In this role, you will sit at the intersection of Sales, Finance, Marketing, Business Intelligence, and Operations, serving as the primary architect of our marketplace's supply plan. You will be responsible for annual planning and forecasting key sales metrics (e.g., opportunities, conversion, etc.),

consignment supply, and emerging revenue streams (such new channel development, international, etc.).

We are looking for a highly collaborative leader to work cross-functionally and innovate our planning processes. The ideal candidate has a deep understanding of retail marketplace economics, excels at translating complex data sets into actionable business strategies, and has a proven track record of driving profitable growth in a fast-paced environment.

• Target Setting & Capacity Planning:
  Lead annual and quarterly sales planning processes, including channel/regional target-setting, territory design, and headcount capacity planning. Collaborate with Sales Leadership to align plans and resource allocation with strategic priorities and market opportunities
• Territory Design & Optimization:
  Design and optimize data-driven channel strategy and sales territories to maximize market coverage, eliminate friction, and unlock revenue opportunities.
• Strategic Roadmap Development:
  Partner with Revenue Strategy, Sales Leadership, and Product teams to evaluate, model, and size the revenue potential of new business models, strategic initiatives, product features, and geographic expansions.
• Sales Forecasting:
  Develop and maintain accurate forecasts for revenue, aligning with company goals, strategic initiatives and trends. Create short-term and long-term financial models to predict sales performance and inform resource allocation. Partner with Merchandising, Marketing, and Finance to ensure sales plans align with overall company financial plans.
• Insights & Reporting:
  Build and maintain analytics tools and models to track sales performance. Lead presentations with senior leadership, highlighting key trends, risks, and opportunities.
• Process Innovation:
  Streamline forecasting and analytics processes to enhance efficiency and scalability. Evaluate potential tooling and oversee the design and implementation of new modeling, reporting, dashboards and insights.
• Cross-Functional Collaboration:
  
  Work closely with Finance, Merchandising, Marketing and Operations to align sales forecasts with company-wide financial goals. Partner with Revenue Operations teams to integrate forecasting into territory and compensation strategies.
• Leadership:
  Build a team of Strategic Planners; guide and develop.

Minimum Requirements:

• Education:
  
  Bachelor’s degree in Finance, Economics, Statistics, Business, or a highly quantitative field. An MBA or equivalent advanced degree preferred.
• Experience:
  
  7+ years of experience in strategic finance, revenue management, analytics, or management consulting.
• Analytical
  
  Experience:
  
  Mastery of advanced financial modeling and analysis. Expert-level proficiency in Excel/Google Sheets. Familiarity with BI tools (e.g., Tableau, Looker, Power BI).
• Sales Model & Resource Understanding:
  Deep familiarity with Sales funnel metrics (leads, conversion, GMV) coupled with a strong operational understanding of sales capacity modeling, territory allocation, and headcount optimization
• Forward-Looking, Tech Savvy:
  Experienced with planning software and tools, with a strong interest in emerging revenue technologies, specifically with enhancements in planning and forecasting.
• Communication & Alignment:
  Exceptional written and visual communication skills, with a proven ability to present insights clearly to sales leaders and cross-functional partners.
• Strategic Thinker:
  Ability to operate at a high strategic level while maintaining a granular understanding of the operational drivers of the business.
• Execution & Ownership: A strong sense of urgency, structural organization, and ownership required to manage complex process…