About the Role

The Director, Sales Operations & Forecasting, serves as a strategic business partner to the Commercial SVP and sales leadership team, responsible for driving revenue performance, forecasting accuracy, and data-driven decision making across the commercial organization. This leader combines strong business acumen, analytical rigor, and technology fluency to improve sales execution, optimize go-to-market strategies, and accelerate growth. The Director will leverage Salesforce, Clari, Power BI, sales enablement platforms, and other commercial technologies to deliver actionable insights, strengthen forecast predictability, improve pipeline health, and help drive accountability throughout the revenue lifecycle. This individual will identify trends, risks, and opportunities within the business, translating data into strategic recommendations that improve revenue outcomes. The role requires a proactive and assertive leader who is comfortable challenging assumptions, driving forecast discipline, holding teams accountable to pipeline hygiene standards, and partnering with senior executives to improve business performance. This individual will lead the commercial operating rhythm, including Monthly Business Reviews (MBRs), Quarterly Business Reviews (QBRs), forecasting reviews, pipeline inspections, territory planning, and strategic growth initiatives.

Primary Accountability: Revenue performance, forecast accuracy, pipeline health, revenue planning, business reviews, and commercial decision support. The Director reports to the Vice President, Revenue Planning & Forecasting and serves as a key advisor to commercial leadership.

Responsibilities

Forecasting & Revenue Intelligence

• Owns forecast methodology, forecast cadence, forecast governance, executive forecast reviews, forecast accuracy, and revenue commit processes. Technology platforms enabling forecasting (Salesforce, Clari, reporting infrastructure, integrations, and automation) are owned by the VP, Sales Technology.
• Drive forecast accuracy through disciplined pipeline management, opportunity inspection, risk identification, and executive review processes.
• Utilize Salesforce, Clari, and revenue intelligence platforms to identify trends, gaps, risks, and growth opportunities.
• Establish forecasting best practices and hold sales leaders accountable for forecast quality and accuracy.
• Develop predictive models and scenario analyses to improve revenue predictability and support business planning.

Pipeline Management & Revenue Governance

• Lead recurring pipeline reviews and inspection processes to ensure opportunity quality, progression, and forecast integrity.
• Establish and enforce pipeline management standards, opportunity qualification criteria, and CRM data quality expectations.
• Develop leading indicator metrics that predict future bookings, revenue attainment, and pipeline sufficiency.
• Owns opportunity management standards, qualification criteria, pipeline inspection processes, and forecast governance. System configuration, workflow automation, and CRM platform controls supporting these processes are owned by the VP, Sales Technology.

Commercial Analytics & Business Insights

• Define business performance metrics, executive insights, scorecards, KPI requirements, and analytical narratives that support decision-making. Underlying reporting infrastructure dashboard development platforms, data architecture, and system integrations are owned by the VP, Sales Technology.
• Leverage AI and advanced analytics to generate actionable recommendations and accelerate executive decision making.
• Identify performance trends and provide data-supported recommendations for corrective action and optimization.

Business Rhythm & Executive Reporting

• Own the recurring commercial operating cadence that connects forecasting reviews, pipeline inspections, MBRs, QBRs, annual planning, and executive performance discussions.
• Lead monthly, quarterly, and annual business review processes, ensuring each forum has clear objectives, decision points, accountability, and follow-through.
• Deliver executive-ready reporting and presentations for senior leadership discussions, strategic planning sessions, and board-level reviews.
• Create structured, insightful narratives that connect business performance to actions, decisions, and outcomes.

Sales Technology & AI Enablement

• Act as the business sponsor and primary user representative for commercial technologies that support forecasting, revenue planning, pipeline management, and performance analytics.
• Define business requirements, adoption needs, enhancement opportunities, and user feedback for Salesforce, Clari, Power BI, Sales Navigator, enablement platforms, and emerging AI solutions.
• Partner with the VP, Sales Technology, IT, Commercial Operations, Marketing, and Enablement teams to prioritize improvements and drive adoption of tools that improve efficiency and commercial effectiveness.
• This role supports strategies to maximize business value from commercial technologies, but does not own commercial technology strategy, application architecture, vendor selection, AI governance, technology investments, platform administration, or data architecture.

Revenue Strategy & GTM Optimization

• Partner with commercial leadership to design, implement, and optimize go-to-market strategies that drive revenue growth, improve productivity, and increase market penetration.
• Identify operational levers impacting pipeline generation, conversion, bookings, renewals, and overall revenue performance.
• Translate business objectives into measurable sales strategies, programs, and operating plans.

Change Management & Process Excellence

• Lead change management efforts related to commercial processes, technology adoption, organizational transformation, and strategic initiatives.
• Design scalable workflows and operating models that drive efficiency, consistency, and accountability.
• Contribute to sales governance initiatives, including Rules of Engagement, territory management, pipeline standards, and compliance processes.

Cross-Functional Leadership

• Partner with Finance, Marketing, Product, Commercial Operations, and Executive Leadership to align priorities and improve business outcomes.
• Facilitate collaboration between sales leadership and operational teams to ensure strategic initiatives are successfully executed.

Requirements

• Bachelor's degree in Business, Finance, Economics, Analytics, related field or equivalent experience.
• 8+ years of progressive leadership experience in Sales Operations, Revenue Operations, Business Operations, Strategy, or related functions.
• Demonstrated experience supporting enterprise sales organizations and senior commercial leaders.
• Expertise in Salesforce, Clari, Power BI, Excel, PowerPoint, and modern revenue technology platforms.
• Experience in identifying and leveraging AI, automation, and analytics tools to improve forecasting, productivity, and business performance.
• Strong understanding of enterprise sales processes, pipeline management, forecasting methodologies, and revenue planning.
• Experience developing executive dashboards, scorecards, KPIs, and performance reporting frameworks.
• Proven ability to influence senior leaders and drive accountability across a matrixed organization.
• Exceptional analytical, problem-solving, and financial modeling skills.
• Strong executive communication and presentation capabilities.
• Demonstrated ability to transform data into actionable business recommendations.
• Strong project management and organizational leadership skills.
• Self-directed leader capable of operating in fast-paced, high-growth environments.
• Ability to build trusted relationships and effectively challenge leaders when necessary to improve business outcomes.

Key Success Metrics

• Forecast Accuracy (%)
• Pipeline Coverage Ratio
• Win Rate Improvement
• Average Sales Cycle Reduction
• CRM Data Quality & Adoption
• Clari Adoption & Forecast Compliance
• Pipeline Conversion by Stage
• Revenue Attainment vs. Plan
• Seller Productivity Metrics
• AI Tool Utilization & Business Impact
• QBR/MBR Readiness and Executive Satisfaction
• Territory & Capacity Planning Effectiveness

Application and Interview

By applying for a position with Alight, you understand that, should you be made an offer, it will be contingent on your undergoing and successfully completing a background check consistent with Alight's employment policies. Background checks may include some or all the following based on the nature of the position: SSN/SIN validation, education verification, employment verification, and criminal check, search against global sanctions and government watch lists, credit check, and/or drug test. You will be notified during the hiring process which checks are required by the position.

Alight requires all virtual interviews to be conducted on video. Please be aware that Alight is a camera-on culture and may require occasional travel to one of our physical office locations.

We offer you a competitive total rewards package, continuing education & training, and tremendous potential with a growing worldwide organization.

Salary Pay Range

Minimum :
175,000.00 USD
Maximum :
185,000.00 USD

Pay Transparency Statement: Alight considers a variety of factors in determining whether to extend an offer of employment and in setting the appropriate compensation level, including, but not limited to, a candidate's experience, education, certification/credentials, market data, internal equity, and geography. Alight makes these decisions on an individualized, non-discriminatory basis. Bonus and/or incentive eligibility are determined by role and level. Alight also offers a comprehensive benefits package; for specific details on our benefits package, please visit: Wellbeing and Benefits Selector Page - Alight

DISCLAIMER:

Nothing in this job description restricts management's right to assign or reassign duties and responsibilities of this job to other entities; including but not limited to subsidiaries, partners, or purchasers of Alight business units.