Position OverviewOwn revenue predictability, planning, and executive insight across new, renewal, and expansion revenue. Acts as a player-coach - managing a post-sales analyst (scaling to 2-3 as the team grows) while personally owning pre-sales analytics and planning. Responsible for forecast accuracy, capacity planning, performance narrative, and applying AI to drive efficiency and predictive insight.
ResponsibilitiesLeadership
- Manage and coach a Revenue Insights Analyst focused on post-sales analysis; hire and scale the team as scope grows
- Own pre-sales analytics and planning personally while overseeing team output and quality
Forecasting & Planning
- Own forecast methodology and accuracy across all revenue streams
- Lead forecast cadence and executive performance reviews
- Build and manage capacity models (headcount, coverage, productivity)
- Lead annual and quarterly planning processes; integrate pipeline signals with planning assumptions
- Lead quota and territory planning processes, ensuring capacity, coverage, and quota assumptions are aligned and data-backed
Insights & Reporting
- Translate performance data into actionable insight, including CAC, sales effectiveness, and full-funnel conversion/velocity across new, renewal, and expansion
- Proactively flag performance risks and pipeline gaps early - before quarter-end - with clear recommended actions
- Deliver executive and Board-level reporting
Presales reporting including
- Build and maintain pipeline reporting (coverage, conversion, progression, aging)
- Support forecast process (rollups, validation, scenarios)
- Track leading indicators (pipeline creation, early-stage conversion)
- Produce weekly forecast packages and dashboards
- Ensure data accuracy and reporting consistency
AI & Efficiency
- Implement approaches to apply AI to streamline forecast modeling and scenario generation
- Use AI-driven anomaly detection to surface pipeline/forecast risk earlier
- Leverage AI to automate draft narratives and insights, freeing time for judgment-level analysis
Qualifications- 6-10 years in RevOps, FP&A, or analytics roles; prior people management or player-coach experience preferred
- Strong forecasting and financial modeling experience
- Experience supporting executive-level decision-making
- Advanced Excel/BI skills; familiarity with AI/ML tools applied to forecasting or analytics a plus
- Strong hands-on knowledge of Salesforce.com and Clari for reporting, dashboards, and pipeline data structures
- Experience with quota and territory planning methodologies
- Strong business judgment and communication skills
$120,000 - $140,000 a year
Firstup expects the base salary for this role to be between $120,000-$140,000. The starting rate of pay may vary based on factors including, but not limited to, position offered, location, education, training, and/or experience.
We offer an excellent PTO program, great health benefits, a casual and friendly environment, remote work, and a leadership team who truly believes in your growth - both personally and professionally.
