Own 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.
Leadership
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Manage and coach a Revenue Insights Analyst focused on post-sales analysis; hire and scale the team as scope grows
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Own pre-sales analytics and planning personally while overseeing team output and quality
Forecasting & Planning
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Own forecast methodology and accuracy across all revenue streams
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Lead forecast cadence and executive performance reviews
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Build and manage capacity models (headcount, coverage, productivity)
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Lead annual and quarterly planning processes; integrate pipeline signals with planning assumptions
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Lead quota and territory planning processes, ensuring capacity, coverage, and quota assumptions are aligned and data-backed
Insights & Reporting
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Translate performance data into actionable insight, including CAC, sales effectiveness, and full-funnel conversion/velocity across new, renewal, and expansion
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Proactively flag performance risks and pipeline gaps early - before quarter-end - with clear recommended actions
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Deliver executive and Board-level reporting
Presales reporting including
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Build and maintain pipeline reporting (coverage, conversion, progression, aging)
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Support forecast process (rollups, validation, scenarios)
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Track leading indicators (pipeline creation, early-stage conversion)
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Produce weekly forecast packages and dashboards
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Ensure data accuracy and reporting consistency
AI & Efficiency
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Implement approaches to apply AI to streamline forecast modeling and scenario generation
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Use AI-driven anomaly detection to surface pipeline/forecast risk earlier
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Leverage AI to automate draft narratives and insights, freeing time for judgment-level analysis
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6–10 years in RevOps, FP&A, or analytics roles; prior people management or player-coach experience preferred
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Strong forecasting and financial modeling experience
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Experience supporting executive-level decision-making
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Advanced Excel/BI skills; familiarity with AI/ML tools applied to forecasting or analytics a plus
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Strong hands-on knowledge of Salesforce.com and Clari for reporting, dashboards, and pipeline data structures
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Experience with quota and territory planning methodologies
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Strong business judgment and communication skills
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.