Principal Specialist – Sales Analytics & Forecasting

• Lead and evolve the analytics strategy across the sales funnel — including pipeline generation, conversion, and revenue realization
• Drive insights into coverage effectiveness, lead velocity, stage transitions, slippage, and win/loss trends to uncover performance levers
• Develop and maintain AI-driven models for revenue forecasting, win probability scoring, lead-to-deal conversion, and risk identification
• Use forward-looking analytics to anticipate performance shifts and recommend data-backed actions
• Collaborate with sales leaders and account teams to identify whitespace and pipeline opportunities through data
• Use analytics to guide where and how sales can be accelerated through smarter prioritization, focus areas, and targeting strategies — without anchoring on vertical-specific GTM plans
• Support commercial leaders by benchmarking key sales metrics (pipeline velocity, coverage ratios, funnel hygiene) and providing insights that guide initiatives like territory design, account coverage models, and productivity enhancement — framed through a data-first lens
• Collaborate with senior stakeholders — including sales executives, operations leads, and business unit heads — to deliver analytics-driven insights and support strategic decision-making through dashboards, briefings, and scenario-based analytics

• 5–7 years of experience in sales analytics, forecasting, or commercial insights for IT services or B2B enterprise sales
• Tier 1 consulting experience (e.g., McKinsey, BCG, Bain) with a focus on analytics-led sales or GTM transformation
• Hands-on proficiency in Excel and visualization tools (Power BI/Tableau)
• Experience with CRM and pipeline systems (e.g., Salesforce)
• Excellent business storytelling and analytical synthesis skills

Experience with Python, R, or Alteryx is a plus