Description
Why This Role
A role that drives the business
Company has a new GTM strategy — and Sales Operations is being re-built to support it. This role requires a candidate who will design and build annual targets and forecasting frameworks, BI infrastructure, territory, quota and capacity models — and own the process end-to-end.
High visibility, real influence
This role produces work that will be seen and used by Sales Leadership, executive leadership (including the CRO) and cross-functional teams. Analysis from this role will shape how the go-to-market organization makes decisions on pipeline, quota, investments and resource allocation.
Broad scope with real ownership
This role owns forecasting and reporting — but arguably more important are the analytics: territory design, customer segmentation, ICP definition, TAM analysis, and capacity and quota modeling. This role is expected to develop and connect these inputs into a consolidated picture of where the business is today and what is needed to grow.
A company that takes analytics seriously
This role reports to the VP of Sales Operations and will work alongside Sales Leadership. The expectation for the role is to leverage data and insights to influence decisions and drive outcomes across sales.
Requirements
Advanced English
Analytical Modeling & Quantitative Depth
• Expert-level Excel — dynamic arrays, Power Query, complex nested formulas, and large dataset modeling; builds from scratch, not from templates
• Proven ability to build assumption-driven, scenario-based models with clearly documented inputs, auditable logic, and executive-ready outputs
• Hands-on Tableau dashboard development; experience with AI-augmented BI tools a strong plus
• Salesforce reporting and data extraction proficiency; SQL or similar query language a plus
• Strong command of GTM metrics: ACV, TCV, ARR, win rate, pipeline velocity, coverage ratios, and attainment curves
Forecasting & Revenue Mechanics
• Deep familiarity with sales forecasting methodologies — pipeline coverage, weighted forecasts, stage-based probability, and bottoms-up/tops-down reconciliation
• Ability to connect bookings data to revenue recognition principles; partner to Finance / Delivery on bookings-to-revenue modeling
• Experience building capacity and quota coverage models with scenario-based outputs and clearly documented assumptions
Communication & Influence
• Translates quantitative analysis into clear, action-oriented narratives for senior leadership
• Comfortable presenting to and influencing executive stakeholders in high-stakes settings
• Self-directed with strong organizational skills; manages competing priorities independently and drives work to completion
• Builds presentation materials and dashboards that meet executive-ready standards, in partnership with the VP of Sales Operations
Experience & Education
Required
• 6+ years of experience in an analytical, quantitative role with a track record of building structured models that drove real decisions
• Demonstrated experience documenting assumptions, building scenario-based models, and presenting findings to senior leadership
• Hands-on Tableau dashboard development experience
• Proficiency in Salesforce reporting and data management
• Bachelor’s degree in Finance, Economics, Mathematics, Business, or a related analytical field
Backgrounds We Value
• Management consulting — especially commercial due diligence, GTM strategy, or sales force effectiveness work
• Revenue Operations or Sales Operations at a high-growth B2B or SaaS company where forecasting was taken seriously
• Corporate strategy or business operations at a data-driven company
• FP&A or financial planning with exposure to go-to-market or commercial modeling
• GTM analytics, business intelligence, or sales finance in a complex B2B environment
• MBA or advanced degree in a quantitative discipline a plus, but not required
Job responsibilities
Senior analytical leader within the Sales Operations team.
This role owns the full spectrum of sales forecasting, pipeline reporting, territory and capacity modeling, and business intelligence — and is expected to bring both the technical depth and business judgment to analyze data that drive business decisions and outcomes.
This is a hands-on role with broad ownership across teams. He will design and build the target & forecast frameworks, BI infrastructure, and capacity and quota models for the sales organization. Strong candidates will be equally comfortable developing a bottoms-up capacity model in Excel as they are presenting forecast assumptions to senior leadership.
The ability to think in scenarios, document assumptions clearly, and deliver insights that drive action is essential. This role owns the development and build of all analytics, dashboards, and presentation materials in partnership with the VP of Sales Operations. The role will interact with Sales Leaders and cross-functional teams regularly and is expected to influence outcomes. Work product should be executive-ready — clear, well-structured, and suitable for senior audiences without significant rework.
Essential Responsibilities
Segmentation, Territories & TAM
• Define and maintain Ideal Customer Profile (ICP) — incorporating firmographic, behavioral, and performance data to guide targeting, segmentation, and go-to-market prioritization.
• Analyze the existing customer base and prospect universe to develop and refine segmentation — by industry vertical, region, company size, revenue tier, and buying behavior.
• Map segmentation outputs to total addressable market (TAM) data to identify whitespace, growth opportunities, and resource gaps.
• Build and maintain territory models that balance market potential, historical performance, and headcount capacity — recommending realignments as the business evolves.
• Partner with Sales Leadership on annual and mid-year territory assignments; maintain underlying models to support rapid scenario planning.
Capacity & Quota Modeling
• Build and maintain detailed capacity models — incorporating headcount plans, ramp curves, productivity assumptions, attrition, and coverage ratios — to project achievable bookings targets.
• Develop bottoms-up and tops-down quota models that translate company-level bookings targets into rep, team, and regional allocations; clearly document all assumptions.
• Create scenario models (e.g., attainment curves, new hire ramp, segment mix shifts) to support executive planning cycles and mid-year adjustments.
• Monitor quota attainment and capacity utilization in-period; flag risks to plan and recommend corrective actions.
Forecasting & Pipeline Management
• Own all bookings and pipeline forecasting — monthly, quarterly, and annual — with accountability for forecast accuracy.
• Build and maintain a structured, repeatable forecasting process; collect, validate, and reconcile rep and manager forecasts against pipeline data in Salesforce.
• Develop and publish weekly forecast packages for Sales Leadership and executive stakeholders, including pipeline health, coverage ratios, risk/upside flags, and trend analysis.
• Monitor pipeline movement, stage progression, and deal velocity weekly; surface actionable signals to Sales Leadership proactively.
• Partner with Finance to align bookings forecasts with revenue recognition models and establish shared reporting standards.
Analytics, Dashboards & BI
• Design, build, and own Tableau dashboards, AI-powered BI tools, and executive-ready presentation materials — in partnership with the VP of Sales Operations — delivering real-time visibility into bookings performance, pipeline health, rep productivity, and revenue trends for Sales Leadership and cross-functional stakeholders.
• Develop a standardized suite of sales KPIs and operating metrics; automate reporting to eliminate manual processes and reduce time-to-insight.
• Conduct ad hoc analysis to answer strategic questions from Sales Leadership and the CRO — delivering clear, concise, and actionable outputs.
• Translate large, complex data sets into business narratives that drive decisions; present findings to senior audiences with confidence and clarity.
• Serve as the primary owner of sales data integrity — partner with Salesforce admins to enforce CRM hygiene and reporting standards.
What we offer
Exciting Projects: Come take your place at the forefront of digital transformation! With clients across all industries and sectors, we offer an opportunity to work on market-defining products using the latest technologies.
Collaborative Environment:Expand your skills by collaborating with a diverse team of highly talented people in an open, laidback environment — or even abroad in one of our global centers or client facilities!
Work-Life Balance:GlobalLogic prioritizes work-life balance, which is why we offer flexible work schedules.We offer you the best quality of work life so that you exceed the expectations of our clients, while achieving your professional and personal ambitions.
Professional Development:Our dedicated Learning & Development team regularly organizes English classes, professional certifications, and technical and soft skill trainings. We also offer the chance to travel internationally
Excellent Benefits:We provide our employees with competitive salaries, family medical insurance, extended paternity leave, annual performance bonuses, and referral bonuses.
About GlobalLogic
GlobalLogic, a Hitachi Group Company, is a trusted digital engineering partner to the world’s largest and most forward-thinking companies. Since 2000, we’ve been at the forefront of the digital revolution – helping create some of the most innovative and widely used digital products and experiences. Today we continue to collaborate with clients in transforming businesses and redefining industries through intelligent products, platforms, and services.
