GTM Forecasting & Pipeline Governance Manager

Overview

This role supports and enhances the organization’s sales forecasting and pipeline governance processes. Reporting into GTM Strategy & Operations, the manager partners with Sales, Revenue Operations, Finance, business-unit leaders, and data teams to improve forecast accuracy, pipeline visibility, data quality, and reporting consistency across the organization.

The role develops forecasting models, analyzes pipeline performance, and delivers data-driven insights that inform planning, forecasting, and business decision-making. Ongoing monitoring of pipeline health, forecast trends, and governance standards helps identify risks, improve predictability, and support revenue growth objectives.

Responsibilities

• Develop, document, and maintain opportunity stage definitions, stage-entry requirements, exit criteria, required fields, and governance standards across the opportunity lifecycle.
• Support the administration and continuous improvement of sales forecasting processes, methodologies, submission requirements, review cadences, and reporting standards.
• Conduct recurring pipeline and forecast analyses to identify forecast risks, pipeline gaps, conversion trends, and business performance opportunities.
• Monitor pipeline data quality, including close-date accuracy, opportunity aging, stage duration, data completeness, and forecast category alignment.
• Develop and maintain forecasting models, assumptions, and analytical frameworks used to evaluate expected business performance.
• Measure and report forecast accuracy, pipeline coverage, win rates, conversion rates, slippage, opportunity aging, and other key sales performance indicators.
• Analyze opportunity-level and portfolio-level data to identify trends, risks, opportunities, and areas requiring management attention.
• Partner with Sales, Revenue Operations, and Finance stakeholders to investigate forecast variances and support reforecasting activities when needed.
• Maintain documentation for forecasting methodologies, metric definitions, reporting logic, governance standards, and business processes.
• Collaborate with CRM, BI, and systems teams to enhance reporting capabilities, automate processes, strengthen data quality, and improve forecast visibility.
• Develop recurring dashboards, reports, and analyses that provide visibility into pipeline health, forecast performance, and key business trends.
• Support change management, training, and adoption efforts related to forecasting processes, pipeline governance standards, and system enhancements.
• Identify opportunities to improve forecast accuracy, reporting effectiveness, pipeline visibility, and operational efficiency through process improvements and analytical insights.
• Prepare executive-ready reporting and presentations that communicate forecast performance, pipeline trends, business risks, and recommended actions.
• Maintain documentation and controls supporting reporting accuracy, forecasting consistency, and audit readiness.

Requirements

• Bachelor’s degree in Business, Finance, Economics, Analytics, Information Systems, or a related field, or an equivalent combination of education and experience.
• 5+ years of experience in revenue operations, sales operations, forecasting, pipeline management, finance, business analytics, or a related analytical discipline.
• Strong understanding of B2B sales forecasting and pipeline management concepts, including opportunity stages, qualification methodologies, forecast categories, pipeline coverage, conversion rates, win rates, sales cycles, and forecast accuracy measurement.
• Experience developing forecasting models, pipeline analyses, performance reporting, and business intelligence dashboards.
• Strong analytical, financial modeling, and problem-solving skills, with the ability to evaluate trends, risks, opportunities, and performance drivers.
• Advanced Microsoft Excel and Power BI skills required; experience with CRM platforms such as Microsoft Dynamics 365 or Salesforce preferred.
• Experience working with large datasets, integrating information from multiple systems, and developing scalable reporting and analytical processes.
• Ability to identify and investigate data quality issues, forecast variances, performance trends, and operational risks.
• Experience creating dashboards, reports, and executive-ready analyses that support planning, forecasting, and business decision-making.
• Strong collaboration and business partnership skills, with the ability to work effectively across Sales, Finance, Revenue Operations, GTM Operations, and business-unit leadership.
• Excellent written, verbal, and presentation skills, including the ability to communicate complex analytical findings to technical and non-technical audiences.
• Strong organizational skills, attention to detail, and ability to manage multiple priorities in a fast-paced environment.
• Experience within a technology, value-added reseller (VAR), distribution, managed services, or similar multi-offering sales environment preferred.

Compensation & Benefits

• Estimated Pay Range: $115,000 USD - $125,000 USD
• Comprehensive medical, dental, and vision plans for you and your dependents
• 401(k) Retirement Plan with Employer Match, 529 College Savings Plan, Health Savings Account, Life Insurance, and Long-Term Disability
• Competitive compensation
• Training and development programs
• Major offices stocked with snacks and beverages
• Work-life balance and generous paid time off

Actual salary will be based on a variety of factors, including location, experience, skill set, performance, licensure and certification, and business needs. The range for this position in other geographic locations may differ. Certain positions may also be eligible for variable incentive compensation, such as bonuses or commissions, that is not included in the base salary.

Location

• Headquartered in Irvine, California.
• Work occurs across the United States; major field office locations include Denver, Indianapolis, Grand Rapids, Lexington, Los Angeles, Louisville, Texas, and San Francisco.