Job Title

Empower Commercial Excellence Through Robust Reporting and Analytics:Develop sales pipeline reporting that enables Commercial leads to measure pipeline health, forecast new business growth and facilitate disciplined performance reviews with their teams: sales activity funnel, lead follow-up (assignment and conversion), velocity, probability, etc. Identify and share pipeline insights that can inform Commercial leaders of opportunities for improvement in sales execution.Create account health dashboards that allow Account Managers to develop comprehensive account planning strategy.Partner with Product and Support teams to enhance Renewal Playbook input process (usage tracking, client profile classification, e.g., # users, buying use case, revenue size, etc.)Create robust ACV reports/dashboards to measure sales performance by transaction type (upsells, price increases, cross-sells, new logo, cancels).Provide ad hoc data analysis as requested by Sales Leadership, Finance, Product, and Portfolio management.Work with Sales Operations Leadership, Finance, and Legal to simplify data-dependent processes by setting up and documenting simplified processes for retrieving and manipulating data needed for:Annual Budget and commission planningMonthly ForecastingMonthly Commission processingMonthly Metrics ReportingOwn identification, sizing and refreshing (annual) o Total Addressable Market.Partner with Commercial leaders to operationalize Top Prospect assignment process; measure and report on lead-to-closed won conversion.Partner with Marketing Ops to develop targeted campaigns to generate Top Prospect interest.Influence the annual budgeting cycle by providing segment and product-level analysis on market penetration vs. addressable new logo, and cross-sell opportunity.Lead direct reports and oversee Commercial planning activities such as headcount budgeting, territory/account assignment, and incentive plan development.Advanced proficiency in MS Excel & PowerPoint, CRM, and other commercial enablement tools (Power BI, Sisense, Tableau, Salesforce).Prior experience with Commercial enablement tools in order-to-cash, lead sourcing and account-based marketing space.