Principal Specialist – Sales Analytics & Forecasting

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Key Responsibilities

Sales & Revenue Analytics Strategy

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.

Forecasting & Predictive Modelling

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.

Sales Growth Levers

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.

Sales Strategy Alignment

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.

Stakeholder Engagement

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.

Qualifications

• 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