Senior Manager, Forecasting & Revenue Intelligence, Global Sales

Autodesk•New York, VT

5d•$130,400 - $210,980•Remote

About The Position

This is a senior individual contributor role with no direct reports. The sales leader you support will rely on you for insight into the number. Autodesk’s sales organization is measured every week on where the year will land. For Global Sales, you will explain that number: what moved, why, what the risk is and what to do about it. You are the Global Sales leader’s source of insight on their forecast, their pipeline and their performance. You work alongside the operations business partner who supports the same leader: they run the operating rhythm, and you bring the analysis and intelligence behind it. You are also the leader’s route into everything else the Forecasting & Revenue Intelligence team produces, from account intelligence to targets and reporting. You work inside their business day to day, using methods and standards shared across the whole sales organization, so results are comparable from one business to the next. This is one of four such roles, one for each major part of the sales organization.

Requirements

Bachelor’s degree in a quantitative or business field, or equivalent practical experience
8+ years in sales forecasting, pipeline analytics, sales or revenue operations, sales strategy, or commercial finance
Experience forecasting and analyzing performance for a large sales organization, including presenting insight to senior sales leaders
Strong SQL and advanced reporting skills, with the ability to answer questions in the data in real time
Deep working knowledge of Salesforce pipeline data
Ability to work with senior sales leaders, including presenting findings that run counter to expectations
Comfort working in a matrixed structure alongside operations and finance partners

Nice To Haves

Revenue intelligence platforms such as Clari, Gong or Aviso
Experience embedded within a sales organization rather than supporting it centrally
Experience measuring and publishing forecast accuracy and bias
Enterprise software or SaaS with subscription, renewal and expansion motions, and direct, partner and e-commerce routes to market

Responsibilities

Provide the analysis behind the weekly Global Sales forecast: an independent view of where the quarter and year will land, the commentary, and the risks and upside behind the number submitted to executive leadership
Prepare the sales leader for the forecast call and executive review, working with the operations business partner who runs the cadence, with risks, upside and gaps already identified
Explain week-over-week movement by cause: new pipeline, slipped and pushed deals, losses, deal size, timing, or a change in judgment
Analyze pipeline health: coverage, generation, stage conversion, velocity, slippage and linearity, and whether pipeline is enough for future quarters
Identify risk before it appears in reported results, with the evidence and a recommended response
Measure and report forecast accuracy and bias for this part of the business
Run deep dives by geography, segment, product, route to market and team that end in a decision
Provide the insight and analysis for this business’s quarterly business reviews, growth priority reviews and deal reviews, working with the operations business partner
Bring recurring needs back to the central team so they are built once and shared across all four businesses