Senior Manager, Revenue Operations Scaled Services, Enablement and Support - Sales Forecasting & Planning

Walmart•Bentonville, AR

3d•$90,000 - $180,000

About The Position

Walmart Business is dedicated to helping commercial organizations save time, money, and hassle so they can focus on growing their business. We combine Walmart’s Every Day Low Prices, broad assortment, omnichannel capabilities, and nationwide presence with tailored experiences designed for business buyers. As the Senior Manager of Sales Forecasting & Commercial Operations, you will own the forecasting strategy, compensation design support, deal desk governance, and pricing analytics that drive predictable revenue and profitable growth. You will build and manage scalable forecasting models, lead weekly and quarterly forecast cadences with Sales leadership, design and administer incentive compensation structures, and oversee structured deal review and approval processes. What you'll do... Sales Forecasting & Predictability Own the company’s sales forecasting framework, including methodology, modeling, reporting, and governance. Build and continuously refine forecasting models incorporating pipeline coverage, stage conversion, win rates, seasonality, capacity, and historical performance trends. Lead weekly forecast cadences with Sales leadership, ensuring accuracy, accountability, and risk visibility. Develop scenario planning and sensitivity analyses to support leadership decision-making. Improve forecast accuracy through data hygiene initiatives, pipeline inspection processes, and standardized stage definitions. Compensation Design & Administration Partner with Sales and Finance leadership to design, model, and administer sales compensation plans. Build compensation calculators and modeling tools to simulate plan impact, quota attainment distribution, and cost of sales. Support annual and mid-year quota setting exercises, including territory modeling and capacity analysis. Manage ongoing compensation tracking, attainment reporting, and payout validation processes. Ensure compensation governance, documentation, and transparency across the organization. Deal Desk & Commercial Governance Lead structured deal desk processes, including pricing approvals, discount governance, and exception management. Partner with Sales, Finance, Legal, and Pricing to review complex or non-standard deals. Establish guardrails for margin thresholds, discount tiers, and approval workflows. Create visibility into deal performance trends, discount leakage, and profitability impacts. Develop scalable frameworks for contract structuring and commercial risk mitigation. Pricing Strategy & Analytics Support pricing exercises, segmentation analysis, and elasticity testing to optimize margin and revenue growth. Conduct ad hoc analyses on pricing performance, competitive positioning, and revenue mix. Partner with Finance to model profitability impacts of pricing changes or promotional strategies. Develop reporting to monitor realized vs. planned margin performance. Process Design & Cross-Functional Alignment Design and document scalable forecasting, compensation, and deal desk processes. Establish clear SLAs and approval frameworks across Sales, Finance, and Commercialization Team. Ensure CRM and reporting systems accurately reflect forecasting and compensation logic. Drive continuous improvement initiatives to enhance efficiency and predictability.

Requirements

Bachelor’s degree in Business, Finance, Economics, or related field.
7–10 years of experience in Sales Operations, Revenue Operations, Finance, or Commercial Strategy within a B2B environment.
Proven experience building and managing sales forecasting models.
Experience designing and administering sales compensation plans.
Strong analytical skills with advanced proficiency in Excel/Google Sheets; SQL preferred.
Experience with Salesforce forecasting and reporting functionality.
Strong executive communication skills and ability to influence senior stakeholders.

Nice To Haves

Experience leading deal desk or commercial approval processes.
Background in pricing strategy, margin analysis, or financial modeling.
Experience with BI tools such as Looker, Tableau, or Power BI.
Familiarity with compensation management tools and forecasting platforms (e.g., Xactly, Anaplan, Clari).
MBA or advanced degree in Business, Finance, or related field.

Responsibilities

Sales Forecasting & Predictability Own the company’s sales forecasting framework, including methodology, modeling, reporting, and governance.
Build and continuously refine forecasting models incorporating pipeline coverage, stage conversion, win rates, seasonality, capacity, and historical performance trends.
Lead weekly forecast cadences with Sales leadership, ensuring accuracy, accountability, and risk visibility.
Develop scenario planning and sensitivity analyses to support leadership decision-making.
Improve forecast accuracy through data hygiene initiatives, pipeline inspection processes, and standardized stage definitions.
Compensation Design & Administration Partner with Sales and Finance leadership to design, model, and administer sales compensation plans.
Build compensation calculators and modeling tools to simulate plan impact, quota attainment distribution, and cost of sales.
Support annual and mid-year quota setting exercises, including territory modeling and capacity analysis.
Manage ongoing compensation tracking, attainment reporting, and payout validation processes.
Ensure compensation governance, documentation, and transparency across the organization.
Deal Desk & Commercial Governance Lead structured deal desk processes, including pricing approvals, discount governance, and exception management.
Partner with Sales, Finance, Legal, and Pricing to review complex or non-standard deals.
Establish guardrails for margin thresholds, discount tiers, and approval workflows.
Create visibility into deal performance trends, discount leakage, and profitability impacts.
Develop scalable frameworks for contract structuring and commercial risk mitigation.
Pricing Strategy & Analytics Support pricing exercises, segmentation analysis, and elasticity testing to optimize margin and revenue growth.
Conduct ad hoc analyses on pricing performance, competitive positioning, and revenue mix.
Partner with Finance to model profitability impacts of pricing changes or promotional strategies.
Develop reporting to monitor realized vs. planned margin performance.
Process Design & Cross-Functional Alignment Design and document scalable forecasting, compensation, and deal desk processes.
Establish clear SLAs and approval frameworks across Sales, Finance, and Commercialization Team.
Ensure CRM and reporting systems accurately reflect forecasting and compensation logic.
Drive continuous improvement initiatives to enhance efficiency and predictability.

Benefits

At Walmart, we offer competitive pay as well as performance-based bonus awards and other great benefits for a happier mind, body, and wallet.
Health benefits include medical, vision and dental coverage.
Financial benefits include 401(k), stock purchase and company-paid life insurance.
Paid time off benefits include PTO (including sick leave), parental leave, family care leave, bereavement, jury duty, and voting.
Other benefits include short-term and long-term disability, company discounts, Military Leave Pay, adoption and surrogacy expense reimbursement, and more.
You will also receive PTO and/or PPTO that can be used for vacation, sick leave, holidays, or other purposes.
The amount you receive depends on your job classification and length of employment.
It will meet or exceed the requirements of paid sick leave laws, where applicable.
For information about PTO, see https://one.walmart.com/notices.
Live Better U is a Walmart-paid education benefit program for full-time and part-time associates in Walmart and Sam's Club facilities.
Programs range from high school completion to bachelor's degrees, including English Language Learning and short-form certificates.
Tuition, books, and fees are completely paid for by Walmart.
Eligibility requirements apply to some benefits and may depend on your job classification and length of employment.
Benefits are subject to change and may be subject to a specific plan or program terms.
For information about benefits and eligibility, see One.Walmart.
The annual salary range for this position is $90,000.00 - $180,000.00
Additional compensation includes annual or quarterly performance bonuses.
Additional compensation for certain positions may also include : - Stock