GTM Forecasting & Pipeline Governance Manager

JOB SUMMARY:

The GTM Forecasting & Pipeline Governance Manager is responsible for supporting and enhancing Trace3's sales forecasting and pipeline governance processes. As part of GTM Strategy & Operations, this role partners closely 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.

This role develops forecasting models, analyzes pipeline performance, and provides data-driven insights that support planning, forecasting, and business decision-making. Through ongoing monitoring of pipeline health, forecast trends, and governance standards, the Revenue Forecasting & Pipeline Governance Manager helps identify risks, improve predictability, and support revenue growth objectives.

SUMMARY OF ESSENTIAL JOB FUNCTIONS:

• 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.

REQUIRED SKILLS AND EXPERIENCE:

•  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.