Lead Sales Forecasting and Planning Analyst

We are seeking a Lead Sales Forecasting and Planning Analyst to drive forecast accuracy, sales planning rigor, and performance visibility across the go-to-market organization. The role partners closely with Sales, Finance, and Marketing leadership to translate complex data into insights that inform strategic and operational decisions.  The ideal candidate will be proficient in tools like Clari, Excel, SFDC, Tableau and collaborate with stakeholders to identify market trends, monitor sales performance, and provide execution support for sales planning.  

Key Responsibilities 

• Lead Sales Forecast Cadence. Monitor and interpret complex data sets to identify trends, opportunities, and patterns that inform decision-making processes. 

• Monitor and refine planning strategies. Assess quota and territory models, capacity planning, coverage ratios, and productivity assumptions. Provide data‑driven recommendations to optimize territory design and align quotas, including support for mid‑year adjustments. Partner closely with Finance and Sales leadership to ensure plans are equitable, executable, and aligned to revenue targets. Support planning tool implementation (Varicent).

• Supporting the sales team. Partner with sales leadership and teams to refine strategies, improve execution, and support sales goal attainment. 

• Owning planning & forecasting interlock. Ensure that quota and territory plans are tightly connected to forecasting processes, enabling accurate performance tracking, risk identification, and scenario modeling. 

• Optimizing CRM systems. Leverage CRM and Clari data to ensure quality, consistency, and structure required for accurate sales reporting, KPI measurement, and performance insights. 

• Collaborating with stakeholders. Work with stakeholders across departments to align sales initiatives, quotas, data definitions, and analytical methodologies with broader organizational objectives. 

• Providing actionable insights. Deliver data-driven insights by translating complex data into clear, compelling stories that highlight key performance drivers, business implications, and actionable recommendations to improve sales performance and drive business growth. 

Qualifications and Skills 

• 6+ years in sales forecasting, GTM planning, or business intelligence roles with increasing scope and complexity. 

• Expert proficiency in Excel, CRM platforms, Clari, Varicent, and data visualization tools (e.g., Tableau). 

• Demonstrated ability to synthesize complex data into executive ready narratives. 

• Strong stakeholder management skills with experience influencing at the leadership level. 

• Recognized as a subject matter expert in forecasting and sales planning practices. 

• Certifications in analytics, program management, or CRM platforms are a plus. 

The base salary range across the U.S. for this role is between $122,600-$183,900.  In addition, this role is eligible for a bonus. Black Duck offers a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education.