Director, Sales Reporting & Analytics
Overview
The Director of Sales Reporting & Analytics is a strategic leader with substantial direct contribution to the evolution of the company’s sales analytics function. This role combines strong people leadership with hands-on ownership of advanced analytics, AI-driven modeling, and performance insight generation. The successful candidate will demonstrate the ability to transform advanced analytics and AI-enabled outputs into a clear, compelling business narrative—delivering actionable recommendations that inform executive decisions, refine sales strategy, and accelerate revenue growth.
The successful leader will:
- Elevate team capability while maintaining substantial personal ownership of high-impact analytics
- Transform analytics into a strategic advisory function that shapes sales strategy
- Improve forecast accuracy, territory effectiveness, and sales productivity
- Reduce manual reporting and ensure data reliability through AI-powered QA and automation
- Deliver insights through compelling storytelling that drive executive decisions and measurable business outcomes
Responsibilities
Leadership & Team Development
- Lead, mentor, and scale sales analytics team, overseeing resource allocation, project delivery, and stakeholder engagement, with a focus on efficiency, automation, and data accuracy.
- Foster a culture that prioritizes insight generation over report production.
- Provide technical direction on advanced analytics, AI use cases, and automation strategies.
- Balance strategic oversight with substantial personal ownership of critical analytical initiatives.
Substantial Direct Contribution & Advanced Analytics
- Own end-to-end reporting deliverables from monthly rep scorecards to manager dashboard to executive and board level reporting.
- Serve as architect of scalable analytics frameworks and KPI standardization.
- Leverage AI and machine learning to QA and validate sales reporting, ensuring accuracy, consistency, and reliability of data used for decision-making.
- Personally design, implement, and scale sales reporting and analytics focused on sales activity, pipeline health, forecasting, deal scoring, and risk identification.
- Own the development of executive-ready dashboards and visualizations, with the ability to translate into concise executive-level messaging with defined business implications.
- Drive AI‑enabled predictive analytics and recommendation engines to guide sales planning, territory optimization, and coverage.
- Conduct deep-dive analyses on sales productivity, segmentation, whitespace opportunities, and performance trends.
Data Storytelling & Executive Influence
- Translate complex analytics into clear, compelling narratives that drive strategic action.
- Synthesize quantitative findings into concise executive-level messaging with defined business implications.
- Present insights to senior leadership in a way that connects data to revenue impact, risk mitigation, and growth strategy.
- Move beyond dashboards to articulate the “so what,” “why it matters,” and “what we should do next.”
- Ensure every analysis concludes with prioritized, actionable recommendations.
AI & Automation Innovation
- Identify and implement AI and machine learning solutions to reduce manual reporting and elevate insight quality.
- Leverage automation and generative AI tools to streamline recurring analysis and reporting workflows.
- Build scalable, automated analytics solutions that enable self-service capabilities while maintaining governance and data integrity.
Forecasting & Strategic Planning
- Own and enhance the sales forecasting process using predictive indicators and scenario modeling.
- Partner cross-functionally on quota design, territory planning, and capacity modeling.
- Improve forecast accuracy and executive confidence through data-backed insights and transparent assumptions.
Qualifications
Required
- 8–12+ years of experience in sales analytics, business intelligence, or revenue operations.
- 3–5+ years of people management experience.
- Demonstrated hands-on expertise in predictive modeling, advanced analytics, and BI tools.
- Proficiency with Salesforce, Power BI visualization platform, SQL
- Proven ability to deliver executive-level insights and data-driven narratives that influence strategic decisions.
- Experience applying AI, machine learning, or automation to analytics and reporting processes.
- Understanding of sales KPIs for SDR’s, inside sales, and field sales organizations.
Preferred
- Experience transforming analytics functions in high-growth or technology-driven organizations.
- Familiarity with generative AI applications in business intelligence workflows.
- Experience leading reporting or CRM modernization initiatives.
Critical Skill Set
- Ability to translate advanced analytics and AI outputs into actionable business insights
- Strong executive presence and communication skills
- Hypothesis-driven structured thinking with commercial acumen
- Leadership in both coaching and substantial individual contribution
