About our Team
The Diligent Commercial Strategy & Operations team sits at the heart of the company’s growth engine, driving revenue acceleration and operational excellence across our global Sales, Customer Success, Partner, and Marketing organizations. As the architects of Diligent's Go-To-Market strategy, we collaborate with executive leadership to shape data-driven initiatives, streamline processes, and optimize our GTM tech stack. Our team leads critical functions, including Sales and CS Operations, Commissions, the GTM Tech stack and global process implementation—ensuring alignment and efficiency at every level of the commercial organization. Joining this team means being part of a high-impact, strategic group that directly influences Diligent's success and fosters a culture of innovation, performance, and continuous improvement.
About the Role
We are seeking a highly analytical and driven Sr. Sales & Pipeline Analytics Manager to join our team. This role is crucial in providing data-driven insights to optimize our sales performance and ensure accurate forecasting. This position will be responsible for both Sales Analytics – providing actionable insights into sales performance – and Pipeline Model Analytics – maintaining and iterating on our pipeline model to provide early warning signs and improve forecast accuracy and drive accountability around all our pipeline generating functions.
Responsibilities:
- Develop and maintain key performance indicators (KPIs) and dashboards to provide clear visibility into sales performance across various dimensions (e.g., product, region, segment, rep)
- Proactively analyze sales data to identify trends, opportunities, and risks, and communicate actionable insights to Sales leadership and other stakeholders
- Conduct ad-hoc analyses to answer specific business questions and support strategic decision-making
- Automate reporting processes where possible to improve efficiency and scalability
- Own and maintain the company's sales pipeline model, ensuring its accuracy and relevance
- Develop and monitor key pipeline metrics to provide early warning signals for potential booking shortfalls or surpluses
- Analyze pipeline data to identify bottlenecks and areas for improvement in the sales process
- Collaborate with Sales Strategy and Finance to refine forecasting methodologies and improve forecast accuracy
- Conduct sensitivity analyses and scenario planning to assess the impact of various factors on pipeline performance
- Iterate on the pipeline model based on data analysis and changing business conditions
Qualifications:
- 7+ years of experience in sales analytics, business intelligence, or a related field, with a focus on SaaS sales
- Proven experience in developing and maintaining sales KPIs, dashboards, and reports
- Strong analytical skills with proficiency in SQL and data visualization tools (e.g., Tableau, Looker, Power BI)
- Experience with CRM systems (e.g., Salesforce) and marketing automation platforms
- Deep understanding of SaaS sales processes and pipeline management methodologies
- Experience with database management tools like MySQL, Redshift, Snowflake (or similar)
- Excellent communication and presentation skills, with the ability to translate complex data into actionable insights for non-technical audiences
- Experience in statistical modeling and forecasting
