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

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.

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