Pipeline Reporting & Analysis Manager

Revenue Operations is a global team at Inspectorio that is focused on creating a go to market (GTM) infrastructure which aligns people, process, and data, enabling the revenue, customer success, and customer support teams to scale the business efficiently and effectively. Our goal is to ensure our prospects and customers are delighted with Inspectorio at every stage of their journey and they clearly understand the value that Inspectorio products bring to their business. We do this by empowering the GTM teams with standardized processes and supporting tools, world class enablement, and operational excellence.

The Pipeline Reporting & Analysis Manager will report to the VP of Revenue Operations and is global in scope. This role will collaborate with GTM leadership and operations teams to establish a robust sales pipeline review program. This includes creating reporting and KPIs which provide insights into the health of the sales funnel, establishing and executing a disciplined review rhythm with key stakeholders and decision makers, as well as providing analysis of wins/losses and overall funnel workflow.

Responsibilities

- In collaboration with and support of GTM leadership, define critical pipeline KPIs (including targets) and reporting requirements; work with appropriate internal teams to identify data and build standard reports and processes for updating/refreshing reports on a regular cadence

- Establish rhythm for ongoing sales pipeline review, including how and how often the reviews will be conducted, who will be involved, guidance/templates for review prep, etc., resulting in:

o stakeholder understanding of the overall health of the pipeline

o insight into the company's GTM performance and capability

o forecast accuracy

o leadership ability to address challenges and/or threats as needed

o clarity on next steps to drive deals through the funnel

- In consultation with the Revenue Enablement team, ensure all constituents are properly trained on pipeline review best practices and their individual responsibilities

- Establish mechanisms for gathering feedback from the field and customers/prospective customers regarding products, features, processes, etc.; ensure feedback is shared with the appropriate internal organizations to enable continuous improvement

- Establish win/loss review program to identify and share best practices and adjust areas of opportunity

- Ensure sales systems support the pipeline analysis and review requirements; collaborate with the appropriate internal teams to adjust systems as needed

- Proactively offer recommendations and suggestions regarding GTM process, workflow, role definitions, campaigns, etc. based on the results contained in the pipeline reporting and analysis

Competencies

Excellence - striving to become the best in what you do

Autonomy - don't wait for anyone to tell you what to do by taking responsibility to make things happen

Courage - you say and do what is right, even if it is not easy

Humbleness - you care about learning and experience

Leadership - providing a vision for the project and communicating how it aligns with strategy, keeping the project moving toward successful completion, recognizing resistance and working to overcome it in an effective way, thinking in opportunities rather than barriers

Communication - ability to listen effectively and provide information regarding issues, tasks, plans/solutions, strategies and expected outcomes to stakeholders in a clear and concise manner

Negotiation - ability to negotiate win-win solutions with various constituents throughout the organization

Cross group collaboration - ability to work effectively across various teams and roles to accomplish shared goals effectively and efficiently

Problem solving - determining the root cause of issues and performing analysis to produce potential solutions that resolve the problem in a durable way

Organizing - defining goals, monitoring progress, and taking action and/or influencing others to take action to meet deadlines

Requirements

- Bachelor's degree in business or equivalent work experience

- 5+ years of data analysis, preferably in a SaaS company

- Experience working with sales pipeline data and KPIs

- Ability to create and manage all elements of a program successfully, including change management of stakeholders and constituents

- Basic understanding of CRM systems

- Ability to critically think beyond the current issue or project to ensure solutions are durable yet flexible enough to meet future challenges

- Collaborative approach with the ability to be agile and responsive to changing demands

- Outstanding communication skills with the confidence to drive forward even in times of uncertainty

- Fast paced, self-motivated, and results oriented

Benefits

PERKS

Competitive Salary

At Inspectorio, we only work with the best of the best. That's why, if we invite you to join us, it's because we recognize your amazing skills, value, and potential. It probably wasn't easy for you to become this awesome, so we make sure to reward you for it.

Full Project Ownership

Are you an inventor? Want to start a new internship program? How about a soccer tournament? Or a whole new department within the company? Whatever it is that you want to do, we're here to listen, and if your idea is good, we'll give you all the resources you need to make it happen. When any Inspectorian wins, we all win.

Personal and Professional Growth

Inspectorians are our most valuable resource, so we make sure to invest heavily in them. All Inspectorians are eligible for funding to attend conferences, take courses, present their research, and more. This on top of the continuous mentoring and guidance you'll receive guarantees you'll grow as a professional and as a human while at Inspectorio.

Fun, Fun, Fun

We put our money where your smiles are. Company-sponsored trips, weekly parties, sporting events, and more. We make sure that Inspectorians enjoy coming to work by promoting as much fun as we can.

International Work Experience

We are going to take over the worldPerhaps not quite, but we are a global company that thrives from the interactions between our different offices. Join us to work alongside Belarusians in Vietnam, Mexicans in Minsk, Filipinos in China and more.

Our Values

EXCELLENCE

We pursue mastery and craftmanship. "Good enough" is our enemy.

We have a thirst and desire for knowledge and continuous improvement because there's always an opportunity to be better.

We always find time to help and learn from others.

AUTONOMY

We act independently when we recognize an opportunity for improvement.

We seek guidance, alignment, and clear goals instead of orders or hand-holding.

We self-assess the quality and impact of our work, identify opportunities to improve and make changes proactively.

COURAGE

We share our opinion and insights, even if it's uncomfortable.

We are candid and direct with everyone we work with.

We are willing to experiment and try something new, even if we're not sure it will succeed.

HUMBLENESS

We crave opportunities to learn from the people around us.

We focus on listening to other perspectives because we know we don't have all the answers or best solutions.

We recognize that vanity and ego are the enemies of great ideas and outstanding products.