Note: The job is a remote job and is open to candidates in USA. Alight Solutions empowers clients to build healthier and more financially secure workforces by unifying benefits across health, wealth, wellbeing, navigation, and absence management. The Director, Sales Operations & Forecasting serves as a strategic partner to commercial leadership, driving revenue performance, forecast accuracy, pipeline health, business reviews, and data-driven decision-making through analytics, sales technologies, and go-to-market optimization.
Responsibilities
- Owns forecast methodology, forecast cadence, forecast governance, executive forecast reviews, forecast accuracy, and revenue commit processes. Technology platforms enabling forecasting (Salesforce, Clari, reporting infrastructure, integrations, and automation) are owned by the VP, Sales Technology
- Drive forecast accuracy through disciplined pipeline management, opportunity inspection, risk identification, and executive review processes
- Utilize Salesforce, Clari, and revenue intelligence platforms to identify trends, gaps, risks, and growth opportunities
- Establish forecasting best practices and hold sales leaders accountable for forecast quality and accuracy
- Develop predictive models and scenario analyses to improve revenue predictability and support business planning
- Lead recurring pipeline reviews and inspection processes to ensure opportunity quality, progression, and forecast integrity
- Establish and enforce pipeline management standards, opportunity qualification criteria, and CRM data quality expectations
- Develop leading indicator metrics that predict future bookings, revenue attainment, and pipeline sufficiency
- Owns opportunity management standards, qualification criteria, pipeline inspection processes, and forecast governance. System configuration, workflow automation, and CRM platform controls supporting these processes are owned by the VP, Sales Technology
- Define business performance metrics, executive insights, scorecards, KPI requirements, and analytical narratives that support decision-making. Underlying reporting infrastructure dashboard development platforms, data architecture, and system integrations are owned by the VP, Sales Technology
- Leverage AI and advanced analytics to generate actionable recommendations and accelerate executive decision making
- Identify performance trends and provide data-supported recommendations for corrective action and optimization
- Own the recurring commercial operating cadence that connects forecasting reviews, pipeline inspections, MBRs, QBRs, annual planning, and executive performance discussions
- Lead monthly, quarterly, and annual business review processes, ensuring each forum has clear objectives, decision points, accountability, and follow-through
- Deliver executive-ready reporting and presentations for senior leadership discussions, strategic planning sessions, and board-level reviews
- Create structured, insightful narratives that connect business performance to actions, decisions, and outcomes
- Act as the business sponsor and primary user representative for commercial technologies that support forecasting, revenue planning, pipeline management, and performance analytics
- Define business requirements, adoption needs, enhancement opportunities, and user feedback for Salesforce, Clari, Power BI, Sales Navigator, enablement platforms, and emerging AI solutions
- Partner with the VP, Sales Technology, IT, Commercial Operations, Marketing, and Enablement teams to prioritize improvements and drive adoption of tools that improve efficiency and commercial effectiveness
- This role supports strategies to maximize business value from commercial technologies, but does not own commercial technology strategy, application architecture, vendor selection, AI governance, technology investments, platform administration, or data architecture
- Partner with commercial leadership to design, implement, and optimize go-to-market strategies that drive revenue growth, improve productivity, and increase market penetration
- Identify operational levers impacting pipeline generation, conversion, bookings, renewals, and overall revenue performance
- Translate business objectives into measurable sales strategies, programs, and operating plans
- Lead change management efforts related to commercial processes, technology adoption, organizational transformation, and strategic initiatives
- Design scalable workflows and operating models that drive efficiency, consistency, and accountability
- Contribute to sales governance initiatives, including Rules of Engagement, territory management, pipeline standards, and compliance processes
- Partner with Finance, Marketing, Product, Commercial Operations, and Executive Leadership to align priorities and improve business outcomes
- Facilitate collaboration between sales leadership and operational teams to ensure strategic initiatives are successfully executed
Skills
- Bachelor's degree in Business, Finance, Economics, Analytics, related field or equivalent experience
- 8+ years of progressive leadership experience in Sales Operations, Revenue Operations, Business Operations, Strategy, or related functions
- Demonstrated experience supporting enterprise sales organizations and senior commercial leaders
- Expertise in Salesforce, Clari, Power BI, Excel, PowerPoint, and modern revenue technology platforms
- Experience in identifying and leveraging AI, automation, and analytics tools to improve forecasting, productivity, and business performance
- Strong understanding of enterprise sales processes, pipeline management, forecasting methodologies, and revenue planning
- Experience developing executive dashboards, scorecards, KPIs, and performance reporting frameworks
- Proven ability to influence senior leaders and drive accountability across a matrixed organization
- Exceptional analytical, problem-solving, and financial modeling skills
- Strong executive communication and presentation capabilities
- Demonstrated ability to transform data into actionable business recommendations
- Strong project management and organizational leadership skills
- Self-directed leader capable of operating in fast-paced, high-growth environments
- Ability to build trusted relationships and effectively challenge leaders when necessary to improve business outcomes
- Alight requires all virtual interviews to be conducted on video. Please be aware that Alight is a camera-on culture and may require occasional travel to one of our physical office locations
- Applicants for employment in the country in which they are applying (Employing Country) must have work authorization that does not, now or in the future, require sponsorship of a visa for employment authorization in the Employing Country and with Alight
Benefits
- Health, dental and vision coverages starting Day One.
- Wellbeing programs.
- Retirement plans with contribution matching.
- Generous time off.
- Parental leave.
- Continuing education.
- Career growth opportunities.
- Flexible working arrangements wherever possible.
- Bonus and/or incentive eligibility are determined by role and level.
Company Overview