Black Duck Software, Inc. - Lead Analyst, Forecasting & Pipeline Management

• Forecasting • Establish and formalize the forecasting cadence, process, and operating model • Define inputs, timelines, and governance for forecast submission, consolidation, and review • Consolidate and validate forecasts across regions and segments to ensure accuracy and consistency • Develop standardized forecast views (commit, upside, risk) aligned to revenue targets • Deliver clear visibility into forecast performance, gaps, and risk areas • Produce executive-ready insights, including variance analysis, risk identification, and gap-to-target actions • Pipeline Management • Pipeline Management • Lead pipeline review and inspection cadences with Sales leadership • Analyze pipeline health (coverage, conversion, velocity, aging, slippage) • Identify pipeline gaps and risks relative to targets and historical benchmarks • Establish and enforce pipeline hygiene standards (data accuracy, activity, stage management) • Drive accountability across Sales teams to maintain high-quality pipeline data • Insights & Analytics • Develop reporting on pipeline coverage, forecast accuracy, and performance trends • Build pipeline analytics (conversion rates, stage progression, deal velocity) • Translate data into actionable insights on risks, opportunities, and drivers of performance • Support QBRs, pipeline calls, and executive reporting with data-driven insights • Cross-Functional Collaboration & Ownership • Partner with Sales, Finance, RevOps, Marketing Ops, and Systems teams • Align on forecasting methodology, pipeline definitions, and reporting standards • Ensure consistency and data integrity across systems (SFDC, Clari, territory management tools) • Lead process improvements and initiatives to enhance forecasting accuracy and pipeline visibility • Serve as subject matter expert for forecasting and pipeline management