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About the Role
The Forecasting & Pipeline Pillar Lead owns the strategy, standards, governance, and operating rhythms that create a reliable view of revenue gap, surplus, risk, and required action. This strategic Revenue Operations leadership role focuses on building scalable, repeatable programs and driving adoption across sales teams.
Responsibilities
- Define and maintain the forecasting methodology, principles, categories, and standards used across the sales organization.
- Establish consistent forecast review, calibration, inspection, and escalation routines.
- Create common definitions for commit, best case, pipeline, risk, and upside so rollups are comparable across teams.
- Drive forecast accountability through clear ownership, evidence-based decisions, and measurable operating expectations.
- Own the end-to-end pipeline governance framework, including common stages, exit criteria, required data, and hygiene standards.
- Improve visibility into coverage, gaps, surplus, stage progression, aging, conversion, and stalled opportunities.
- Partner with sales leaders to embed weekly pipeline inspection and proactive risk management into the rhythm of business.
- Establish controls that improve the completeness, freshness, and reliability of pipeline and forecast inputs.
- Partner with analytics, CRM, and business teams to create a consistent, trusted view of pipeline and forecast performance.
- Translate revenue signals into clear actions, decisions, risks, and recommendations for sales leadership.
- Define KPI baselines and monitor forecast accuracy, pipeline coverage, stage conversion, aging, and data quality.
- Identify systemic gaps, process breakdowns, and opportunities for continuous improvement.
- Build a pillar charter, roadmap, milestones, decision log, risk and dependency log, and review cadence.
- Lead cross-functional initiatives that standardize forecasting and pipeline practices across business units.
- Partner with Enablement to develop manager and seller training, playbooks, communications, and coaching tools.
- Drive adoption through stakeholder alignment, change management, governance, and transparent measurement.
- Align sales leaders, Sales Excellence, Finance, analytics, CRM, product, and enablement partners around a shared operating model.
- Facilitate governance forums and executive reviews, resolve dependencies, and escalate decisions when needed.
- Ensure Forecasting & Pipeline remains connected to Growth, Territory & Segmentation, Enablement, and Productivity priorities.
Requirements
- Experience in Revenue Operations, Sales Operations, Sales Strategy, Business Operations, or Commercial Excellence.
- Demonstrated experience designing or leading forecasting, pipeline management, or revenue-governance programs.
- Strong understanding of sales processes, CRM data, revenue analytics, and performance-management practices.
- Ability to translate complex data into practical recommendations and clear executive-level communication.
- Proven ability to influence cross-functional stakeholders and drive change without direct authority.
- Strong program leadership, facilitation, governance, and change-management capabilities.
- Must be prepared to pass a drug test and successfully pass a pre-employment (post offer) background check.
Skills
- Forecasting
- Pipeline Management
- Revenue Operations
- Sales Operations
- Sales Strategy
- Business Operations
- Commercial Excellence
- CRM data analysis
- Revenue analytics
- Performance management
- Executive-level communication
- Cross-functional stakeholder influence
- Program leadership
- Facilitation
- Governance
- Change management
Location
- Hybrid
Work Type
- Hybrid
- Full-time
Experience Level
- Leadership
Salary/Compensations
- USD $88,700.00 - $150,800.00 per year
Benefits
- Healthcare benefits
- Paid time off
- Parental leave
- 401(k) plan and company match
- Short-term and long-term disability coverage
- Basic life insurance
- Wellbeing benefits
About the Company
- Ingram Micro is a leading technology company for the global information technology ecosystem.
- With the ability to reach nearly 90% of the global population, we play a vital role in the worldwide IT sales channel, bringing products and services from technology manufacturers and cloud providers to business-to-business technology experts.
- Our market reach, diverse solutions and services portfolio, and digital platform Ingram Micro Xvantage™ set us apart.
- Learn more at www.ingrammicro.com
Equal Opportunity
- Ingram Micro Inc. is proud to be an equal opportunity employer.
- All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected category under applicable law.