Black Duck Software, Inc.
Lead Analyst, Forecasting & Pipeline Management
US Remote or Hybrid · Full-time
Sponsorship not specified$125k-$140kDetected 20 days ago
Data VisualizationCybersecuritySalesforceSalesPipeline ManagementForecastingExcelCadenceLeadershipCommunicationCollaborationProblem SolvingVariance Analysis
About the role
- Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior.
- This is an individual contributor role with strong cross-functional influence across Sales, RevOps, Finance, and Systems teams.
- The role operates independently, leading key processes and initiatives that directly impact forecast accuracy and pipeline effectiveness.
Responsibilities
- 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
- Lead pipeline review and inspection cadences with Sales leadership
- Drive accountability across Sales teams to maintain high-quality pipeline data
- Build pipeline analytics (conversion rates, stage progression, deal velocity)
- Support QBRs, pipeline calls, and executive reporting with data-driven insights
- Partner with Sales, Finance, RevOps, Marketing Ops, and Systems teams
- Lead process improvements and initiatives to enhance forecasting accuracy and pipeline visibility
Requirements
- Bachelor's degree in business, analytics, or related field
- 8+ years in Sales Operations, RevOps, or Sales Analytics
- Experience owning forecasting processes and pipeline management cadences
- Strong understanding of pipeline metrics (coverage, conversion, velocity, slippage)
- Advanced Excel; experience with Salesforce (SFDC) required; Clari preferred
- Experience with Tableau or similar BI tools
- Strong analytical and problem-solving skills
- Ability to translate complex data into actionable insights
- Strong communication and stakeholder influence skills
- Experience working cross-functionally across Sales, RevOps, and Finance
Nice to have
- experience with Salesforce (SFDC) required
Skills
- Lead Analyst, Forecasting & Pipeline Management
Compensation
- $125,000 - $140,000 USD
- Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.
Benefits
- Analyze pipeline health (coverage, conversion, velocity, aging, slippage)
- Develop reporting on pipeline coverage, forecast accuracy, and performance trends
- Seeking a Lead Analyst, Forecasting & Pipeline Management to own and drive forecasting accuracy and pipeline health across the go-to-market organization.
Equal opportunity
- Black Duck is an equal opportunity employer.
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