Director, Revenue Analytics & Forecasting

Medallia; McLean (VA); Hybrid; USD 156,500 - 225,000; Full time

Benefits offered by this job

Health benefits

401(k)

Parental leave

Paid holidays

Job summary

Medallia seeks a Director, Sales Analytics to lead a team of analysts within FP&A, partnering with the CRO and CFO on revenue performance, productivity, and GTM investment strategy. The role combines leadership with hands-on analysis across ARR, bookings, and profitability by geo.

The ideal candidate has 10+ years in FP&A or revenue analytics in SaaS, with strong skills in Salesforce, Tableau, Anaplan, SQL, and advanced Excel, and a track record of influencing executive decisions.

Qualifications

• Bachelor’s degree in finance, economics, business, or a quantitative field.
• 10+ years FP&A, revenue analytics, or strategy roles in SaaS.
• Experience presenting forecasts and board-level reporting to C-suite.
• Proficiency with Salesforce, Tableau, Anaplan, SQL, and advanced Excel modeling.
• Experience leading a small analytical team while maintaining IC workload.
• Strong collaboration with CRO-level sales leadership and finance.

Responsibilities

• Own consolidated revenue forecast and present weekly to CRO and CFO.
• Lead geo analysts through bookings reconciliation and monthly close.
• Build capacity and headcount models linking hiring to revenue targets.
• Develop ROI models for headcount requests with break-even analyses.
• Design quota-setting methodology and territory analytics.
• Assemble the sales portion of the quarterly board package with key metrics.
• Maintain data contracts and governance between analytics and Rev Ops.

Skills

Revenue analytics

Sales finance

Data modeling

Strategic partnership

Cross-functional leadership

Education

Bachelor’s degree in finance, economics, business, or a quantitative field

10+ years FP&A / revenue analytics experience in SaaS

Tools

Salesforce

Tableau

Anaplan

SQL

Excel/Google Sheets

Job description

Medallia seeks a Director, Sales Analytics to lead a team of analysts within FP&A, partnering with the CRO and CFO on revenue performance, productivity, and GTM investment strategy. The role combines leadership with hands-on analysis across ARR, bookings, and profitability by geo.

The ideal candidate has 10+ years in FP&A or revenue analytics in SaaS, with strong skills in Salesforce, Tableau, Anaplan, SQL, and advanced Excel, and a track record of influencing executive decisions.