Forecasting & Pipeline Strategy Lead

Ingram Micro; Buffalo (NY); On-site; USD 89,000 - 151,000; Full time

Job summary

Ingram Micro in the United States seeks a strategic Revenue Operations leader to define forecasting strategy and governance across the sales organization. You will drive reliable revenue visibility, establish standards, and lead cross-functional programs to scale forecasting and pipeline practices.

You will partner with analytics, CRM, finance, and sales leaders to improve data quality, measurement, and adoption of repeatable processes that improve forecast accuracy and business outcomes.

Qualifications

• 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.

Responsibilities

• Define and maintain 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 elevate decisions when needed.
• Ensure Forecasting & Pipeline remains connected to Growth, Territory & Segmentation, Enablement, and Productivity priorities.

Skills

Revenue Operations

Sales Operations

Sales Strategy

Business Operations

Commercial Excellence

Forecasting

Pipeline Management

Revenue Governance

CRM Data

Executive Communication

Job description

Ingram Micro in the United States seeks a strategic Revenue Operations leader to define forecasting strategy and governance across the sales organization. You will drive reliable revenue visibility, establish standards, and lead cross-functional programs to scale forecasting and pipeline practices.

You will partner with analytics, CRM, finance, and sales leaders to improve data quality, measurement, and adoption of repeatable processes that improve forecast accuracy and business outcomes.