Manager of Pipeline Analytics and Operations

The Opportunity 

As the Manager of Pipeline Analytics and Operations at Incode, you will play a pivotal role in optimizing our sales pipeline, ensuring data-driven decision-making, and enhancing operational efficiency. This strategic role will be responsible for analyzing sales data, implementing efficient pipeline management methodologies, and driving revenue growth through improved conversion rates, accurate forecasting, and actionable insights. Your influence will directly improve sales performance, align cross-functional teams, and scale our go-to-market operations. 

Main Responsibilities

• Pipeline Analytics & Forecasting 

  • Develop and implement data-driven methodologies to optimize pipeline management and forecasting accuracy. 
  • Design, analyze, and continuously refine pipeline metrics, ensuring alignment with revenue targets and company objectives. 
  • Provide leadership with actionable insights, reports, and dashboards to drive strategic decision-making. 

• Sales Operations & Process Optimization 

  • Own the end-to-end sales operations strategy, focusing on efficiency, scalability, and automation. 
  • Define and enhance pipeline hygiene best practices to ensure data accuracy and integrity. 
  • Track critical sales KPIs, including opportunity distribution per sales representative, stage progression, and conversion rates throughout the sales funnel 

• Strategic Planning & Revenue Enablement 

  • Partner with Revenue and Finance leadership to set sales targets, quotas, and territory planning for sales account executives 
  • Identify bottlenecks in the sales funnel and recommend actionable improvements. 
  • Drive pipeline acceleration initiatives to improve conversion rates and deal velocity. 

• Stakeholder Collaboration & Leadership 

  • Act as a trusted advisor on all matters related to pipeline health and forecasting 
  • Ensure seamless pipeline growth and management coordination between Sales, Marketing, and Customer Success. 
  • Lead and mentor a high-performance team responsible for sales analytics and operations. 

Experience

• 8+ years of experience in Sales Operations, Revenue Operations, or Pipeline Analytics within a SaaS or Enterprise Tech company. 
• Proven track record of managing sales pipelines exceeding $100M+ ARR with complex enterprise deals. 
• Deep expertise in forecasting methodologies, pipeline modeling, and sales analytics. 
• Strong technical proficiency in CRM systems (Salesforce), BI tools (Tableau, Looker, Power BI), and SQL. 
• Experience designing and building analytical dashboards that translate complex data into actionable insights 
• Experience working in Identity Verification (IDV), Cybersecurity, FinTech, or Fraud Prevention industries. 
• Exceptional analytical skills with a data-driven strategic mindset and ability to improve sales performance through process optimization and data analysis 
• Strong leadership capabilities with experience managing cross-functional teams and executive stakeholders.