Director, Revenue Intelligence & Analytics

About the role

UPSTACK i s the leading full-service technology advisory firm , transforming how businesses design, source, implement, support, and optimize IT infrastructure. Clients benefit from decades of expertise, enhanced support, and UPSTACK's proprietary technology-delivering faster deployments, cost savings, and streamlined access to critical solutions. Our expertise includes: data center colocation, network connectivity, SD-WAN, unified communications, cloud contact center, CX-AI, private/public cloud, security, mobility, business continuity, and IoT. Under the leadership of Founder and CEO Christopher Trapp , UPSTACK is committed to exceptional customer experiences , serving 6,500+ clients-from SMBs to enterprises-and managing over $550M in annual technology spend across industries. We are seeking a strategic and analytical Director, Revenue Intelligence & Analytics to serve as a trusted partner to the Chief Revenue Officer (CRO) and Go-to-Market (GTM) leadership team. This leader will drive business performance through revenue intelligence, forecasting excellence, financial and operational analytics, and AI-driven insights. The ideal candidate combines deep expertise in revenue operations, financial planning, and business analytics with the ability to influence executive decision-making. This role will lead forecasting governance, pipeline analytics, productivity measurement, partner economics, investment optimization, and strategic planning initiatives that support scalable revenue growth and operational excellence.

Responsibilities

• Revenue Intelligence & Forecasting
• Own and continuously improve revenue forecasting models, including pipeline, bookings, revenue, and quota attainment.
• Drive forecast rigor, governance processes, and forecasting methodologies across GTM leadership.
• Lead pipeline inspection and deal review processes to improve forecast accuracy and predictability.
• Analyze stage conversion rates, deal progression, slippage trends, and forecast variance.
• Support monthly, quarterly, and annual forecasting processes in partnership with Finance and GTM leadership.
• Sales Performance & Productivity Analytics
• Develop sales capacity models, including headcount planning, quota allocation, territory coverage, and ramp productivity.
• Evaluate sales productivity across segments, geographies, verticals, routes-to-market, and seller types.
• Support compensation plan modeling, attainment analysis, and incentive effectiveness reviews.
• Identify opportunities to improve revenue-generating efficiency and resource allocation.
• Strategic Growth & Market Analysis
• Conduct Ideal Customer Profile (ICP) analysis, market segmentation, whitespace analysis, and growth opportunity modeling.
• Analyze key SaaS business drivers including customer acquisition cost (CAC), lifetime value (LTV), funnel conversion, retention, and revenue growth metrics.
• Develop financial and business models to support pricing strategy, territory planning, market expansion, and investment decisions.
• Provide recommendations on GTM investments, territory design, and strategic growth initiatives.
• Partner & Ecosystem Performance
• Evaluate partner, channel, alliance, and ecosystem performance, including ROI and investment effectiveness.
• Assess partner economics and recommend optimization strategies to maximize growth and profitability.
• Executive Reporting & Business Insights
• Lead analytics and reporting for forecast reviews, Quarterly Business Reviews (QBRs), executive operating reviews, and Board presentations.
• Design and maintain executive dashboards and KPI reporting frameworks.
• Deliver actionable insights on performance against targets, highlighting risks, opportunities, and recommended actions.
• Translate complex data into clear, compelling executive-level narratives.
• AI & Advanced Analytics
• Leverage predictive analytics, AI-assisted forecasting, automation, anomaly detection, and scenario modeling to improve decision-making.
• Identify opportunities to enhance business intelligence capabilities and operational efficiency through technology and analytics.
• Cross-Functional Leadership
• Partner with Sales, Marketing, Customer Success, Revenue Operations, Business Systems & Data, and Finance teams to drive alignment and execution.
• Support annual planning, budgeting, and long-range strategic planning processes.
• Ensure data integrity, reporting consistency, and analytical rigor across the organization.
• Drive continuous improvement of processes, tools, systems, and reporting frameworks.
• Education
• Bachelor's degree in Finance, Accounting, Economics, Business Administration, or a related field.
• Required Qualifications
• 10+ years of experience in Revenue Operations, Revenue Analytics, FP&A, Business Intelligence, Sales Operations, or related strategic analytics functions.
• Experience supporting executive leadership teams and influencing business strategy through data-driven insights.
• Proven success in S

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