• Own weekly, monthly, and quarterly forecasting processes • Drive forecast accuracy and visibility into bookings, backlog, revenue, and utilization • Develop predictive pipeline models including stage weighting, velocity, and win rates • Partner with Finance to align bookings forecasts with revenue recognition planning • Deliver executive dashboards and board-ready reporting • Own Salesforce CRM architecture, hygiene, reporting standards, and pipeline integrity • Define opportunity stage criteria and enforce sales methodology (e.g., MEDDPICC) • Standardize pipeline reviews, forecasting cadence, and reporting rhythms • Integrate CRM with PSA / ERP systems for services forecasting visibility • Drive automation across pipeline management and account planning • Design and administer sales compensation plans aligned to bookings and revenue realization • Model quota allocation and attainment scenarios • Manage SPIFF programs and incentive structures • Oversee partner-influenced crediting logic • Ensure data accuracy for commission reporting and auditability • Align co-sell motion with Salesforce AEs and RVPs • Track partner-sourced and partner-influenced pipeline • Support AppExchange / Industry Cloud reporting requirements • Manage MDF tracking and ROI reporting • Support partner tier advancement strategies such as Crest or Summit • Model sales capacity, ramp time, and territory design • Analyze vertical performance across key Salesforce solutions (e.g., Financial Services Cloud, Data Cloud) • Align resource planning with bookings targets • Identify whitespace opportunities across accounts and industries • Lead QBR preparation and territory performance reviews • Standardize pricing approval workflows • Improve proposal-to-close cycle time • Establish scalable operating cadence across regions