About this role
Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle.
Lead Analyst, Forecasting & Pipeline Management
Location: Hybrid / Remote Job Type: Full-time
Job Description
Seeking a Lead Analyst, Forecasting & Pipeline Management to own and drive forecasting accuracy and pipeline health across the go-to-market organization. This role is responsible for establishing and executing a structured forecasting cadence, leading pipeline reviews, and ensuring pipeline hygiene to support reliable revenue visibility.
This is an individual contributor role with strong cross-functional influence across Sales, RevOps, Finance, and Systems teams. The role operates independently, leading key processes and initiatives that directly impact forecast accuracy and pipeline effectiveness.
Key Responsibilities
Forecasting
Establish and formalize the forecasting cadence, process, and operating model
Define inputs, timelines, and governance for forecast submission, consolidation, and review
Consolidate and validate forecasts across regions and segments to ensure accuracy and consistency
Develop standardized forecast views (commit, upside, risk) aligned to revenue targets
Deliver clear visibility into forecast performance, gaps, and risk areas
Produce executive-ready insights, including variance analysis, risk identification, and gap-to-target actions
Pipeline Management
Lead pipeline review and inspection cadences with Sales leadership
Analyze pipeline health (coverage, conversion, velocity, aging, slippage)
Identify pipeline gaps and risks relative to targets and historical benchmarks
Establish and enforce pipeline hygiene standards (data accuracy, activity, stage management)
Drive accountability across Sales teams to maintain high-quality pipeline data
Insights & Analytics
Develop reporting on pipeline coverage, forecast accuracy, and performance trends
Build pipeline analytics (conversion rates, stage progression, deal velocity)
Translate data into actionable insights on risks, opportunities, and drivers of performance
Support QBRs, pipeline calls, and executive reporting with data-driven insights
Cross-Functional Collaboration & Ownership
Partner with Sales, Finance, RevOps, Marketing Ops, and Systems teams
Align on forecasting methodology, pipeline definitions, and reporting standards
Ensure consistency and data integrity across systems (SFDC, Clari, territory management tools)
Lead process improvements and initiatives to enhance forecasting accuracy and pipeline visibility
Serve as subject matter expert for forecasting and pipeline management
Qualifications and Skills
Bachelor’s degree in business, analytics, or related field
8+ years in Sales Operations, RevOps, or Sales Analytics
Experience owning forecasting processes and pipeline management cadences
Strong understanding of pipeline metrics (coverage, conversion, velocity, slippage)
Advanced Excel; experience with Salesforce (SFDC) required; Clari preferred
Experience with Tableau or similar BI tools
Strong analytical and problem-solving skills
Ability to translate complex data into actionable insights
Strong communication and stakeholder influence skills
Experience working cross-functionally across Sales, RevOps, and Finance
Pay Range$125,000—$140,000 USDBlack Duck is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran or military service status, or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.