Job Description

Overview:
IDC is seeking a dynamic and experienced Sales Analytics Manager to be an integral part of our team and be responsible for transforming complex data into actionable insights and presenting them in a clear, compelling manner. You are a strategic thinker with a strong analytical mindset, have a deep understanding of sales processes and metrics, and a passion for data driven decision making.
This role is pivotal in shaping the future of our sales team's success and directly influencing our company's growth trajectory. As a Sales Analytics Manager, you will have the unique opportunity to design and implement analytic frameworks that provide actionable insights to the Sales team, driving exceptional performance and results. Your work will be at the intersection of data analytics, strategic planning, and cross-functional collaboration, allowing you to make a tangible impact on our business outcomes.
This role reports to the SVP, Revenue Operations, who is based in the US, and manages a Manager, Sales Analytics in India. Responsibilities:

• Create and maintain reports that benchmark sales performance, identifying strengths and areas for improvement.
• Assess and analyze pipeline generation efforts, providing insights into lead conversion rates, pipeline health, and sales cycle trends.
• Build and refine a suite of standardized reports and dashboards to ensure visibility into key sales metrics.
• Transition existing performance and forecast reports from spreadsheets into automated, scalable reporting solutions.
• Work with sales leadership to enhance forecasting models, incorporating historical data and predictive analytics.
• Conduct deep-dive analyses to identify trends, risks, and opportunities that inform sales strategies and business decisions.
• Define the strategic approach for report tooling and implement scalable BI solutions to support sales analytics.

Qualifications:

• Minimum of 4-6 years in a GTM Operations or Finance role
• Proficiency in PowerBI or similar BI solutions to develop and manage reporting frameworks.
• Advanced experience with Salesforce, including creating reports, dashboards, and data visualization.
• Strong understanding of sales metrics including weighted pipeline, pipeline velocity, win rates, linearity, and other performance indicators.
• Experience leading reporting initiatives with a structured change management process to ensure adoption and consistency.
• Strong philosophy of report management, including tool selection, organization, and standardization to maintain consistency and accuracy.
• Knowledge of sales enablement tools like Clari, Outreach, Gong, or similar platforms.
• Experience leveraging advanced predictive analytics techniques to improve revenue forecasting, pipeline health assessment, and risk mitigation.
• Ability to query and manipulate large datasets for deeper analysis.
• Expertise in presenting data-driven insights through compelling visualizations.
• The work location is US - Remote with very rare to no travel involved

Why IDC?
IDC is the most respected global technology market research firm. We are changing the way the world thinks about the impact of technology on business and society. Our people, data, and analytics create global technology insights that accelerate customer success. IDC has been recognized for five consecutive years (2020, 2021, 2022, 2023, 2024) by the IIAR as the which is one of the highest accolades for the technology market research industry.
Our collaborative, innovative and entrepreneurial culture is the perfect place for you to discover your future!
Recruitment Fraud Notice: IDG/IDC/Foundry would like to inform you that we conduct our formal communications via corporate email, our Applicant Tracking System iCIMS, LinkedIn messaging, or directly by phone. We do not use any other platform (including Telegram, WhatsApp, Signal, text, instant message, etc.) to communicate with prospective candidates. If you receive any communication outside of our formal communications channels, please ignore it and block the sender or caller. In addition, we do not ask candidates to provide sensitive personally identifiable information such as bank account or social security numbers. If you have been contacted by someone claiming to represent a job offer, please report it as potential job fraud to law enforcement.
(US ONLY) IDC is an Equal Opportunity Employer. Applicants and employees are considered for positions and are evaluated without regard to mental or physical disability, handicap, race, color, religion, gender, gender identity and expression, ancestry, national origin, age, genetic information, military or veteran status, sexual orientation, marital status or other categories protected by law.
At IDC, we are committed to fair and equitable pay practices. We pay our employees equitably for their work, commensurate with their individual skills and experience. Salary range and additional compensation, including discretionary bonuses and incentive pay, are determined by a rigorous review process. This process considers the experience, education, certifications, and skills required for the specific role, equity with similarly situated employees, as well as employer-verified US region-specific market data provided by an independent 3rd party partner. The expected total annual compensation, depending on location and experience, is between $100,000 - $150,000 and is inclusive of base salary and commission.

Skills Required