Sales Forecasting & Pipeline Lead

About the role

Accelerate your career. Join the organization that's driving the world's technology and shape the future.

Ingram Micro is a leading technology company for the global information technology ecosystem. With the ability to reach nearly 90% of the global population, we play a vital role in the worldwide IT sales channel, bringing products and services from technology manufacturers and cloud providers to business-to-business technology experts. Our market reach, diverse solutions and services portfolio, and digital platform Ingram Micro Xvantage™ set us apart.

Come join our team where you'll make technology happen in surprising ways. Let's shape tomorrow - it'll be a fun journey!

Position Summary

The Forecasting & Pipeline Pillar Lead owns the strategy, standards, governance, and operating rhythms that create a reliable view of revenue gap, surplus, risk, and required action. The role establishes consistent pipeline management and forecasting practices, improves data quality and forecast accuracy, and increases leadership confidence in revenue visibility.

This is a strategic Revenue Operations leadership role focused on building scalable, repeatable programs and driving adoption across sales teams. It is not limited to producing reports or coordinating one-time activities.

Key Responsibilities

Forecasting Strategy & Governance

• Define and maintain the forecasting methodology, principles, categories, and standards used across the sales organization.
• Establish consistent forecast review, calibration, inspection, and escalation routines.
• Create common definitions for commit, best case, pipeline, risk, and upside so rollups are comparable across teams.
• Drive forecast accountability through clear ownership, evidence-based decisions, and measurable operating expectations.

Pipeline Management & Data Quality

• Own the end-to-end pipeline governance framework, including common stages, exit criteria, required data, and hygiene standards.
• Improve visibility into coverage, gaps, surplus, stage progression, aging, conversion, and stalled opportunities.
• Partner with sales leaders to embed weekly pipeline inspection and proactive risk management into the rhythm of business.
• Establish controls that improve the completeness, freshness, and reliability of pipeline and forecast inputs.

Revenue Visibility & Insights

• Partner with analytics, CRM, and business teams to create a consistent, trusted view of pipeline and forecast performance.
• Translate revenue signals into clear actions, decisions, risks, and recommendations for sales leadership.
• Define KPI baselines and monitor forecast accuracy, pipeline coverage, stage conversion, aging, and data quality.
• Identify systemic gaps, process breakdowns, and opportunities for continuous improvement.

Program Leadership & Adoption

• Build a pillar charter, roadmap, milestones, decision log, risk and dependency log, and review cadence.
• Lead cross-functional initiatives that standardize forecasting and pipeline practices across business units.
• Partner with Enablement to develop manager and seller training, playbooks, communications, and coaching tools.
• Drive adoption through stakeholder alignment, change management, governance, and transparent measurement.

Cross-Functional Leadership

• Align sales leaders, Sales Excellence, Finance, analytics, CRM, product, and enablement partners around a shared operating model.
• Facilitate governance forums and executive reviews, resolve dependencies, and escalate decisions when needed.
• Ensure Forecasting & Pipeline remains connected to Growth, Territory & Segmentation, Enablement, and Productivity priorities.

Required Qualifications

• Experience in Revenue Operations, Sales Operations, Sales Strategy, Business Operations, or Commercial Excellence.
• Demonstrated experience designing or leading forecasting, pipeline management, or revenue-governance programs.
• Strong understanding of sales processes, CRM data, revenue analytics, and performance-management practices.
• Ability to translate complex data into practical recommendations and clear executive-level communication.
• Proven ability to influence cross-functional stakeholders and drive change without direct authority.
• Strong program leadership, facilitation, governance, and change-management capabilities.

Preferred Qualifications

• Thinks like a Revenue Operations leader, balancing strategy, process, data, adoption, and business outcomes.
• Can diagnose why a forecast or pipeline view is unreliable and mobilize the right teams to address root causes.
• Creates discipline without adding unnecessary bureaucracy.
• Comfortably challenges assumptions, facilitates decisions, and communicates with senior leaders.
• Builds scalable operating models rather than isolated reports or one-time solutions.

#LI-Hybrid

Pay and benefits

The typical base pay range for this role across the U.S. is USD $88,700.00 - $150,800.00 per year.

The ranges above reflect the potential annual base pay across the U.S. for all roles; the applicable base pay range will depend on the candidate's primary work location, pay grade, and variable compensation plan. Individual base pay within each range depends on various factors, in addition to primary work location, such as complexity and responsibility of role, job duties/requirements, and relevant experience and skills.

Base pay ranges are reviewed and typically updated each year. Offers are made within the base pay range applicable at the time of hire. New hires starting base pay generally falls in the bottom half (between the minimum and midpoint) of a pay range.

At Ingram Micro certain roles are eligible for additional rewards, including merit increases, annual bonus or sales incentives and long-term incentives. These awards are allocated based on position level and individual performance. U.S.-based employees have access to healthcare benefits, paid time off, parental leave, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and wellbeing benefits, among others.

This is not a complete listing of the job duties. It's a representation of the things you will be doing, and you may not perform all these duties.

Please be prepared to pass a drug test and successfully pass a pre-employment (post offer) background check.