Lead Analyst, Forecasting & Pipeline Management

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 USD

Black 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.