Director, Sales Reporting & Business Intelligence

General Purpose:

 

The Director, Sales Reporting & Business Intelligence is responsible for designing, leading, and continuously improving the data, analytics, and reporting ecosystem that supports commercial performance and revenue growth within TPx. This role transforms raw data from CRM, PSA, marketing, finance, and operational systems into clear, actionable insights that drive decision-making across sales leadership, executive management, and go-to-market teams. This position will need to leverage AI and advanced analytics to improve forecasting accuracy, identify revenue opportunities and risks, customer churn risks, optimize sales performance, and enable proactive, data-driven strategies.

 

Direct Reports:

Yes

 

Essential Duties and Responsibilities:

Sales Reporting & Analytics

• Owns the end-to-end sales reporting function, including dashboards, KPIs, metrics, and executive reporting.
• Defines, standardizes, and governs sales performance metrics (e.g., pipeline health, conversion rates, win/loss analysis, growth, churn risk and trends).
• Delivers clear, concise, and timely insights to sales leadership, executives, and cross-functional stakeholders.
• Translates complex data into narratives that drive understanding and action.

Business Intelligence Strategy

• Develops and executes a scalable BI strategy aligned with TPx's revenue, growth, and customer lifecycle goals.
• Integrates data across CRM, PSA, ERP, marketing automation, and finance systems.
• Ensures data accuracy, consistency, and reliability through strong data governance and validation practices.
• Partners with Sales, Marketing, Finance, and Operations to align reporting with business priorities.

AI-Driven Insights & Automation

• Leverages AI and machine learning tools to:
  • Improve sales forecasting accuracy and scenario modeling.
  • Identify patterns, trends, and anomalies in pipeline, bookings, renewals, and customer behavior.
  • Surface leading indicators of deal success, churn risk, upsell/cross-sell opportunities, and sales rep performance.
• Implements AI-powered predictive analytics and recommendation engines to guide sales strategy and prioritization.
• Automates data analysis, reporting generation, and insight delivery to reduce manual effort and increase speed-to-insight.
• Continuously evaluates emerging AI and analytics technologies relevant to MSP sales and revenue operations.

Forecasting, Revenue Planning, Account Modules Planning, and Customer Churn Analysis

• Leads sales forecasting processes, ensuring accuracy, consistency, and alignment with financial planning.
• Develops predictive models to assess pipeline coverage, deal velocity, and revenue risk.
• Collaborates with key stakeholders to identify and measure churn risk and impact
• Supports annual planning, territory design, account modules planning, and capacity modeling using data-driven approaches.

Leadership & Collaboration

• Builds, mentors, and leads a high-performing reporting and BI team.
• Acts as a trusted advisor to sales leadership and executive teams.
• Collaborates closely with IT and systems teams on data architecture, integrations, and tooling.
• Promotes a culture of data literacy, accountability, and continuous improvement across the sales organization.

 

Other Responsibilities:

• Performs other duties as assigned.

 

Required Qualifications:

Education & Experience

• Bachelor's degree in analytics, business administration, or a related field or equivalent combination of education and experience.
• Minimum 8 years' experience in finance, sales analytics, business intelligence, revenue operations, or a related field.
• Minimum 5 years' experience in a leadership or senior individual contributor role.
• Experience in an MSP, SaaS, or recurring revenue business model strongly preferred.

• Experience implementing or managing AI/ML-driven analytics solutions.

Knowledge, Skills & Abilities

• Deep expertise with CRM systems (e.g., Salesforce), PSA tools, and BI platforms (e.g., Power BI, Tableau, Looker).
• Strong understanding of financial modeling, sales processes, pipeline management, revenue forecasting, customer churn, etc.
• Proven ability to translate data into executive-level insights and recommendations.

• Familiarity with data warehousing, ETL processes, and c