--- title: 'Director, Revenue Intelligence & Analytics at UPSTACK' canonical: 'https://feeny.ai/job/director-revenue-intelligence-analytics-upstack-united-states-99vym82wetem' type: 'job' last_seen: '2026-09-17' --- # Director, Revenue Intelligence & Analytics at UPSTACK - **Company:** UPSTACK - **Location:** United States - **Work type:** remote - **Posted:** 2026-06-03 - **Last confirmed live:** 2026-09-17 - **Apply:** https://job-boards.greenhouse.io/upstack/jobs/5239447008 ## Job description ## Overview [UPSTACK](https://www.linkedin.com/safety/go/?url=https%3A%2F%2Fupstack%2Ecom%2F&urlhash=M8m1&mt=1HA734qq7T_N4TN4bluidesCvkaphuM5Rk3PxrV08nRz7M3_oi2WwcLAwdURTxHmz5vLnp4XDMCbYruDyU-lOzI0EF8&isSdui=true) is the leading full-service technology brokerage that empowers businesses to make smarter technology investments. Through a vendor-neutral approach, UPSTACK delivers expert advisory and execution services across the entire technology landscape—including data center colocation, cloud, connectivity, networking, cybersecurity, AI, and more—at no additional cost to our clients. Under the leadership of Founder and CEO [Christopher Trapp](https://www.linkedin.com/in/ctrapp/?miniProfileUrn=urn%3Ali%3Afs_miniProfile%3AACoAAAChg5gBosQ3WiZEIVmxE-krU76_xTVRZmk&lipi=urn%3Ali%3Apage%3Ad_flagship3_search_srp_all%3BLXfm70vXQ0yeXVdgjJ%2BCxQ%3D%3D), UPSTACK is committed to exceptional customer experiences, serving 6,500+ clients—from SMBs to enterprises—and managing over $1B+ in annual technology spend across industries. ## About the Role We are seeking a strategic and analytical Director, Revenue Intelligence & Analytics to serve as a trusted partner to the Chief Revenue Officer (CRO) and Go-to-Market (GTM) leadership team. This leader will drive business performance through revenue intelligence, forecasting excellence, financial and operational analytics, and AI-driven insights. The ideal candidate combines deep expertise in revenue operations, financial planning, and business analytics with the ability to influence executive decision-making. This role will lead forecasting governance, pipeline analytics, productivity measurement, partner economics, investment optimization, and strategic planning initiatives that support scalable revenue growth and operational excellence. ## Key Responsibilities Revenue Intelligence & Forecasting - Own and continuously improve revenue forecasting models, including pipeline, bookings, revenue, and quota attainment. - Drive forecast rigor, governance processes, and forecasting methodologies across GTM leadership. - Lead pipeline inspection and deal review processes to improve forecast accuracy and predictability. - Analyze stage conversion rates, deal progression, slippage trends, and forecast variance. - Support monthly, quarterly, and annual forecasting processes in partnership with Finance and GTM leadership. Sales Performance & Productivity Analytics - Develop sales capacity models, including headcount planning, quota allocation, territory coverage, and ramp productivity. - Evaluate sales productivity across segments, geographies, verticals, routes-to-market, and seller types. - Support compensation plan modeling, attainment analysis, and incentive effectiveness reviews. - Identify opportunities to improve revenue-generating efficiency and resource allocation. Strategic Growth & Market Analysis - Conduct Ideal Customer Profile (ICP) analysis, market segmentation, whitespace analysis, and growth opportunity modeling. - Analyze key SaaS business drivers including customer acquisition cost (CAC), lifetime value (LTV), funnel conversion, retention, and revenue growth metrics. - Develop financial and business models to support pricing strategy, territory planning, market expansion, and investment decisions. - Provide recommendations on GTM investments, territory design, and strategic growth initiatives. Partner & Ecosystem Performance - Evaluate partner, channel, alliance, and ecosystem performance, including ROI and investment effectiveness. - Assess partner economics and recommend optimization strategies to maximize growth and profitability. Executive Reporting & Business Insights - Lead analytics and reporting for forecast reviews, Quarterly Business Reviews (QBRs), executive operating reviews, and Board presentations. - Design and maintain executive dashboards and KPI reporting frameworks. - Deliver actionable insights on performance against targets, highlighting risks, opportunities, and recommended actions. - Translate complex data into clear, compelling executive-level narratives. AI & Advanced Analytics - Leverage predictive analytics, AI-assisted forecasting, automation, anomaly detection, and scenario modeling to improve decision-making. - Identify opportunities to enhance business intelligence capabilities and operational efficiency through technology and analytics. Cross-Functional Leadership - Partner with Sales, Marketing, Customer Success, Revenue Operations, Business Systems & Data, and Finance teams to drive alignment and execution. - Support annual planning, budgeting, and long-range strategic planning processes. - Ensure data integrity, reporting consistency, and analytical rigor across the organization. - Drive continuous improvement of processes, tools, systems, and reporting frameworks. Education - Bachelor's degree in Finance, Accounting, Economics, Business Administration, or a related field. Required Qualifications - 10+ years of experience in Revenue Operations, Revenue Analytics, FP&A, Business Intelligence, Sales Operations, or related strategic analytics functions. - Experience supporting executive leadership teams and influencing business strategy through data-driven insights. - Proven success in SaaS, subscription-based, or high-growth technology environments. - Demonstrated experience building and managing forecasting, planning, and performance management processes. - Deep knowledge of: - Revenue Operations principles - Forecast governance and pipeline management - Territory design and sales capacity planning - Compensation and incentive design - Partner and ecosystem business models - SaaS growth metrics and revenue architecture - FP&A, forecasting, budgeting, and variance analysis - Revenue modeling concepts including ARR, MRR, bookings, churn, and pipeline metrics - GTM business models and sales performance measurement - Advanced proficiency with: - Salesforce - SQL - Snowflake - Gong - HubSpot - Marketo - Power BI, Tableau, or similar BI platforms - Excel and financial modeling tools - Predictive analytics and AI-enabled business analysis solutions - Exceptional analytical and problem-solving skills. - Strong executive communication and data storytelling capabilities. - Ability to synthesize large, complex datasets into actionable business recommendations. - Excellent stakeholder management and cross-functional collaboration skills. - Strong project management and prioritization abilities. - High attention to detail and commitment to data accuracy. Additional Requirements - Ability to influence executive decision-making through quantitative analysis and strategic recommendations. - Demonstrated ability to challenge assumptions and drive accountability through business inspection processes. - Experience balancing strategic planning with operational execution. - Strong business acumen with a focus on ROI-driven investment decisions. - Ability to thrive in a fast-paced, high-growth environment with evolving priorities. - Proven track record of identifying business risks and opportunities proactively. - Experience building scalable analytical frameworks and financial models that support company growth. - Ability to partner effectively with both technical and non-technical stakeholders. - Commitment to continuous improvement, operational excellence, and innovation. Salary Range Employees new to UPSTACK typically come in at the start of the pay range. UPSTACK focuses on providing a simple and transparent pay structure, which is based on a variety of factors, including location, experience, and job-related skills. The salary range for this role is $170,000.00 to $190,000.00 annually plus participation in the annual bonus program. Compensation includes base salary and benefits. Closing UPSTACK is an Equal Opportunity Employer and does not discriminate based on race, gender, ethnicity, religion, national origin, age, disability, veteran status, gender identity/expression, sexual orientation, or on any other basis prohibited by law. Consistent with applicable state and local law, UPSTACK will consider employment for all qualified applicants. UPSTACK is committed to providing reasonable accommodations to individuals with disabilities as required by applicable law. Accommodations may include adjustments to the application, interview, or assessment process, as well as modifications to the work environment or job duties to enable individuals to perform the essential functions of the role. Requests for accommodations will be evaluated on a case-by-case basis and provided unless they impose an undue hardship on the organization. At this time, UPSTACK will not sponsor a new applicant for employment authorization for this position. We endeavor to make the application process accessible to all applicants. If you would like to contact us regarding accessibility and/or need assistance completing the application process, please contact us at recruiting@upstack.com. ## About UPSTACK ## Company Overview - **One-liner**: UPSTACK is a full-service technology brokerage that helps businesses source, deploy, and manage enterprise-grade IT infrastructure through a vendor-neutral, data-driven advisory model. - **Entity Type**: Private (growth-stage; raised over $350M in total capital) - **Headquarters**: New York, New York, United States - **Founded**: 2017 - **Founders**: Christopher Trapp (Founder & CEO) ## Core Business - **Primary industry**: Technology advisory / IT services and consulting; focused on digital infrastructure (colocation, cloud, connectivity, networking, cybersecurity, AI) - **Target customers**: B2B – primarily enterprise (Fortune 1000) and mid-market businesses - **Mission / purpose**: “Empower businesses of all sizes with enterprise-grade technology and execution services to make it easier to optimize the value of business-critical technology investments.” ## Products & Services - **Advisory Services**: Vendor-neutral sourcing and procurement for colocation, hybrid cloud, internet connectivity, SD-WAN, UCaaS, CCaaS, cybersecurity, and AI/ML solutions. Includes contract benchmarking, price negotiation, and vendor selection. - **Execution Services**: End-to-end implementation management – coordinating site access, tracking install milestones, managing vendor escalations, and trouble ticket resolution. - **Contract & Inventory Management**: Centralized tracking of vendor contracts, renewal timelines, service inventory, and disconnection of unused services. - **Customer Success & Account Management**: Ongoing support for vendor issue resolution, performance monitoring, and SLA enforcement. ## Market Standing - **Valuation / Market Cap**: Not publicly disclosed - **Key Metric**: Total funding raised – **over $350 million** (as of 2024) - **Notable Investors & Partners**: - Berkshire Partners ($85M minority growth equity, 2021) - Metropolitan Partners Group ($45M growth financing, 2021) - Morgan Stanley & MidCap Financial ($200M financing for acquisitions, 2022) - **Growth Signals**: - Fastest-growing technology advisory firm on the Inc. 5000 (#101 in 2024, 478% 3-year CAGR) - 865% growth over three years - Net Promoter Score of **82** and **99% client retention** - Over 1,000 customers and 220+ team members - Named to CRN Solution Provider 500 ## Competitive Advantages - **Vendor-agnostic model**: No quotas, no exclusive vendor relationships, no biased incentives – fees are paid by vendors, so services are free to clients. - **Data-driven insights**: Proprietary database of 80 million data points from thousands of transactions enables real-time price benchmarking and informed recommendations. - **Full lifecycle support**: From sourcing and negotiation to implementation and ongoing account management – all at no cost to the client. - **High trust metrics**: NPS of 82 and 99% client retention demonstrate consistent delivery of value. ## Strategic Focus - Continue scaling through a combination of organic growth and strategic acquisitions (financed by $200M debt facility) - Expand AI/ML advisory capabilities and data center marketplace offerings - Deepen relationships with both enterprise clients and technology vendors - Maintain culture of transparency and client-first service while growing headcount ## Why Work Here - **Culture**: Described as collaborative and driven, with a focus on “UPSTACKers” who come from diverse backgrounds and share a drive to make an impact. - **Work model**: Hybrid environment – headquarters at 7 World Trade Center in NYC, plus office spaces across the U.S. and remote/home-office options globally. - **Growth opportunities**: Rapidly scaling company (220+ employees) with clear career advancement paths in advisory, execution, and data analytics. - **Perks**: Not explicitly detailed on the website, but Built In NYC profile (linked below) highlights a tech-forward culture and strong employee satisfaction. ## Sources 1. [upstack.com](https://upstack.com/) 2. [upstack.com/about](https://upstack.com/about/) 3. [LinkedIn](https://www.linkedin.com/company/connect-with-upstack) 4. [Built In NYC](https://www.builtinnyc.com/company/upstack) 5. [CB Insights](https://www.cbinsights.com/company/upstack) ## Other roles at UPSTACK - [Account Executive, Advisory Services](https://feeny.ai/job/account-executive-advisory-services-upstack-united-states-5dedk79t6nfb) — United States - [Account Executive, Advisory Services](https://feeny.ai/job/account-executive-advisory-services-upstack-united-states-wbn7rthakmjb) — United States - [Account Executive, Advisory Services](https://feeny.ai/job/account-executive-advisory-services-upstack-united-states-qpxckcmnc7gs) — United States - [VP, Supplier Strategy](https://feeny.ai/job/vp-supplier-strategy-upstack-remote-7cevqq6hxpnc)