Business Development CRM & Forecasting Engine

Lead and prospect data lived in spreadsheets disconnected from the company system of record. Outreach status, opportunity potential, and pipeline value were updated by hand and stale by the time anyone looked. Forecasting was an educated guess.

Architected the business development CRM from scratch in Monday.com — a large lead and prospect database structured around BDR outreach tracking, opportunity scoring, and estimated pipeline ACV — then wired it into the company ERP through automations and a structured import/export process so pipeline status moved on a fast, largely automated cycle instead of manual re-entry. Layered a forecasting engine on top using Monte Carlo simulation to model the distribution of outcomes rather than a single number, with Bayesian updating to revise probabilities as deals moved.

Gave the BD function one source of truth connected to the system of record, and replaced gut-feel pipeline estimates with a probabilistic forecast carrying a real confidence range.