Director, FP&A - Revenue & GTM

Overview

This role serves as a strategic financial partner to the Chief Revenue Officer (CRO), sales leadership, and go-to-market (GTM) teams. The Director of FP&A — Revenue & GTM owns the end-to-end revenue planning process across three primary revenue streams:

• SaaS/subscription revenue
• Managed Services recurring revenue
• Professional Services project revenue

The position focuses on forecasting, revenue recognition modeling, GTM financial strategy, and revenue operations governance, including Salesforce (SFDC) data hygiene and commissions accuracy. It also supports transitions from usage-based to subscription billing and prepares for a potential refinancing event.

Salary range: 175–195,000 USD per year.

Responsibilities

Revenue Planning & Forecasting

• Own the end-to-end revenue forecast model covering SaaS ARR/MRR, Managed Services recurring revenue, and Professional Services project revenue, including a full waterfall from bookings through recognized revenue
• Develop and maintain a rolling 12-month revenue forecast, updated monthly in collaboration with the CRO, regional VPs, and Sales Ops
• Lead weekly and monthly forecast review calls with sales leadership, driving accountability for pipeline hygiene, stage progression, and close-date accuracy
• Build and maintain ASC 606 compliant revenue recognition models, including SSP allocation across performance obligations and deferred revenue schedules for the SaaS-to-subscription transition
• Produce scenario analyses (upside/downside/base) for leadership and board consumption, clearly articulating key revenue risks and opportunities

Sales Operations & CRM Governance

• Partner with the CRO and Sales Ops to own the Salesforce (SFDC) data governance framework, including enforcing field hygiene, pipeline stage definitions, opportunity validation rules, and close-date discipline
• Design and enforce the Quota Coverage Review (QCR) process to identify coverage gaps, concentration risks, and capacity shortfalls in the annual sales plan
• Lead territory design and quota-setting processes for the annual plan in collaboration with HR, Sales Leadership, and Compensation teams
• Build and maintain the revenue operations reporting stack, including pipeline velocity, win/loss analysis, ACV by segment, sales cycle analytics, logo retention, and net revenue retention (NRR)
• Serve as the finance liaison for CRM optimization and any ERP/CRM integration work to ensure system changes support accurate revenue reporting
• Lead or partner on Order-to-Cash (O2C) integration initiatives, mapping and improving the end-to-end flow from opportunity creation in SFDC through CPQ, order management, billing, AR, and cash application in the ERP (Oracle), and closing data gaps that drive revenue leakage, billing errors, or AR aging issues
• Partner with IT, Sales Ops, and Accounting to design O2C workflows supporting the subscription billing transition, including automated invoicing triggers, dunning logic, and deferred revenue hand-offs between systems

Commissions & Incentive Compensation

• Own the monthly commissions calculation and reconciliation process, partnering with Sales Ops and HR to validate attainment and payout accuracy
• Maintain commission capitalization schedules under ASC 340-40, ensuring proper amortization of incremental contract acquisition costs in accordance with company policy
• Evaluate and recommend improvements to incentive compensation plan (ICP) design to align rep behavior with ARR growth, multi-year deal structuring, and professional services attach rates
• Implement or enhance commissions management tooling (e.g., CaptivateIQ, Xactly, or SFDC-native solutions) to improve accuracy, auditability, and payout timeliness

GTM Financial Partnership & Strategic Analysis

• Serve as the dedicated financial business partner to the CRO and GTM leadership team, participating in QBRs, sales all-hands, and strategic planning sessions
• Analyze customer economics, including CAC, LTV, payback period, NRR, gross and net churn by product line and customer segment
• Build financial models to evaluate pricing changes, new product launches, bundle constructs, and professional services pricing for managed services engagements
• Support M&A due diligence and refinancing workstreams by providing normalized ARR schedules, revenue quality analysis, and cohort data
• Evaluate and support the build-out of FP&A systems infrastructure (Adaptive Insights, Anaplan, or equivalent) to improve forecast automation and reduce manual model maintenance

Qualifications

Required

• 10–12+ years of progressive finance experience, with at least 5+ years in FP&A roles supporting revenue or GTM functions at a SaaS, legal tech, or B2B technology company
• Direct experience owning revenue forecast processes across multiple revenue streams, including SaaS subscription, managed services, and professional/consulting services
• Demonstrated experience working within or alongside Sales Operations, including CRM governance (Salesforce), pipeline reporting, and territory/quota design
• Hands-on commissions management experience, including calculation, dispute resolution, and capitalization accounting under ASC 340-40
• Working knowledge of ASC 606 revenue recognition, including multi-element arrangements, SSP allocation, and deferred revenue waterfall modeling
• Expert-level financial modeling skills in Excel; experience with EPM/FP&A platforms—Oracle PBCS strongly preferred for planning and forecasting infrastructure; familiarity with FCCS a plus
• Demonstrated experience leading or supporting Order-to-Cash (O2C) process integration, including system connectivity between CRM (SFDC), CPQ, ERP (Oracle/NetSuite), and billing platforms, with a focus on revenue data integrity, AR automation, and cash application accuracy
• Strong executive presence with the ability to lead cross-functional forecast calls and challenge CRO-level stakeholders with data

Preferred

• Experience in legal technology, eDiscovery, information governance, or adjacent B2B SaaS verticals
• Prior exposure to PE-backed company environments, QofE processes, or leveraged capital structure reporting
• CPA, CFA, or MBA from a top program
• Familiarity with commissions automation platforms (CaptivateIQ, Xactly, Spiff)
• Experience supporting or leading a transition from usage-based to subscription billing models

Compensation & Benefits

• Salary range: 175–195,000 USD per year

Location

Location not specified in the provided job description.

What Success Looks Like in Year One

• Revenue forecast accuracy within ±3% of actuals for 3 consecutive quarters
• SFDC pipeline data governance framework deployed with measurable improvement in data quality scores
• Commissions process fully documented and automated with zero material errors in quarterly payouts
• ASC 606 compliant revenue recognition model built and validated for the subscription transition
• QCR analysis embedded as a standing agenda item in monthly CRO leadership reviews
• NRR and logo churn metrics published monthly with full cohort-level breakdowns