Financial Planning and Analysis Manager-(Renewals)

Overview

This role is an individual contributor position within GTM FP&A focused on renewal base analytics and bookings classification framework ownership. The position works at the intersection of finance, revenue operations, and go-to-market strategy, bringing Enterprise Software FP&A expertise to renewal base health, multi-year forecasting, and bookings policy. The role shapes how the business plans, compensates, and reports on renewal base performance.

Responsibilities

Renewal Base Ownership

• Own and maintain the renewal base model, producing reliable multi-year forecasts that inform company-level planning
• Set renewal base targets and quotas for annual planning cycles, partnering with Sales, RevOps, and Finance management to align on assumptions
• Define renewal base inputs for compensation planning, ensuring quota-setting methodology is consistent and defensible
• Serve as the primary point of escalation for renewal base discrepancies; investigate and resolve data or methodology issues raised by sales, CS, and finance stakeholders

Bookings Policy & Classification

• Own the framework for how bookings are classified (new, expansion, or renewal) and ensure consistent application across the business
• Define and maintain bookings policy, including what constitutes a genuine new workflow versus management of churned accounts or churned workflows
• Partner with RevOps to operationalize policy decisions in CRM and reporting systems, and serve as the subject matter expert when edge cases arise

Enterprise FP&A Partnership

• Serve as the GTM FP&A owner for renewal-driven revenue by integrating renewal base forecasts into broader company operating plans, long-range models, and board-level reporting
• Partner with Finance management to translate renewal base performance into P&L implications, connecting ARR trends, net retention, and bookings mix to revenue recognition and growth narratives
• Support annual planning and reforecasting cycles with structured scenario analysis, bridging GTM assumptions to financial outcomes across the enterprise

Systems & Reporting Partnership

• Work with IT and Salesforce engineering teams to convert bookings policy and renewal base logic into system rules, workflows, and reports; serve as the business-side Subject Matter Expert (SME)
• Define requirements and ensure system operations align with the intended policy

Requirements

• 5–7 years of FP&A experience, with meaningful time spent in Enterprise Software or SaaS; able to model, plan, and report recurring revenue businesses at the company level
• Deep knowledge of ARR/renewal mechanics, bookings definitions, and how they interact with quota and compensation design
• Proven ability to build and maintain complex financial models and connect GTM metrics to enterprise-level financial planning (operating plan, long-range plan, board materials)
• Experience supporting or owning a full annual planning cycle, from GTM target-setting through finance consolidation
• Ability to work cross-functionally and influence without authority; regularly align stakeholders across sales, finance, and ops
• Clear communicator who can translate nuanced policy decisions into simple, actionable guidance for the field
• High attention to detail and comfort operating in ambiguity, especially when defining or adjudicating edge cases in policy
• Experience working with IT or technical teams to translate business requirements into CRM reasoning, reports, or workflows

Preferred Qualifications

• Experience with Salesforce, Clari, or similar CRM/forecasting tools
• Prior exposure to compensation planning processes (OTE, quota-setting)
• Background working closely with or embedded within a RevOps function

Compensation & Benefits

• Compensation type: base salary (no variable compensation component)
• Typical starting salary range: $106,900—$169,100 USD
• Typical starting salary range in select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area): $128,200—$202,700 USD
• Competitive pay based on the work performed (not previous salary)
• Health coverage for you and your family in many locations
• Flexible locations and schedules for many roles
• Generous vacation time each year
• Company match up to $2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year to use toward volunteer projects
• Minimum of 16 weeks of parental leave
• Stock program eligibility in addition to cash compensation
• Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings
• Additional benefits with an emphasis on employee well-being

Location

This is a distributed role with flexible locations and schedules. Salary ranges vary by location, including the select locations listed above.