Overview
This role involves serving as a strategic finance partner to Sales leadership across geographic sales regions while owning the global sales capacity framework. The position is central to go-to-market decision-making, helping leadership optimize investment, improve productivity, and drive predictable annual recurring revenue (ARR) growth. It requires strong business partnership skills, analytical rigor, and the ability to translate complex data into clear recommendations. The ideal candidate will have deep SaaS operating knowledge, excellent financial modeling, and executive communication skills.
Responsibilities
- Act as the primary finance partner to Sales leadership across geographic sales and security-focused teams.
- Provide proactive financial guidance to support strategic planning, investment decisions, and operational execution.
- Build strong partnerships with regional Sales leaders and cross-functional stakeholders.
- Lead forecasting, planning, and performance management across assigned geographies, including bookings, ARR, compensation analysis, operating expenses, and headcount.
- Deliver timely and accurate monthly, quarterly, and annual forecasts.
- Analyze business performance, identify trends, and recommend actions.
- Own and maintain the global sales capacity model.
- Develop and refine assumptions related to headcount, ramp, productivity, quota, and coverage.
- Evaluate investment scenarios and provide recommendations to optimize growth and efficiency.
- Partner closely with GTM Finance leadership and the Forecast Integrity team to support in-quarter forecasting.
- Provide detailed analysis of new ARR, expansion ARR, pipeline trends, and forecast risk.
- Ensure alignment between regional forecasts and corporate expectations.
- Deliver insights on productivity, attainment, territory performance, and resource allocation.
- Support annual planning, quota setting, and investment prioritization.
- Identify risks, opportunities, and strategic trade-offs.
- Present recommendations and business insights to senior Sales and Finance leaders.
- Influence decisions through fact-based analysis and strong business judgment.
Requirements
- 8+ years of experience in FP&A, GTM Finance, Sales Finance, or related roles within a high-growth SaaS environment.
- Deep understanding of SaaS business models, ARR metrics, and sales productivity drivers.
- Strong financial modeling, forecasting, and analytical capabilities.
- Experience building sales capacity, productivity, or quota models.
- Proven ability to partner effectively with VP-level business leaders.
- Excellent communication, presentation, and influencing skills.
- Advanced Excel and financial systems expertise; experience with modern Enterprise Performance Management (EPM) platforms preferred.
Preferred Qualifications
- Experience supporting multi-region GTM finance (AMER, EMEA, or global).
- Experience supporting enterprise sales organizations and partner channels.
- Familiarity with IPO readiness and public company operating cadence.
Compensation & Benefits
- Unlimited paid time off, 12 paid holidays, plus 4 additional global self-care days and 24 paid volunteer hours annually.
- Paid parental leave: 8 weeks for all parents, 16 weeks for birthing parents.
- Medical, dental, and vision coverage starting on the first day.
- Mental health support, therapy sessions, and digital wellness tools via an Employee Assistance Program.
- 401(k) retirement plan with company matching contributions.
- Fertility, adoption, and surrogacy support, plus paid volunteer time.
- 24/7 virtual veterinary care at no cost.
- Legal services, identity protection, and supplemental health insurance options.
- Tax-advantaged spending accounts for healthcare, dependent care, and commuting.
- Opportunities for professional development through on-demand learning libraries, mentoring, workshops, and annual learning events.
U.S. Geographic Zones & Compensation Ranges (Total Target Compensation / On Target Earnings)
- Zone 1 (San Francisco Bay Area, New York City Boroughs): $141,700—$263,000 USD
- Zone 2 (Washington, California excluding SF Bay Area): $129,800—$241,100 USD
- Zone 3 (Texas, Illinois, North Carolina, Colorado, Massachusetts, Pennsylvania, Virginia, Oregon, Nevada, Hawaii, New York excluding NYC boroughs; Sales roles in Georgia, Ohio, Arizona): $118,100—$219,200 USD
- Zone 4 (All other US locations): $102,700—$190,600 USD
Compensation includes base salary plus performance-based bonus or variable commission where applicable. Offers consider experience, education, skills, and geographic location.
Location
Remote position with U.S. geographic zones as noted above.
Equal Opportunity Employer:
This employer is committed to equal opportunity and does not tolerate discrimination based on race, color, religion, gender, age, national origin, citizenship, disability, veteran status, or any other protected classification. All applicant information will be kept confidential.
Application Note:
Applicants must ensure that all information provided is complete and accurate. Misrepresentation or falsification may result in disqualification or termination if discovered after employment begins.