Manager, Financial Planning and Analysis & Revenue Operations

Overview

This role involves owning the processes, systems, and analytics that make revenue predictable and performance visible. Approximately 70% of the position focuses on Revenue Operations (pipeline governance, forecasting operations, Salesforce, and account-planning infrastructure). The remaining 30% focuses on FP&A (annual planning, forecasting, cost planning, and variance analysis).

Revenue performance is driven by pipeline quality, the speed at which sold work becomes staffed assignments, and consultant utilization (not subscription metrics). You will develop recommendations, execute agreed priorities, and partner closely with market and practice leaders, Business Development, Marketing, Finance, Accounting, Resource Management, and Delivery Operations to create a single source of truth from opportunity through revenue.

Responsibilities

Revenue Operations

• Own the pipeline management process, cadence, and reporting, including recurring pipeline reviews with market, practice, and business development leadership.
• Own the pipeline-based bookings and revenue forecast in partnership with the Business Apps team and Finance; translate open opportunities into expected bookings and revenue timing so leadership can see how pipeline converts into staffed work.
• Coach sellers and practice leaders on pipeline hygiene, including stage, probability, close date, estimated start date, and engagement value to improve forecast accuracy.
• Monitor bookings, pipeline coverage against revenue targets, win rates, and conversion trends; flag risks and opportunities to leadership.
• Build and maintain Salesforce dashboards, reports, and account-level views that provide self-service visibility into client metrics such as YTD revenue, bookings, open pipeline, and active assignments.
• Maintain alignment between Salesforce and downstream financial and resourcing data so pipeline, bookings, and revenue reconcile.
• Own the tools, processes, reporting, and enablement for account planning and key-client management.
• Streamline the opportunity-to-assignment lifecycle, including opportunity management, proposal development, SOWs and contracting, handoffs to staffing and delivery, and account expansion.
• Maintain leadership KPIs and analytics on utilization, bill rates, margins, and client performance by combining Salesforce with financial and resourcing data.

FP&A

• Manage annual planning data, models, processes, and deliverables; partner with market and practice leaders and Resource Management on revenue, headcount, role-based utilization, and capacity assumptions and targets.
• Incorporate the pipeline forecast into monthly and quarterly financial forecasts; compare to actuals, explain variances, and recommend actions.
• Perform scenario and sensitivity analysis on key drivers such as bookings, utilization, bill rates, and headcount to show leadership the range of potential outcomes.
• Support G&A and operating cost budgeting, including aligning cost plans to revenue scenarios and tracking actions against plan.
• Support pricing governance and business performance reviews.
• Streamline recurring FP&A processes and work with IT and Business Apps to automate reporting where possible.

Required Qualifications

• Bachelor’s degree in Finance, Business, Economics, Analytics, or a related field.
• 5–7+ years of experience in Revenue Operations, FP&A, Business Unit Finance, or Consulting Operations, with hands-on exposure to both revenue operations and financial planning.
• Advanced Excel and financial modeling skills, including forecasting, scenario analysis, and variance analysis.
• Excellent verbal and written communication skills, with the ability to explain complex financial and operational information simply to executives.
• Experience managing cross-functional initiatives and process improvements.
• Hands-on, detail-oriented approach that balances accuracy with urgency.

Preferred Qualifications

• Experience with Salesforce CRM, including reports, dashboards, data governance, sales process design, and configuration; Salesforce Administrator certification a plus.
• Experience with Power BI, including data models, DAX, and report development; Tableau or other BI experience also considered.
• Experience in professional services, management consulting, technology consulting, or another project-based services organization, including working knowledge of utilization, bill rates, staffing-driven revenue, and professional services automation (PSA) or resource management systems.

Compensation & Benefits

• The estimated salary range for this role is $XX - $XX USD per year. This salary range is provided as required by local and state law as applicable. Individual salaries vary based on factors including geography, skills, education, experience, and unique qualifications where applicable.
• Bonuses are awarded at the organization’s discretion and are based upon individual contributions and overall firm performance.
• Employees hired on or after October 1 are not eligible to participate in the current year’s bonus or merit increase cycle. Eligibility will begin with the following performance cycle, in accordance with company policy.

Location

Not specified in the provided job description.

Equal Opportunity & Other Notices

• Equal-opportunity employer committed to a diverse workforce and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
• Commitment to providing equal opportunities for persons with disabilities or religious observances, including providing reasonable accommodation.
• Pursuant to the San Francisco Fair Chance Ordinance, qualified applicants with arrest and conviction records will be considered for employment.