Overview
This role serves as the primary financial partner to the revenue organization and leads Go-to-Market (GTM) Finance within Sales Operations and Corporate FP&A. The position owns company-wide ARR and revenue forecasting, along with the analytics that support it—including pipeline and marketing funnel staging, up-for-renewal (UFR) forecasting and in-period renewal rate, bookings and book-to-bill, multi-year backlog, and growth and expansion performance.
Responsibilities
Sales Operations Partnership
- Jointly own the integrity of the metrics the revenue organization uses, including:
- CRM and data integrity; partner with Sales Operations to define and enforce opportunity stage definitions, close-date discipline, product/segment tagging, and renewal record hygiene in Salesforce so Finance and Sales report the same pipeline.
- Forecast cadence; co-own weekly and monthly forecast calls, reconcile rep-submitted CRM forecast to the Finance-modeled forecast, and explain forecast deltas to leadership.
- Territory, quota, and capacity planning; provide financial modeling behind annual territory and quota setting, ramp assumptions, productivity-per-rep, and headcount capacity plans.
- Sales compensation; design and model commission and SPIFF plans with Sales Operations and HR; validate plan cost against budget, review commission achievement and accrual, and support accurate payout.
- Deal desk and pricing approvals; support Sales Operations on non-standard deal structures, discount governance, and multi-year and ramped contract shapes; quantify ARR, cash, and revenue-recognition impact before approval.
- Systems and reporting alignment; ensure metric definitions reconcile across NetSuite, Salesforce, and executive dashboards so one agreed ARR number exists across the organization.
Sales Performance & Pipeline Analysis
- Drive monthly deep-dive analytics on UFR, ARR, pipeline, and channel/alliance performance; present drivers and actions to senior leadership.
- Own pipeline and marketing funnel staging analytics, including coverage ratios, stage conversion, velocity, and in-quarter linearity; flag risk early.
- Track book-to-bill, TCV vs. ACV mix, and multi-year contract mix; explain implications for future revenue and backlog durability.
- Analyze net revenue retention and gross retention by product, segment, and cohort; identify expansion and loss drivers.
- Measure ROI and payback of GTM campaigns, channel and alliance investments, and new product line launches.
- Report on CAC, CAC payback, magic number, and sales productivity; benchmark against best-in-class SaaS ranges.
Financial Strategy & Business Partnering
- Partner with the CRO, VP Marketing, CPO, and COO to translate GTM strategy into financial plans, and translate financial results back into GTM actions.
- Build business cases behind growth initiatives, including new product lines, channel and partner programs, services attach, pricing changes, and market expansion.
- Support sponsor and executive analysis for strategic initiatives, including diligence support, value-creation-plan tracking, and add-on acquisition modeling.
- Pressure-test operating model assumptions; maintain scenario and sensitivity views for the revenue plan.
Pricing, Packaging & Revenue Models
- Develop and evaluate pricing and packaging structures that support competitive positioning across the product portfolio and drive ARR growth.
- Model financial impact of pricing changes, uplift and escalator terms, and migration paths for legacy customers moving onto subscription.
- Own analytics behind sales compensation design so plans drive required mix of new logo, expansion, and multi-year business.
Budget Management
- Own the sales and marketing budget; monitor spend against plan.
- Prepare monthly forecasts and variance analysis with clear commentary on drivers.
- Manage GTM headcount planning and cost-per-head modeling in partnership with Sales Operations and HR.
Reporting & Governance
- Prepare GTM sections of monthly and quarterly Board and sponsor reporting packages, delivered on the close calendar without exception.
- Maintain documented definitions for every reported GTM metric to ensure consistent period-over-period reporting and support audit/diligence scrutiny.
- Ensure compliance with company policy, internal controls, and applicable financial regulations.
Requirements
- Bachelor’s degree in Finance, Accounting, Business Administration, or a related field.
- 8+ years of experience in financial planning and analysis, with a concentration in GTM finance, sales finance, or revenue finance in a B2B SaaS environment.
- 6+ years of direct partnership with and support of global Sales Operations and GTM leadership.
- 7+ years of hands-on experience with Salesforce or an equivalent CRM at an advanced level, including the ability to build and validate reporting independently.
- Demonstrated ownership of a company-level ARR or revenue forecast, including accountability for forecast accuracy.
- Strong command of SaaS metrics: ARR, NRR and GRR, UFR and in-period renewal rate, book-to-bill, TCV and ACV, backlog/RPO, CAC payback, and Rule of 40.
- Advanced financial modeling skills and the ability to build models others can audit and maintain.
- Experience with ERP systems (NetSuite, SAP, or Oracle).
- Excellent communication and presentation skills, with a track record of making financial information usable for non-financial stakeholders.
- Strong organizational skills and attention to detail, with the ability to manage competing priorities against a fixed close and Board calendar.
Preferred Qualifications
- MBA or a relevant professional certification (CFA, CPA).
- Experience in a private equity or sponsor-backed environment, including Board and lender reporting and value-creation-plan tracking.
- Experience in AEC technology, construction software, or another vertical SaaS market with project-based, multi-year customer contracts.
- Experience supporting a channel, partner, or alliance revenue motion, and a professional services attach.
- Familiarity with a multi-product portfolio that includes both mature and newly launched product lines.
- Working knowledge of ASC 606 and deferred revenue mechanics.
- Experience with NetSuite specifically, and with BI tooling for self-serve GTM reporting.
Compensation & Benefits
Not specified.
Location
Not specified.