Overview
This role supports the Strategic Finance / FP&A team as a dedicated commercial finance lead for Sales & Marketing within the go-to-market organization. You will own key revenue planning and performance metrics for the combined post-acquisition environment, serving as the connective partner between Finance, Sales, Marketing, and Customer Success.
Responsibilities
- Own the end-to-end revenue forecast model for the commercial organization, integrating pipeline data, bookings, churn, and expansion assumptions across all GTM segments.
- Act as the primary finance business partner to the CCO, VP of Sales, and GTM leadership, translating financial data into actionable insights to drive quota attainment, headcount decisions, and growth strategy.
- Lead the annual quota-setting and territory planning process in close partnership with Sales Operations, ensuring alignment between top-down revenue targets and bottoms-up sales capacity modeling.
- Build and maintain dashboards tracking key commercial metrics (ARR, NRR, ACV, win rates, CAC, LTV, payback period, pipeline coverage) and deliver regular reporting to the CFO and executive team.
- Support QBRs, board materials, and investor-facing narratives with GTM financial performance analysis and forward-looking commentary.
- Partner with Marketing to develop spend efficiency models, track CAC by channel and segment, and assess pipeline contribution from demand generation programs.
- Drive financial integration work across the organization’s commercial teams, including harmonizing revenue definitions, CRM data standards, and go-to-market reporting.
- Lead ad-hoc strategic analyses, including pricing and packaging scenarios, market expansion modeling, and M&A revenue diligence as the business scales post-acquisition.
- Continuously improve FP&A processes, tools, and automation in partnership with RevOps, Sales Ops, and the broader Finance team.
Requirements (Must-haves)
- 5+ years of progressive experience in FP&A, strategic finance, investment banking, or management consulting; at least 2 years supporting a commercial or GTM organization in a SaaS, tech-enabled services, or B2B software environment.
- Expert-level financial modeling skills, including the ability to build a bottoms-up sales capacity model, a cohort-based ARR bridge, and scenario-driven revenue forecasts from scratch.
- Deep fluency in SaaS and recurring revenue metrics, including ARR/MRR, NRR, GRR, ACV, TCV, CAC, LTV, payback period, magic number, and pipeline coverage ratios.
- Demonstrated experience supporting quota-setting, territory carving, or incentive compensation design in partnership with Sales Operations.
- Strong data skills: proficiency in Excel/Google Sheets at a minimum; experience with Salesforce and BI tools (e.g., Tableau, PowerBI) strongly preferred.
- Outstanding communication and executive presence; able to present to a CFO, CRO, or field sales representative.
- Genuine interest in leveraging AI and automation to move FP&A toward more scalable, tech-forward workflows.
- Ability to operate with high autonomy in a fast-moving, post-merger environment where structure is still being built.
Preferred Qualifications (Nice-to-haves)
- Experience modeling revenue for businesses with mixed revenue types, including subscription, usage-based, non-recurring, and treasury revenue.
- Prior experience in an energy, sustainability, or climate technology company, or financial partnership experience with a business selling into enterprise sustainability, procurement, or facilities management buyers.
- Familiarity with utility bill management, energy procurement, or sustainability reporting as a product category.
- Experience supporting a commercial integration or go-to-market harmonization following an M&A transaction.
- Experience with financial planning tools (e.g., Abacum, Pigment, Adaptive Planning).
- Experience identifying and implementing AI-driven automation opportunities within FP&A workflows.
- SQL and/or Python experience.
- MBA or CFA designation.
Compensation & Benefits
- Target annual compensation range: $97,000–$175,000
- Competitive benefits and equity/bonus component (if applicable)
- Benefits include:
- “Remote first” setup: work anywhere in the continental US with a reliable internet connection
- Flexible PTO: no accrued hours and no limit on the number of vacation days exempt employees can take each year
- 11 annual holidays
- 10 days sick leave
- Up to 2 weeks bereavement leave
- 2 volunteer days off
- 2 professional development days off
- Parental leave benefits for all parents
- 75–95% employer cost coverage for medical, dental, and vision benefits for employees and dependents
Location
- Fully remote; candidates and employees must be located in the continental US.
- Note: visa sponsorship is not available for this position at this time.
Additional Information
- Equal employment opportunity: committed to providing equal opportunity regardless of legally protected characteristics.
- Reasonable accommodations will be provided for individuals with disabilities during the application and interview process.
- The organization uses AI-assisted technology to evaluate candidates based on relevant skills, experience, and education outlined in the job description; human review is part of all hiring decisions.
- For California residents: personal information collected through the application process may be used to evaluate candidacy, with rights under the CCPA to request access to or deletion of data.