Director, Sales Finance

What You Will Be Doing

Financial Planning and Analysis

• Drive topline (billing, revenue, ARR, etc.) annual operating planning process, quarterly forecasts, and long-range scenarios.
• Manage all headcount planning, providing models and recommendations to support hiring plans and organizational structure.
• Oversee the management and forecasting of all departmental operating expenses.
• Prepare and present monthly and quarterly financial reporting packages for go-to-market leadership, including detailed variance analysis and commentary on business drivers.
• Identify and communicate financial risks and opportunities to the business.

Sales Compensation

• Partner with Sales Leadership and HR to design, model, and implement annual sales compensation plans that align with corporate revenue goals and strategic objectives.
• Oversee the end-to-end administration of sales commissions, including quota and territory assignment validation, calculations, and ensuring timely and accurate payouts.
• Serve as the finance lead for the commission management system data integrity and process efficiency.
• Provide detailed analysis on the effectiveness of compensation plans, SPIFFs, and other incentive programs, measuring ROI and performance against targets.
• Act as the primary point of contact for resolving commission-related inquiries and disputes.

Go-to-market Strategy and Analytics

• Develop, maintain, and enhance sophisticated sales capacity models to inform hiring targets, quota setting, and long-term revenue projections.
• Analyze key metrics and SaaS KPIs, such as Customer Acquisition Cost (CAC), quota attainment, pipeline velocity, and sales cycle length.
• Provide financial modeling and due diligence for strategic initiatives, including pricing strategies, capital allocation, new market entry, and partnerships.
• Collaborate closely with the Sales Operations and IT team to ensure alignment on data, systems, and reporting.

Business Partnering and Leadership

• Act as the primary financial advisor and trusted business partner to the go-to-market leadership team.
• Effectively communicate financial performance and insights to executive stakeholders.
• Lead, mentor, and develop a small high-performing team of finance professionals.
• Drive continuous improvement and scalability in financial processes and reporting to support a growing sales organization.

What We Need from You

• 9+ years of progressively increasing responsibility in FP&A, Strategic Finance, or Corporate Finance leadership roles, ideally within SaaS/subscription and/or cybersecurity environments.
• Strong executive presence and ability to communicate complex financial insights clearly to senior leadership.
• Deep understanding of SaaS metrics (TCV, ARR, NRR, CAC, and pipeline to billings) and fluent in bookings-billings-revenue mechanics and revenue recognition guardrails.
• Demonstrated success partnering with go-to-market department heads to influence strategic decisions.
• Track record of operating driver-based models, achieving forecast accuracy, improving efficiency, and driving accountability through data.
• Bachelor’s degree in finance, Accounting, Economics, or STEM field; MBA and/or CPA preferred.

Base Pay Range: San Francisco Bay Area $220,000.00 - $260,000.00. In addition to base pay, this role is eligible for bonuses, benefits, and equity.