# Director, Sales Finance

**Company:** [OPSWAT](https://hotfix.jobs/companies/opswat)
**Location:** San Francisco, CA
**Role:** Revenue Operations
**Salary:** $220k – $260k/yr
**Experience:** 9+ years
**Skills:** FP&A, strategic finance, SaaS Metrics, arr, nrr, cac, Financial Modeling, sales compensation, headcount planning, Revenue Forecasting, Variance Analysis, driver-based models
**Posted:** 2026-07-20

> Lead financial planning, analysis, and strategy for the go-to-market organization. Partner with sales leadership, CFO, and CEO on topline forecasting, sales compensation design, capacity modeling, SaaS KPI analysis, and driving profitable revenue growth. Requires 9+ years in FP&A/strategic finance, deep SaaS metrics expertise, and strong executive presence.

## Job Description

## 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.

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