Lead FP&A
Lead FP&A business partner for GTM teams (Sales, BD, Marketing, Customer Success). Own headcount/spend forecasting, build data pipelines and dashboards with SQL/Databricks, establish data governance and SOPs, and partner cross-functionally to drive financial visibility and operational decisions in a defense tech environment.
About the job
What you'll do
Headcount & Spend Management
- Build and maintain GTM headcount, spend forecasting, tracking, and capacity models
- Provide full visibility into GTM OpEx, identifying cost drivers and resource optimization opportunities
- Monitor actuals vs. plan and forecast; drive accountability with cost center owners
- Partner with Data Engineering and system owners to automate headcount reconciliations across HR, Finance, and GTM systems — including unit economics
Data Engineering & Analytics Infrastructure
- Partner with Data Engineering and BI to define data architecture, KPIs, and source-of-truth models
- Build automated reporting workflows and capacity models in partnership with Data Engineering or Anaplan teams
- Write and maintain SQL for ETL workflows across the data lake / Databricks environment
- Build and manage scalable, reliable data pipelines powering GTM finance reporting
- Create semantic data models and curated reporting tables for consistent cross-team metrics
- Build dashboards in Databricks, Power BI, or similar tools for real-time GTM visibility
Data Quality, Governance & SOPs
- Establish and enforce data quality monitoring, validation rules, and anomaly detection
- Write SOPs for key GTM finance processes: close, headcount reconciliation, budget loading, variance reporting
- Drive consistent KPI and metric definitions across GTM, Finance, and Data
- Implement data governance practices to protect reporting integrity
- Identify data or process gaps and propose scalable solutions
Cross-Functional Collaboration & Process Improvement
- Partner with Revenue Ops, HR, Recruiting, Accounting, and Data to ensure financial plans match operational reality
- Collaborate with Revenue Operations on quotas, pipeline forecasting, and GTM capacity
- Continuously streamline tools, reporting, and processes with an automation-first mindset
- Lead special projects and strategic analyses for finance leadership
Required qualifications
- Bachelor’s degree in finance, Accounting, Economics, Business, CS, or related field
- 3–6 years of experience in FP&A, GTM Finance, Sales Finance, RevOps, or equivalent analytical roles
- Strong SQL skills, including the ability to write, optimize, and troubleshoot queries on large datasets
- Proficiency with AI tools to improve analysis speed, accuracy, and productivity
- Experience with cloud data platforms (Databricks, Snowflake, Redshift, etc.) and ETL/pipeline concepts
- Demonstrated ability to build headcount models and GTM or corporate OpEx budgets
- Advanced financial modeling skills in Excel; strong driver-based forecasting experience
- Excellent communication skills with both technical and non-technical stakeholders
- Exceptional attention to detail and commitment to data accuracy
- Ability to operate independently in a fast-paced, mission-driven environment
- Must be authorized to work in the United States
Preferred qualifications
- Experience in defense tech, aerospace, or dual-use hardware/software
- Exposure to U.S. government contracting or milestone-based revenue models
- Proficiency with AI tools to improve analysis speed, accuracy, and productivity
- Experience with Anaplan or similar planning tools; ERP/CRM experience (Oracle, NetSuite, Salesforce)
Skills
SQL, Databricks, Power BI, ETL, Anaplan, Excel, Financial Modeling, AI Tools, Snowflake, Redshift, Salesforce
Similar jobs
Revenue Operations jobs
Luxury Presence
United States
Analyzes go-to-market performance and finances by combining SQL-based data work with financial modeling, forecasting, and SaaS unit economics. The role partners across Sales, Marketing, Customer Success, and Revenue Operations to guide planning, investment, and reporting decisions.
New York, NY
Drives programmatic advertising operations by managing deal creation, campaign setup, launches, troubleshooting, and optimization for clients. Requires 5+ years of brand or performance advertising experience and expertise with programmatic platforms and campaign technologies.
Headway
United States
Leads insights and AI initiatives for a provider growth sales organization, developing operational tools, analyzing funnel and pipeline performance, and driving strategic decisions. Requires 3–6 years in strategy, sales operations, or analytics, along with strong analytical depth and applied AI experience.
Okta
Bellevue, WAOwn the strategy, governance, routing, handoffs, and performance optimization of Okta’s AI-assisted xDR capability. The role requires 7+ years in B2B GTM operations, experience with AI-enabled qualification workflows, strong funnel analytics, and cross-functional leadership.
Commure
Mountain View, CA
Leads revenue-growth operations for an RCM product by diagnosing customer revenue fluctuations, presenting performance insights, and implementing process improvements. Requires strong SQL and Excel skills, 2–4 years of relevant experience, and the ability to operate cross-functionally in a fast-paced environment.