Senior FP&A Manager, Sales
Leads sales and GTM finance planning, forecasting, expense management, and executive reporting for a SaaS business. Requires 6+ years of progressive finance experience, strong modeling and SQL skills, SaaS metrics expertise, and executive business-partnering ability.
About the job
Responsibilities
- Partner with sales leadership on financial strategy, investments, resource allocation, and growth decisions.
- Own the GTM operating model, including pipeline, retention, ARR, and revenue forecasting.
- Lead weekly forecast cadence and reconcile bottoms-up forecasts with top-down targets.
- Analyze retention assumptions and renewal pipeline health through cohort analysis.
- Translate ARR forecasts into revenue forecasts using a revenue waterfall.
- Lead annual planning and quarterly forecasting for sales finance, including expense-to-revenue targets, productivity assumptions, and scenario modeling.
- Manage sales expenses and provide variance analysis highlighting risks and opportunities.
- Partner on headcount, capacity planning, and sales compensation design.
- Build self-service dashboards, models, and AI-assisted workflows.
- Prepare executive and board-level analyses and materials.
Requirements
- 6–10+ years of progressive finance experience, including at least 3 years in FP&A or sales/GTM finance at a SaaS or subscription software company.
- Public-company experience strongly preferred.
- Strong financial modeling and SQL skills.
- Deep knowledge of SaaS metrics, accounting concepts, and revenue waterfall mechanics.
- Experience partnering cross-functionally and communicating with executive stakeholders.
- Ability to lead projects, prioritize multiple tasks, work independently, and collaborate effectively.
- AI fluency, including using Claude to improve Finance workflows.
- Familiarity with an EPM tool such as Anaplan or Pigment.
- Experience using Salesforce to understand opportunities, accounts, and customers.
- BA/BS in Finance, Economics, or a related field.
Nice-to-haves
- Experience with pricing and packaging transitions, consumption models, or usage-based revenue.
- Familiarity with Zuora and Zuora Revenue.
- MBA or CFA.
Compensation
- Base salary range: $131,000–$220,000 USD.
- May also be eligible for bonus, commission, and/or benefits.
Skills
Financial Modeling, SQL, FP&A, Sales Finance, SaaS Metrics, Arr Forecasting, Revenue Forecasting, Revenue Waterfall, Cohort Analysis, Scenario Modeling, Salesforce, Anaplan, Pigment, Claude, Zuora
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