Director, Commercial FP&A

Strategic Finance Leadership

• Own two core Commercial FP&A pillars: Commercial Deal Operational Excellence and Contribution Margin Expansion.
• Shape the broader Commercial FP&A agenda, including ARR growth strategies and contribution margin opportunities.
• Transform Commercial FP&A processes with AI to improve speed, scenario agility, and team capacity.
• Partner with Corporate FP&A to harmonize overlapping best practices, including cost management and forecasting.

Commercial Deal Operational Excellence

• Partner with GTM leadership to evolve operational frameworks and governance for the Deal Desk function.
• Set the Deal Desk strategic vision and governance model with Revenue Operations.
• Establish standards and frameworks for deal quality.
• Advise on promotional programs and concession frameworks.
• Define performance metrics and accountability structures for commercial deal health.
• Partner with Monetization Strategy and Pricing to operationalize pricing objectives.
• Partner with Partnerships and Corporate Strategy leadership to negotiate commercial terms for strategic partnerships and marketplace partners in line with long-range financial objectives.
• Measure the financial health of existing strategic partnerships and the marketplace, advising on contribution margin expansion opportunities.

Contribution Margin Expansion

• Partner with GTM leadership to allocate commercial investments rigorously, translating growth objectives into resource decisions that maximize contribution margin.
• Establish efficiency metrics and benchmarks for financial decisions.
• Lead capacity planning aligned with growth objectives.
• Advise on commission program design and governance.
• Advise on resource allocation decisions, including marketing channel mix.
• Maintain accurate forecasts for headcount and discretionary spend with GTM partners.
• Drive scenario planning and stress testing across quarterly, annual, and multi-year horizons.

Team Leadership & Talent Development

• Lead a team of FP&A professionals with a clear vision, high expectations, and a culture of performance and engagement.
• Build a high-performing team through talent development, coaching, and performance management.
• Develop team members for increased scope and responsibility, with a focus on succession and organizational capability building.

Requirements

• 10–12+ years of progressive experience in FP&A, Strategic Finance, or equivalent roles.
• At least 5 years of experience in a technology or SaaS business.
• Meaningful experience with commercial topics such as deal structure, contracting, and pricing, and with GTM functions.
• Ability to influence and communicate complex financial topics to executive and C-suite audiences, including investor-facing contexts.
• Deep financial modeling expertise, including deal structuring, scenario analysis, and contribution margin frameworks in a SaaS context.
• Track record of delivering measurable commercial outcomes through improved deal economics, GTM cost efficiency, or margin expansion in a high-growth environment.
• Advanced understanding of financial and management reporting principles, SaaS metrics such as ARR, NRR, CAC, LTV, and Rule of 40, and financial accounting practices.
• Bachelor’s degree in Business, Finance, Accounting, or a related field required.

Nice-to-Haves

• Experience leading meaningful AI transformation in finance workflows.
• Advanced degree or CPA/CFA designation.