# Director, Commercial FP&A

**Company:** [PointClickCare](https://hotfix.jobs/companies/pointclickcare)
**Location:** Toronto, Canada
**Role:** Finance & Accounting
**Salary:** CA$162k – CA$180k/yr
**Experience:** 12+ years
**Skills:** FP&A, Strategic Finance, Financial Modeling, Deal Structuring, Scenario Analysis, Contribution Margin, SaaS Metrics, Arr, Nrr, Cac, Ltv, Rule Of 40, Revenue Operations, Pricing Strategy, AI
**Posted:** 2026-06-11

> Leads Commercial FP&A strategy across deal operations and contribution margin expansion, partnering with GTM, Revenue Operations, Partnerships, and Corporate Strategy. Requires 10–12+ years of finance experience, including 5+ years in technology or SaaS, strong commercial modeling expertise, and team leadership.

## Job Description

## 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.

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