Director Sales Finance

Hyper-growth SaaS company is strengthening its finance organization to deliver timely, insightful, and decision-oriented analysis that supports sustainable growth and efficient capital deployment. The Director, Sales Finance serves as the senior finance leader responsible for elevating forecasting and planning capabilities, integrating key business processes, influencing go-to-market strategy, and supporting profitable revenue expansion.

This position works closely with go-to-market executives and the CFO. The Director will oversee the full spectrum of financial planning and analysis activities for the revenue organization, including revenue forecasting and planning (bookings, billings, ARR, and revenue), expense management, sales incentive compensation, and sales capacity and productivity analytics. The successful candidate will combine strong analytical skills with strategic business acumen and the ability to influence senior stakeholders through clear, actionable insights.

Key Responsibilities

• Lead annual operating plans, quarterly forecasting cycles, and long-term financial modeling focused on billings, revenue, ARR, and growth objectives.
• Direct workforce planning activities, providing recommendations and financial models to support hiring strategies and organizational design.
• Manage forecasting and oversight of departmental operating expenses.
• Develop and deliver monthly and quarterly financial reporting packages for go-to-market leaders, including variance analysis and insights into business performance drivers.
• Proactively identify financial risks and growth opportunities and communicate recommendations to leadership.
• Collaborate with Sales Leadership and Human Resources to develop, model, and implement annual sales incentive programs that support revenue objectives and business priorities.
• Oversee the complete sales commission process, including validation of quotas and territories, commission calculations, and timely, accurate payouts.
• Act as the finance owner for commission system governance, data quality, and process optimization.
• Evaluate the effectiveness of compensation programs, SPIFFs, and incentive initiatives through ROI and performance analysis.
• Serve as the primary escalation point for commission-related questions, issues, and dispute resolution.
• Build, maintain, and enhance sales capacity and productivity models that support hiring plans, quota setting, and long-range revenue forecasts.
• Monitor and analyze critical SaaS performance metrics, including CAC, quota attainment, pipeline conversion and velocity, and sales cycle trends.
• Provide financial analysis, modeling, and business case support for strategic initiatives such as pricing strategies, market expansion opportunities, partnerships, and capital allocation decisions.
• Partner closely with Sales Operations and IT teams to ensure consistency across systems, reporting, and data management practices.

Business Partnership & Leadership

• Serve as the lead financial advisor to go-to-market leadership, providing strategic guidance and decision support.
• Present financial performance, trends, and recommendations to executive stakeholders in a clear and compelling manner.
• Recruit, mentor, and develop a high-performing finance team.
• Drive process improvements, automation, and scalability across financial planning and reporting functions to support a growing revenue organization.

Qualifications

• 9+ years of progressive experience in FP&A, Strategic Finance, Corporate Finance, or related leadership roles, preferably within SaaS, subscription-based software, and/or cybersecurity industries.
• Strong knowledge of SaaS business metrics, including TCV, ARR, NRR, CAC, pipeline conversion, billings, and revenue recognition principles.
• Demonstrated success partnering with sales and go-to-market leaders to influence business strategy and operational decisions.
• Experience developing driver-based financial models, improving forecast accuracy, increasing operational efficiency, and promoting accountability through data-driven insights.
• Excellent executive communication skills, with the ability to translate complex financial concepts into meaningful business recommendations.
• Bachelor's degree in Finance, Accounting, Economics, Engineering, Mathematics, or a related field required; MBA and/or CPA preferred.

Measures of Success

• Go-to-market leaders rely on a streamlined, accurate, and trusted planning and reporting process that supports informed decision-making.
• Sales compensation programs operate accurately, transparently, and on schedule, with minimal disputes and strong alignment to revenue objectives.
• Capacity planning and productivity models provide dependable guidance for hiring, territory design, and quota-setting decisions.
• Financial risks and opportunities are identified early, enabling proactive management and eliminating unexpected performance gaps.
• The finance function operates with the rigor, discipline, scalability, and governance expected of a public-company-ready organization.

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