Director, Finance Business Partner - Sales & Marketing

Job Description

The Director, Finance Business Partner - Sales & Marketing serves as the strategic finance partner to the Chief Revenue Officer and Sales and Marketing leadership and leads the Commercial Analytics function. This role combines strategic GTM finance with direct leadership of a commercial analytics team, driving financial planning, forecasting, analytical rigor, and decision support across Sales and Marketing. The role is accountable for bookings performance, revenue forecasting, GTM investment optimization, and commercial KPI frameworks.

• Serve as the primary finance advisor and strategic business partner to the Chief Revenue Officer and senior Sales and Marketing leadership.
• Deliver financial decision support across investment planning, growth strategy, and resource allocation.
• Provide financial perspective on territory design, sales coverage models, channel strategy, and marketing investment prioritization.
• Represent Commercial Finance in cross-functional leadership forums and enterprise planning discussions.
• Translate market and business trends into financially grounded insights that inform GTM strategy and competitive positioning.

• Lead the monthly rolling forecast process across bookings, headcount, and operating expense.
• Lead the annual budget process, including bottoms-up planning for bookings, headcount, and operating expense.
• Develop and maintain driver‑based financial models to support GTM resource allocation and strategic planning.
• Own and evolve GTM KPI and ROI frameworks, including CAC, LTV, payback period, GRR, NRR, and ACV.
• Partner with Sales leadership on target setting, quota design, rep productivity assumptions, and territory planning.
• Evaluate marketing program ROI and pipeline contribution to support spend efficiency and accountability.

• Lead weekly and monthly analysis of financial results, including executive‑level variance analysis and trend reporting.
• Prepare executive‑ready materials, including financial models, scenario analyses, and board‑level presentations.
• Deliver monthly budget‑to‑actual variance reporting with actionable insights for internal leadership and external stakeholders, including PE ownership.
• Provide scenario analysis to assess the financial implications of GTM strategy changes, new market entry, pricing decisions, and organizational investments.
• Identify leading indicators of bookings risk, pipeline coverage gaps, and revenue headwinds, and recommend mitigating actions.

• Lead the Commercial Analytics function across Sales pipeline, rep productivity, territory performance, marketing ROI, demand generation analytics, and campaign attribution.
• Set the strategic agenda for commercial analytics, ensuring the team's output supports executive decision‑making through reporting, diagnosis, and recommendation.
• Partner with Sales Operations, Revenue Operations, Business Applications, Fin Ops, and the BI team to coordinate data and support analytics infrastructure.
• Integrate FP&A and analytics workflows to create a unified view of commercial performance.

• Leverage automation and AI tools to scale forecasting processes, reduce manual work, and improve forecast accuracy over time.
• Strengthen financial reporting infrastructure, improve forecast accuracy, and evolve reporting cadences to meet the needs of a PE‑backed, high‑growth environment.
• Develop scalable, driver‑based financial models that flex with business complexity and organizational growth.
• Lead and develop a team spanning FP&A and commercial analytics by setting analytical standards, managing priorities, and fostering a high‑performance culture.
• Partner with Sales Operations, Deal Desk, Revenue Operations, Accounting, and FP&A peers to ensure consistency in bookings methodology, ACV/TCV recognition, commercial data governance, and analytics infrastructure.

Perform other duties that support the overall objective of the position.

• Bachelor's degree in Finance, Accounting, Economics, or a related field required.
• MBA preferred.
• Or,…