Director, Finance; Revenue & Commercial FP&A)

We are seeking a Director of Revenue & Commercial FP&A to serve as the senior finance partner to our Chief Revenue Officer, Chief Client Success Officer, and global commercial leadership team. This is a senior finance position that owns the financial planning, forecasting, reporting, and investment governance for the entire GTM engine—sales, marketing, and client success. You will own the ARR bridge and bookings forecast, defend the revenue plan to the Board, lead sales & marketing ROI analysis, build the commission and quota‑setting frameworks that shape sales behavior, and provide the financial discipline that ensures every GTM dollar drives measurable return.

You will be the trusted advisor to the CRO and CCO on capacity planning, territory design, pricing decisions, retention initiatives, and expansion strategy. You will hold the business accountable to its number—challenging aggressive forecasts, pressure‑testing assumptions, and translating commercial ambition into a financial plan. This role reports to the Senior Director of FP&A and works cross‑functionally with Sales Operations, Revenue Operations, Marketing, Client Success, and Accounting.

• Own the global ARR and bookings forecast — Lead the bookings and ARR forecast across all regions, products, and segments; own the ARR bridge (new logo, expansion, cross‑sell, churn, contraction); manage weekly pipeline reviews, monthly forecast calls, and quarterly commit rhythms with the CRO and regional sales leaders; ensure forecast accuracy and early risk visibility.
• Lead GTM budgeting and long‑range planning — Own the annual budget and long‑range plan for Sales, Marketing, and Client Success; build capacity models tied to quota, ramp, and productivity assumptions; partner with the CRO/CCO on headcount planning, territory design, and coverage models; ensure spend is aligned to strategic revenue priorities.
• Drive sales and marketing ROI analysis — Build the analytical frameworks to measure GTM efficiency—CAC, CAC payback, LTV, LTV:
  
  CAC, marketing‑sourced pipeline ROI, sales rep productivity, and channel/segment profitability; identify where dollars work harder and recommend reallocation; present findings to the executive team and Board.
• Own commissions strategy and plan design — Partner with the CRO and Sales Operations on commission plan design, quota‑setting methodology, accelerators, and SPIF programs; model the P&L impact of plan changes and quota structures; ensure commissions accrual and payout align with revenue recognition and financial reporting; balance sales motivation with financial discipline.
• Lead investment governance for GTM spend — Build the business cases for GTM investments—new markets, product launches, sales headcount additions, marketing campaigns, partner programs; model ROI, payback, and risk‑adjusted returns; challenge investment requests that lack rigor; track realization of ROI post‑investment.
• Partner on retention and expansion strategy — Support the CCO on gross retention (GRR), net revenue retention (NRR), and expansion motion economics; model the financial impact of pricing changes, product bundling, and customer success investments; identify at‑risk revenue and quantify save opportunities.
• Deliver executive and Board‑level reporting — Own the revenue narrative in quarterly Board packages, investor updates, and monthly business reviews; prepare crisp analytical commentary on bookings performance, pipeline health, retention trends, and GTM efficiency.
• Provide strategic ad‑hoc analysis and decision support — Serve as the financial thought partner on pricing decisions, packaging changes, sales incentive experiments, M&A commercial diligence, and organizational design; deliver fast,…