Director, Sales Finance

Location: New York

Position Summary

The Director of Sales Finance will serve as the key strategic financial partner to the Chief Revenue Officer (CRO) and the global sales leadership team. This is a high-impact role responsible for providing the financial insights, planning, and operational support needed to drive profitable revenue growth. You will lead all aspects of financial planning and analysis for the sales organization, including headcount planning, operating expense management, sales compensation design and execution, and the development of sophisticated capacity and productivity models.

The ideal candidate is a data-driven, strategic thinker with a proven ability to influence senior leaders and translate complex financial information into actionable business insights.

About the role

Financial Planning & Analysis (FP&A):

• Lead the annual operating plan (AOP), quarterly forecasts, and long-range planning for the global sales organization.

• Manage all headcount planning, providing models and recommendations to support hiring plans and organizational structure.

• Oversee the management and forecasting of all departmental operating expenses.

• Prepare and present monthly and quarterly financial reporting packages for sales leadership, including detailed variance analysis and commentary on business drivers.

• Identify and communicate financial risks and opportunities to the business.

Sales Compensation:

• Partner with Sales Leadership, HR, and Revenue Operations to design, model, and implement annual sales compensation plans that align with corporate revenue goals and strategic objectives.

• Oversee the end-to-end administration of sales commissions, including quota and territory assignment validation, calculations, and ensuring timely and accurate payouts.

• Serve as the finance lead for the commission management system (e.g., Xactly, Captivate

IQ), ensuring data integrity and process efficiency.

• Provide detailed analysis on the effectiveness of compensation plans, SPIFFs, and other incentive programs, measuring ROI and performance against targets.

• Act as the primary point of contact for resolving commission-related inquiries and disputes.

Sales Strategy & Analytics:

• Develop, maintain, and enhance sophisticated sales capacity models to inform hiring targets, quota setting, and long-term revenue projections.

• Analyze key sales metrics and SaaS KPIs, such as Customer Acquisition Cost (CAC), quota attainment, pipeline velocity, and sales cycle length.

• Provide financial modeling and due diligence for strategic initiatives, including pricing strategies, new market entry, and channel partnerships.

• Collaborate closely with the Revenue Operations team to ensure alignment on data, systems (e.g., Salesforce), and reporting.

Business Partnership & Leadership:

• Act as the primary financial advisor and trusted business partner to the CRO and their leadership team.

• Effectively communicate financial performance and insights to executive stakeholders.

• Lead, mentor, and develop a high-performing team of finance professionals.

• Drive continuous improvement and scalability in financial processes and reporting to support a growing sales organization.

About you

Required:

• Bachelor’s degree in Finance, Accounting, Economics, or a related field.

• 10+ years of progressive experience in finance, with at least 5+ years in a finance role directly supporting a Sales or Go-To-Market organization.

• Deep expertise in sales compensation plan design, modeling, and administration.

• Proven experience building and managing complex financial models, including sales capacity and commission expense models.

• Exceptional analytical and problem-solving skills with a high attention to detail.

• Advanced proficiency in Microsoft Excel.

• Strong leadership skills with experience managing and developing a team.

• Excellent communication and presentation skills, with the ability to distill complex financial concepts for non-financial audiences.

Preferred:

• MBA, CPA, or other relevant professional certification.

• Experience in a high-growth SaaS or technology company.

• Hands-on experience with financial planning systems (e.g., Anaplan, Adaptive Insights,…