Director, FP&A - Revenue & GTM

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, FP&A - Revenue & GTM based in United States.

This high-visibility finance leadership role serves as a strategic partner to the Chief Revenue Officer and broader go-to-market organization.
You will own end-to-end revenue planning across SaaS/subscription, managed services, and professional services.
The position combines sophisticated FP&A, revenue operations, sales analytics, and financial systems leadership.
You will shape forecasting, pipeline governance, quota planning, commissions, pricing analysis, and revenue performance measurement.
The role also plays a critical part in subscription-model transformation, revenue recognition, and Order-to-Cash optimization.
You will work closely with executive leaders and cross-functional teams in a fast-paced, highly accountable technology environment.
Success requires someone who can challenge assumptions with data, improve broken processes, and turn complex financial information into decisive action.

• Own the end-to-end revenue forecasting process across SaaS/subscription, managed services, and professional services, including the full flow from bookings through recognized revenue.
• Develop and maintain a rolling 12-month revenue forecast in partnership with the CRO, regional sales leaders, and Sales Operations.
• Lead weekly and monthly forecast reviews, challenging pipeline assumptions and maintaining discipline around opportunity stages, close dates, and forecast accuracy.
• Build scenario analyses covering base, upside, and downside cases, clearly communicating revenue risks and opportunities to executive and board-level stakeholders.
• Develop and maintain ASC 606-compliant revenue recognition models, including standalone selling price allocation, performance obligations, and deferred revenue waterfalls.
• Establish and enforce Salesforce data governance standards covering pipeline stages, required fields, opportunity validation, and close-date accuracy.
• Lead Quota Coverage Review processes to identify sales coverage gaps, concentration risks, capacity constraints, and potential impacts to annual revenue targets.
• Partner with Sales Leadership, HR, and Compensation teams on territory design and annual quota-setting processes.
• Build and maintain reporting around pipeline velocity, win/loss performance, ACV, sales-cycle trends, logo retention, and net revenue retention.
• Serve as the finance liaison for CRM optimization, ERP/CRM integrations, and other revenue systems initiatives.
• Lead or support Order-to-Cash integration efforts spanning CRM, CPQ, order management, billing, accounts receivable, and cash application systems.
• Identify and resolve data gaps that contribute to revenue leakage, billing errors, inaccurate reporting, or AR aging issues.
• Support the transition to subscription billing through improved invoicing triggers, dunning processes, and deferred revenue handoffs.
• Own monthly sales commission calculations and reconciliations, ensuring accurate attainment measurement and timely payouts.
• Maintain commission capitalization schedules under ASC 340-40 and ensure appropriate amortization of eligible contract acquisition costs.
• Evaluate incentive compensation structures and recommend improvements that encourage ARR growth, multi-year contracts, and professional services attach rates.
• Improve commissions management through appropriate technology and automation, including platforms such as CaptivateIQ, Xactly, Spiff, or Salesforce-native solutions.
• Act as the dedicated financial business partner to the CRO and GTM leadership, contributing to QBRs, strategic planning, and sales leadership meetings.
• Analyze customer economics, including CAC, LTV, payback period, NRR, gross churn, and net churn by product and customer segment.
• Build financial models supporting pricing decisions, product launches, bundled offerings, and professional services pricing strategies.
• Support M&A due diligence, refinancing activities, quality-of-earnings processes, and revenue-quality analysis through normalized ARR and cohort reporting.
• Evaluate and…