Sr. FP&A Manager, Sales & Marketing; M3, Player​/Coach

FP&A Manager, Sales & Marketing (M3, Player/Coach)

Role summary

• Lead a small FP&A team as a player/coach supporting a 10,000-person Sales & Marketing organization in North America.
• Drive weekly forecast rigor, quarter-end close discipline, OPEX and headcount forecasting, and commission modeling/analysis.
• Partner closely with senior executives (SVPs, EVPs, President level) to translate complex financial and operational concepts into concise, executive-ready insights and recommendations.

• Own OPEX and headcount planning, forecasting, and variance analysis; deliver weekly forecast updates and quarterly outlooks.
• Run Annual Operating Plan/Long Range Forecasting Plan cycles; build driver-based models for bookings, pipeline health, productivity, program spend, and ROI.
• Maintain controllership rigor: accruals, reclasses, prepaids, and month/quarter-end close activities with clear bridges (Plan vs. Forecast vs. Actuals).

• Partner with Finance business leaders on commission plan modeling, scenario analysis (tiers, accelerators, SPIFs), and financial impact to budgets and forecast.
• Support audit and compliance requirements; ensure alignment with SOX and data governance controls.

• Serve as primary finance partner to Sales and Marketing leadership; collaborate with Sales Ops/Bus Ops, Marketing Ops, HR, Accounting/Controllership, and Corporate FP&A.
• Produce executive-ready narratives, dashboards, and readouts that distill complex topics into concise, decision-oriented insights.
• Drive cross-functional initiatives to improve forecast accuracy, pipeline-to-revenue conversion insights, marketing ROI, and resource allocation.

• Lead and develop a team of ~3 analysts; set clear goals, prioritize workload, and cultivate a culture of learning, accountability, and partnership.
• Operate as a player/coach—personally building models, reviews, and executive materials while coaching the team to scale impact.
• Establish standard work, SOPs, and calendarized cadences for weekly forecasts, MBRs/QBRs, and quarter-close deliverables.

• Standardize and automate end-to-end FP&A processes; streamline multi-step workflows and resolve cross-functional issues.
• Champion data integrity, least-privilege access, and compliance with SOX and privacy requirements.
• Leverage enterprise systems and BI tools to automate reporting and accelerate insights.

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