Senior Analyst, GTM Finance | Santa Clara, CA Office

This is the modeling truth layer for how Cohesity pays and sizes its global sales force. As a senior individual contributor on the GTM Finance team, you own the financial models that sit underneath sales compensation, sales capacity, and commission expense. You will build the financial modeling that comp‑design decisions are made against, own the Rep‑Ramped Equivalent (RRE) capacity methodology that drives quota and hiring, and forecast commission expense at a precision the CRO, CFO, and Board can act on.

• Own the financial modeling behind compensation plan design: quantify cost of sales, payout curves, and margin impact across every seller role, plan, and segment.
• Model accelerator and multiplier structures and quantify their cost; show how attainment‑band multipliers move the effective commission rate before a plan is approved.
• Quantify the economics of specialized incentive structures, including consumption / PPU treatment and migration incentives, and surface the dollar impact of classification choices.
• Run scenario and sensitivity analysis on proposed plan changes, translating design options into cost vs coverage tradeoffs for Finance leadership sign‑off.
• This role owns the financial modeling, costing, and pressure‑testing that design decisions are made against.

• Own the RRE (Rep‑Ramped Equivalent) per‑head methodology: the productivity‑weighted capacity model that bridges corporate targets to quota and hiring.
• Maintain segment‑specific ramp curves (e.g., longer Enterprise ramp vs. faster Commercial ramp) and the tenure‑bucket logic that drives weighted capacity.
• Build the forward capacity view across TTM productivity, seasonality phasing, and attrition (planned terminations, modeled attrition, and backfill ramp restart).
• Produce the Gap to Plan output that is surfaced to the CRO and Board across plan, modeled, and risk‑adjusted lenses.
• Run the quota and capacity reviews (AE / SE quota, segment coverage), stress‑testing attainability and the cost of closing coverage gaps.

• Own the commission expense model: forecast commission cost against pipeline, attainment, and bookings mix at split level.
• Track the loaded comp ratio (commission as a percent of Sales and Renewal ACV) and benchmark it against industry and prior periods.
• Build early‑warning signals where commission expense is tracking ahead of plan or attainment, and quantify the exposure in dollars.
• Reconcile modeled commission to actuals and partner with Accounting on accrual and the ASC 340‑40 capitalized‑commission view.

• Build the bridges, decks, and analytical narratives on comp, capacity, and commission for CRO, CFO, and Board consumption.
• Distill complex modeling into a clear, defensible story; lead with the decision, not the spreadsheet, and pre‑empt the obvious second question.
• Produce the single source‑of‑truth views that leadership uses for resource allocation and investment calls.
• Support weekly CRO and executive sales reviews with accurate, fast‑turn analysis.

• Operate as the connective tissue across Sales, Rev Ops, Sales Compensation, Accounting, and FP&A on planning, validation, and alignment.
• Drive shared assumptions and definitions in recurring sales‑comp working sessions and planning cycles.
• Govern the integrity of the data feeding the models across Claude, Salesforce, Clari, Snowflake, and the planning stack.
• Use AI‑native tooling to automate recurring modeling and reporting and reduce manual‑error risk.

• 6+ years in Sales Finance, FP&A, or Strategic Finance, with direct ownership of compensation, quota, capacity, or commission modeling at a high‑growth technology or SaaS company.
• Demonstrated mastery of SaaS GTM metrics: bookings, ACV, ARR, attainment, productivity, and cost of sales, and how each flows to the financials.
• Expert financial modeling skills with the ability to build scalable, auditable models from ambiguous inputs, not maintaining templates.
• Proven ability to influence senior cross‑functional…