Senior FP&A Manager, Sales

About This RoleAI processing…

Key Responsibilities

• 1
  Act as a strategic partner to the sales leadership team. Leverage deep financial knowledge to provide expert guidance, actionable insights, and recommendations on financial strategy, investments, and resource allocation to support company growth.
• 2
  Own the GTM operating model. Build and maintain pipeline, retention and ARR forecasts; drive weekly forecast cadence with sales leadership and reconcile bottoms-up views against top-down targets. Pressure test gross and net retention assumptions through cohort analysis and renewal pipeline health. Translate ARR forecasts into revenue forecasts using a revenue waterfall.
• 3
  Drive annual planning cycles. Lead the sales finance workstream in annual planning and quarterly forecasting, including S&M expense-to-revenue targets, productivity assumptions, and scenario modeling.
• 4
  Own expense management. Provide variance analysis for the sales organization, highlighting risks and opportunities.
• 5
  Support Sales Compensation. Partner with Sales Operations, Revenue Operations and Accounting to manage headcount, capacity planning and commission design, aligning to the broader go-to-market strategy.
• 6
  Elevate tooling. Build durable, self-serve reporting (dashboards, models and AI-assisted workflows) that reduce manual cycles and raise the altitude of the team's work.
• 7
  Communicate at executive level. Prepare crisp analyses and materials for the CRO, CFO, CEO, and Board; translate complex data into clear decisions.

Requirements

• 6–10+ years of progressive finance experience, with at least 3 years in FP&A or sales/GTM finance at a SaaS or subscription software company; public-company experience strongly preferred
• Strong financial modeling skills
• Strong SQL skills; comfortable pulling and validating your own data
• Deep fluency in SaaS metrics
• Experience with pricing/packaging transitions, consumption models, or usage-based revenue a strong plus
• Solid grounding in core accounting concepts and revenue waterfall mechanics
• Demonstrated experience partnering cross-functionally
• Strong executive presence - comfortable challenging assumptions while maintaining trusted relationships
• Meticulous attention to detail
• Ability to lead projects and provide clear guidance to others
• Ability to manage and prioritize multiple tasks in a fast-paced, dynamic environment
• Ability to work independently and collaborate as part of a team
• AI fluency using Claude to improve how Finance works, not just what Finance produces
• Familiarity with an EPM tool such as Anaplan or Pigment
• Experience using Salesforce to understand opportunities, accounts and customers
• Familiarity with Zuora and Zuora Revenue is a plus
• BA/BS in Finance, Economics, or related field; MBA/CFA a plus

Perks & Benefits