Responsibilities
- Serve as the primary finance point of contact for Sales leadership, building strong relationships and providing proactive financial guidance
- Translate complex financial data into clear, actionable insights for non-finance stakeholders
- Attend key Sales leadership meetings to stay close to the business and surface financial risks and opportunities in real time
- Own the end-to-end budget for the Sales organization, covering headcount, sales commissions and incentive compensation, travel & entertainment, tools and software, and discretionary program spend
- Partner with Sales leaders to build bottoms-up expense plans that align with revenue targets and overall company cost structure
- Track and manage Sales OPEX throughout the year, holding budget owners accountable and flagging material variances early
- Evaluate the ROI of Sales investments — including headcount additions, field events, enablement programs, and third-party vendors — and provide clear recommendations on resource allocation
- Model the financial impact of organizational changes such as team expansions, restructurings, or territory realignments
- Support month-end close by reviewing Sales expense accruals, ensuring accuracy and proper coding in partnership with Accounting
- Drive headcount planning in coordination with HR and Talent Acquisition, maintaining an up-to-date view of open roles, hiring timelines, and their cost impact
- Own the revenue forecast for the Sales organization, partnering closely with Sales Ops and RevOps to ensure accuracy and accountability
- Lead the annual budgeting process and maintain rolling forecasts that reflect the latest business assumptions
- Build scenario models to help Sales leadership understand the cost and revenue trade-offs of key decisions
- Build and maintain dashboards tracking key Sales KPIs, including quota attainment, pipeline coverage, CAC, revenue by segment/region/product, and Sales efficiency ratios
- Conduct variance analysis on revenue and Sales OPEX versus budget and prior periods, clearly communicating findings to leadership
- Analyze sales productivity and capacity to inform hiring plans and cost-per-head benchmarks
- Drive improvements in expense forecasting accuracy, reporting cadence, and financial controls across the Sales organization
- Partner with Sales Ops, RevOps, and Accounting to ensure clean data flows and consistent expense reporting
- Support the implementation or optimization of financial planning and expense management tools
Requirements
- 5+ years of progressive finance experience, with at least 2 years in an FP&A or finance business partner role supporting a commercial/revenue function
- Strong financial modeling skills and fluency in Excel or Google Sheets
- Proficiency in pulling and analyzing data from BI tools and CRM platforms (Salesforce preferred)
- Exceptional communication skills — able to tell a clear story with data and confidently engage with senior Sales leaders
- A collaborative, low-ego style with a bias toward action and problem-solving
Nice to Have
- Experience with planning tools such as Anaplan is a plus
- Solid understanding of SaaS or B2B revenue metrics and sales compensation mechanics (preferred)
Benefits
- Vibrant and dynamic work environment
- Multitude of benefits they can enjoy inside and outside of their work lives
- Flexible, trust-oriented culture
- Balancing productivity with self-care
Additional Information
- For candidates based in California, the expected salary range for this role is $130,000–$180,000. Actual compensation will be determined based on experience, skills, and other job-related factors.
- REQ ID: 2617
