Director, FP&A - Revenue & GTM

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.

Responsibilities

• 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 support FP&A systems infrastructure, including platforms such as Oracle PBCS, Adaptive Insights, or Anaplan, to improve forecasting automation and reduce manual work.

Requirements

• 10–12+ years of progressive finance experience, including at least 5+ years in FP&A roles supporting revenue or GTM organizations within SaaS, legal technology, or B2B technology environments.
• Proven experience owning revenue forecasting across multiple revenue streams, ideally including SaaS/subscription, managed services, and professional services.
• Direct experience partnering with or operating alongside Sales Operations, with strong knowledge of Salesforce governance, pipeline reporting, territory planning, and quota-setting.
• Hands-on experience managing sales commissions, including calculations, reconciliation, dispute resolution, and ASC 340-40 capitalization accounting.
• Strong working knowledge of ASC 606 revenue recognition, including multi-element arrangements, standalone selling price allocation, and deferred revenue modeling.
• Expert-level Excel and financial modeling capabilities, with experience using EPM or FP&A platforms; Oracle PBCS experience is strongly preferred and FCCS familiarity is a plus.
• Demonstrated experience leading or supporting Order-to-Cash integration across CRM, CPQ, ERP, billing, accounts receivable, and cash application systems.
• Strong understanding of revenue data integrity, billing automation, AR processes, and cash application accuracy.
• Exceptional executive presence and communication skills, with the ability to lead forecast discussions and constructively challenge senior sales and revenue leaders using data.
• Strong strategic thinking combined with an operational mindset and willingness to take ownership of processes from design through execution.
• Ability to identify inefficiencies, implement scalable solutions, and operate effectively in a fast-moving, high-accountability environment.
• Experience in legal technology, eDiscovery, information governance, or adjacent B2B SaaS markets is preferred.
• Experience in private-equity-backed organizations, quality-of-earnings processes, refinancing, or leveraged capital structures is a plus.
• CPA, CFA, or MBA from a leading program is preferred.
• Familiarity with commissions automation platforms such as CaptivateIQ, Xactly, or Spiff is advantageous.
• Experience transitioning from usage-based billing to subscription-based models is highly desirable.

Benefits

• Fully remote opportunity based in the United States.
• Competitive executive-level compensation aligned with experience and qualifications.
• Opportunity to partner directly with senior revenue and executive leadership.
• High-impact role with significant influence over forecasting, revenue strategy, systems, and GTM performance.
• Exposure to complex SaaS, managed services, and professional services revenue models.
• Opportunity to contribute to major transformation initiatives, including subscription billing, O2C optimization, and FP&A automation.
• High visibility across Finance, Sales, Operations, Accounting, IT, and executive leadership.
• Opportunity to support strategic initiatives such as M&A, refinancing, revenue-quality analysis, and investor-facing reporting.
• Collaborative, high-accountability environment focused on measurable business outcomes.