Director, FP&A - Revenue & GTM

Position Summary

The Director of FP&A — Revenue & GTM will serve as the strategic financial partner to the Chief Revenue Officer, sales leadership, and go-to-market teams. This individual owns the end-to-end revenue planning process across KLDiscovery's three primary revenue streams: SaaS/subscription (Nebula / RelOne), Managed Services, and Professional Services.

Core Responsibilities

• Revenue Planning & Forecasting

• Own the end-to-end revenue forecast model covering SaaS ARR/MRR, Managed Services recurring revenue, and Professional Services project revenue, with full waterfall from bookings through recognized revenue
• Develop and maintain a rolling 12-month revenue forecast updated monthly in collaboration with CRO, regional VPs, and Sales Ops
• Lead weekly and monthly forecast review calls with sales leadership, holding teams accountable to pipeline hygiene, stage progression, and close-date accuracy
• Build and maintain ASC 606 compliant revenue recognition models, including SSP allocation across performance obligations and deferred revenue schedules for the SaaS-to-subscription transition
• Produce scenario analyses (upside/downside/base) for leadership and board consumption, clearly articulating key revenue risks and opportunities

• Sales Operations & CRM Governance

• Partner with CRO and Sales Ops to own the Salesforce (SFDC) data governance framework — enforcing field hygiene, pipeline stage definitions, opportunity validation rules, and close-date discipline
• Design and enforce the Quota Coverage Review (QCR) process, identifying coverage gaps, concentration risks, and capacity shortfalls in the annual sales plan
• Lead territory design and quota-setting processes for the annual plan, in collaboration with HR, Sales Leadership, and Compensation teams
• Build and maintain the revenue operations reporting stack: pipeline velocity, win/loss analysis, ACV by segment, sales cycle analytics, logo retention, and net revenue retention (NRR)
• Act as the finance liaison for any CRM optimization or ERP/CRM integration work, ensuring system changes support accurate revenue reporting
• Lead or partner on Order-to-Cash (O2C) integration initiatives — mapping and improving the end-to-end flow from opportunity creation in SFDC through CPQ, order management, billing, AR, and cash application in the ERP (Oracle); identify and close data gaps that cause revenue leakage, billing errors, or AR aging issues
• Partner with IT, Sales Ops, and Accounting to design O2C workflows that support the subscription billing transition on Nebula/RelOne, including automated invoicing triggers, dunning logic, and deferred revenue hand-offs between systems

• Commissions & Incentive Compensation

• Own the monthly commissions calculation and reconciliation process, partnering with Sales Ops and HR to validate attainment and payout accuracy
• Maintain commission capitalization schedules under ASC 340-40, ensuring proper amortization of incremental contract acquisition costs in accordance with company policy
• Evaluate and recommend improvements to incentive compensation plan (ICP) design to align rep behavior with ARR growth, multi-year deal structuring, and professional services attach rates
• Implement or enhance commissions management tooling (e.g., CaptivateIQ, Xactly, or SFDC-native solutions) to improve accuracy, auditability, and timeliness of payouts

• GTM Financial Partnership & Strategic Analysis

• Serve as the dedicated financial business partner to the CRO and GTM leadership team, participating in QBRs, sales all-hands, and strategic planning sessions
• Analyze customer economics: CAC, LTV, payback period, NRR, gross and net churn by product line and customer segment
• Build financial models to evaluate pricing changes, new product launches, bundle constructs, and professional services pricing for managed services engagements
• Support M&A due diligence and refinancing workstreams by providing normalized ARR schedules, revenue quality analysis, and cohort data
• Evaluate and support the build-out of FP&A systems infrastructure (Adaptive Insights, Anaplan, or equivalent) to improve forecast automation and reduce manual model maintenance

Qualifications

• 10–12+ years of progressive finance experience, with at least 5+ years in FP&A roles supporting revenue or GTM functions at a SaaS, legal tech, or B2B technology company
• Demonstrated experience working within or alongside Sales Operations, including CRM governance (Salesforce), pipeline reporting, and territory/quota design
• Hands-on commissions management experience, including calculation, dispute resolution, and capitalization accounting under ASC 340-40
• Working knowledge of ASC 606 revenue recognition, including multi-element arrangements, SSP allocation, and deferred revenue waterfall modeling
• Expert-level financial modeling skills in Excel; experience with EPM/FP&A platforms — Oracle PBCS strongly preferred for planning and forecasting infrastructure; familiarity with FCCS a plus
• Demonstrated experience leading or supporting Order-to-Cash (O2C) process integration — including system connectivity between CRM (SFDC), CPQ, ERP (Oracle/NetSuite), and billing platforms — with an eye toward revenue data integrity, AR automation, and cash application accuracy
• Strong executive presence with the ability to lead cross-functional forecast calls and challenge CRO-level stakeholders with data
• Prior exposure to PE-backed company environments, QofE processes, or leveraged capital structure reporting
• CPA, CFA, or MBA from a top program
• Familiarity with commissions automation platforms (CaptivateIQ, Xactly, Spiff)
• Experience supporting or leading a transition from usage-based to subscription billing models