Director, Sales Planning & Analysis

About the role

Reporting to the SVP of Strategic Finance & Investor Relations, you will own the financial and business analysis supporting our revenue function: including directing revenue planning and forecasting, scenario modeling, sales capacity planning, sales analysis, developing and implementing frameworks and KPIs to monitor sales pipeline health, and participating in go-to-market investment decisions. You will operate as a trusted strategic advisor to Revenue leadership, translating complex financial data into clear, executive-ready recommendations that shape how Ibotta goes to market and drives durable, profitable growth.

This position is located in Denver, Colorado as a hybrid role requiring 3 days in office (Tuesday, Wednesday, and Thursday). Candidates must live in the United States. A relocation bonus is available for candidates moving to Denver.

Responsibilities

• Lead end-to-end sales planning and forecasting for all Revenue streams, including the Annual Plan and periodic re-forecasts; drive high forecast accuracy to enable confident decision-making; deliver actionable insights to stakeholders
• Own the topline model: build and maintain a bottoms-up revenue and bookings forecast grounded in unit-level drivers (pipeline, win rates, rep productivity, ramp curves, and redemption/engagement trends)
• Serve as a key finance business partner to the Chief Revenue Officer and Revenue leadership team; lead monthly business reviews and bring data-driven insights and constructive challenge to key decisions
• Drive sales capacity and coverage planning – headcount, quotas, territories, and productivity assumptions – connecting GTM investments to revenue targets and unit economics
• Build business cases and ROI analyses for major Revenue investments (headcount, incentive programs, pricing changes, new revenue streams), and track actual results against projections
• Partner with Revenue Operations and Accounting to reconcile bookings, billings, and revenue, and to ensure sound controls around commissions, incentives, and client-facing investment programs
• Support sales compensation design, including quota methodology grounded in capacity analysis and incentive alignment with company goals
• Steward critical Revenue metrics (gross & net revenue, bookings, pipeline health & coverage, win rate, sales productivity, market demand, category/client performance); develop reporting and self-serve dashboards that give leadership real-time visibility into performance
• Contribute to board, investor, and executive materials, helping to develop the topline narrative and the story behind the numbers
• Champion process improvement and modern tooling – including AI-enabled forecasting, reporting, and analysis – to increase the speed and accuracy
• Embrace and uphold Ibotta's Core Values: Integrity, Boldness, Ownership, Teamwork, Transparency, & A good idea can come from anywhere

Requirements

• 8+ years of progressive experience in finance, with significant time in FP&A, strategic finance, or commercial/sales finance roles
• Direct experience partnering with revenue and sales organizations – you understand capacity planning, quota setting, pipeline management, and forecast discipline
• Expertise in revenue modeling and forecasting; able to build a forecast from unit-level drivers, not just trended dollars
• Experience presenting financial and sales analysis and recommendations to senior and executive leadership; strong executive communication and the ability to challenge assumptions constructively
• Advanced financial modeling skills; fluency with the modern finance and GTM tech stack (e.g., Salesforce, NetSuite, Databricks, Tableau/Looker)
• Bachelor's degree in Finance, Accounting, Economics, Business, or a related field

About Ibotta

Ibotta (NYSE: IBTA) is a leading performance marketing platform allowing brands to deliver digital promotions to over 200 million consumers through a network of publishers called the Ibotta Performance Network (IPN). The IPN allows marketers to influence what people buy, and where and how often they shop – all while paying only when their campaigns directly result in a sale. American shoppers have earned over $1.8 billion through the IPN since 2012. The largest tech IPO in history to come out of Colorado, Ibotta is headquartered in Denver, and is continually listed as a top place to work by The Denver Post and Inc. Magazine.

Benefits

• Competitive pay
• Flexible time off
• Comprehensive benefits package (including medical, dental, vision)
• Employee Stock Purchase Program
• 401k match
• Denver office perks: paid parking, snacks, and occasional meals

Pay

Base compensation range: $150,000 - $170,000. Equity is included in the overall compensation package. This range is specific to the United States labor market and may be adjusted based on actual experience. Total compensation also includes a variable component in addition to base salary.