Job Description:The Director, Finance Business Partner - Sales & Marketing serves as the strategic finance partner to the Chief Revenue Officer and Sales and Marketing leadership and leads the Commercial Analytics function. This role combines strategic GTM finance with direct leadership of a commercial analytics team, driving financial planning, forecasting, analytical rigor, and decision support across Sales and Marketing. The role is accountable for bookings performance, revenue forecasting, GTM investment optimization, and commercial KPI frameworks.
As a people leader, this role oversees a team spanning FP&A and commercial analytics and provides the analytical foundation needed to support executive decision-making, resource allocation, and performance management across the commercial organization.
Strategic Partnership & GTM Leadership
- Serve as the primary finance advisor and strategic business partner to the Chief Revenue Officer and senior Sales and Marketing leadership.
- Deliver financial decision support across investment planning, growth strategy, and resource allocation.
- Provide financial perspective on territory design, sales coverage models, channel strategy, and marketing investment prioritization.
- Represent Commercial Finance in cross-functional leadership forums and enterprise planning discussions.
- Translate market and business trends into financially grounded insights that inform GTM strategy and competitive positioning.
Financial Planning & Forecasting
- Lead the monthly rolling forecast process across bookings, headcount, and operating expense.
- Lead the annual budget process, including bottoms-up planning for bookings, headcount, and operating expense.
- Develop and maintain driver-based financial models to support GTM resource allocation and strategic planning.
- Own and evolve GTM KPI and ROI frameworks, including CAC, LTV, payback period, GRR, NRR, and ACV.
- Partner with Sales leadership on target setting, quota design, rep productivity assumptions, and territory planning.
- Evaluate marketing program ROI and pipeline contribution to support spend efficiency and accountability.
Executive Reporting & Decision Support
- Lead weekly and monthly analysis of financial results, including executive-level variance analysis and trend reporting.
- Prepare executive-ready materials, including financial models, scenario analyses, and board-level presentations.
- Deliver monthly budget-to-actual variance reporting with actionable insights for internal leadership and external stakeholders, including PE ownership.
- Provide scenario analysis to assess the financial implications of GTM strategy changes, new market entry, pricing decisions, and organizational investments.
- Identify leading indicators of bookings risk, pipeline coverage gaps, and revenue headwinds, and recommend mitigating actions.
Commercial Analytics Leadership
- Lead the Commercial Analytics function across Sales pipeline, rep productivity, territory performance, marketing ROI, demand generation analytics, and campaign attribution.
- Set the strategic agenda for commercial analytics, ensuring the team's output supports executive decision-making through reporting, diagnosis, and recommendation.
- Partner with Sales Operations, Revenue Operations, Business Applications, FinOps, and the BI team to coordinate data and support analytics infrastructure.
- Integrate FP&A and analytics workflows to create a unified view of commercial performance.
Process, Automation & Team Leadership
- Leverage automation and AI tools to scale forecasting processes, reduce manual work, and improve forecast accuracy over time.
- Strengthen financial reporting infrastructure, improve forecast accuracy, and evolve reporting cadences to meet the needs of a PE-backed, high-growth environment.
- Develop scalable, driver-based financial models that flex with business complexity and organizational growth.
- Lead and develop a team spanning FP&A and commercial analytics by setting analytical standards, managing priorities, and fostering a high-performance culture.
- Partner with Sales Operations, Deal Desk, Revenue Operations, Accounting, and FP&A peers to ensure consistency in bookings methodology, ACV/TCV recognition, commercial data governance, and analytics infrastructure.
Perform other duties that support the overall objective of the position.
Education Required:- Bachelor's degree in Finance, Accounting, Economics, or a related field required.
- MBA preferred.
- Or, any combination of education and experience which would provide the required qualifications for the position.
Experience Required:- 10+ years of progressive FP&A, strategic finance, operational finance, or commercial finance experience.
- 5+ years of people management experience.
- Experience leading financial planning and decision support for Sales and/or Marketing organizations in a PE-backed or high-growth SaaS environment.
- Experience leading or closely partnering with a commercial analytics function strongly preferred.
- Experience partnering with senior leaders in a matrixed environment and influencing VP- and C-suite-level decision-making.
- Experience building driver-based, scalable models across headcount, capacity, and revenue.
- Experience with Workday Adaptive Planning, Salesforce, Power BI, or comparable FP&A, CRM, and BI platforms preferred.
Knowledge, Skills & Abilities:- Knowledge of: Strong understanding of SaaS business models, subscription economics, and GTM mechanics, including quota design, pipeline management, and revenue forecasting. SaaS KPIs and commercial metrics such as ARR, ACV, TCV, GRR, NRR, CAC, LTV, payback period, and bookings-to-revenue conversion. Deep understanding of FP&A, commercial finance, and business analytics practices.
- Advanced financial modeling across headcount, capacity, revenue, and operating expense. FP&A, CRM, and BI platforms such as Workday Adaptive Planning, Salesforce, and Power BI.
- Skill in: Executive communication and decision-ready storytelling. Strategic commercial and growth finance leadership. Advanced driver-based financial modeling. Strong analytical rigor and insight generation. Deep business acumen with the ability to interpret performance, evaluate tradeoffs, and support strategic decisions.
- Ability to: Lead and develop a high-performing team spanning FP&A and commercial analytics. Influence senior stakeholders and serve as a trusted strategic advisor. Partner effectively across Sales, Marketing, Finance, Operations, and Technology. Convert financial and operational data into actionable business decisions. Shape planning assumptions, investment priorities, and performance frameworks while balancing strategy and execution.
The company has reviewed this job description to ensure that essential functions and basic duties have been included. It is intended to provide guidelines for job expectations and the employee's ability to perform the position described. It is not intended to be construed as an exhaustive list of all functions, responsibilities, skills and abilities. Additional functions and requirements may be assigned by supervisors as deemed appropriate. This document does not represent a contract of employment, and the company reserves the right to change this job description and/or assign tasks for the employee to perform, as the company may deem appropriate. 
