Director of FP&A

Position Overview

We are seeking a strategic and influential Director FP&A, to lead company-wide revenue planning, forecasting, and analysis across Insight's product, services, and solutions portfolio. This role is ideal for a finance leader who excels at providing actionable business insights, partnering with sales and finance leadership, and driving enterprise-wide value creation through disciplined revenue and margin management.

Reporting to the SVP Finance of North America, the candidate will advise executive leadership on revenue matters to support decisions on growth, deal structuring, and sales efficiency. This leader will build Insight's three-year revenue model, stand up a holistic investment review process, lead BOD, earnings and annual plan, and create a unified operating model across GTM and solution/services.

Key Responsibilities
• Lead revenue FP&A activities across the company, including short- and long-range revenue forecasting, bookings/billings/revenue analysis, and scenario planning across products, services, and solutions.
• Develop and own a driver-based three-year revenue model that links pipeline, win rates, pricing, capacity, renewals/churn, and mix to bookings, billings, revenue, and gross margin outcomes.
• Serve as a trusted commercial finance advisor to Sales, Product, Services, and executive management, providing insights and recommendations that drive strategic initiatives, sales productivity, and profitable growth.
• Design and implement a holistic investment review framework for commercial investments and strategic deals, including standardized evaluation criteria, ROI tracking, and post-investment performance measurement.
• Develop and manage integrated revenue and margin models that connect go-to-market strategy, sales capacity, segmentation, and pricing to P&L performance and cash flow.
• Synthesize complex commercial, operational, and financial data into clear, actionable insights for senior leadership, including operational reviews and board-level presentations on revenue, gross margin, and related KPIs.
• Drive revenue performance analysis by leveraging data analytics and financial modeling to evaluate growth, profitability, and productivity by segment, product, solution area, client type, and geography.
• Establish and institutionalize a core set of revenue and margin KPIs (e.g., pipeline health, conversion, ACV/ARR, recurring vs. non-recurring mix, services attach, discounting, and deal margin) and create a disciplined cadence of weekly, monthly, and quarterly performance reviews.
• Support business transformation initiatives by implementing scalable tools, processes, and performance metrics that enhance revenue forecasting, deals governance, and operational effectiveness; lead the transition from heavily Excel-based processes to more automated and integrated solutions (leveraging tools such as Power BI and Copilot).
• Provide financial leadership and analytical support for large and complex deals, including scenario analysis, pricing and discount guidance, and margin optimization to ensure sustainable, profitable growth.
• Collaborate cross-functionally with Sales, Revenue Operations, Product, Services, IT, and other finance teams to improve systems, reporting capabilities, data integrity, and a "single source of truth" for revenue and margin metrics.
• Champion continuous improvement in revenue planning, analytics, investment review, and business partnership, modeling the collaborative, trust-building behaviors expected across the organization.
• Support investor relations and public company reporting with clear, accurate, and strategically aligned revenue and margin insights, including preparation of materials for earnings and board meetings.

Qualifications
• 10+ years of progressive experience in FP&A, commercial finance, or revenue/sales finance roles within large, matrixed organizations.
• Demonstrated ability to advise and influence business and sales leaders through revenue analysis, pipeline and segmentation analytics, scenario planning, and strategic recommendations.
• Strong background in revenue forecasting, driver-based modeling, and performance management across diverse revenue streams (hardware, software, services, and/or recurring/SaaS).
• Experience operating in environments undergoing transformation from product-centric to services/solutions and recurring revenue models; background in technology, cloud, or services organizations strongly preferred.
• Hands-on experience with deals desk or deal support operations (pricing, approvals, contract economics, discount governance) and margin optimization.
• Experience leading digital transformation initiatives, including the use of automation, analytics, and AI/ML tools to optimize revenue planning and deals processes.
• Exceptional communication and executive presentation skills, with the ability to translate complex commercial and financial concepts for non-financial audiences and to drive alignment across Sales, Product, Services, and Finance.
• Familiarity with ERP and financial systems (e.g., Oracle, Workday, Salesforce) and planning/reporting tools (e.g., Power BI, planning platforms); comfort working initially in Excel-driven environments while driving towards greater automation.
• Experience supporting public company reporting and board-level financial communications, particularly related to revenue, bookings, billings, and gross margin.