Ibotta is seeking a Director, Sales Planning & Analysis to join our innovative team and contribute to our mission to Make Every Purchase Rewarding. 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 position requiring 3 days in office (Tuesday, Wednesday, and Thursday). Candidates must live in the United States.
Not based in Denver? We will offer a relocation bonus to help make your move to the Mile High City a smooth one.What You Will Be Doing- 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
What We Are Looking For- 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
Additional Details:- This position is located in Denver, CO and includes competitive pay, flexible time off, benefits package (including medical, dental, vision), Employee Stock Purchase Program, and 401k match. Denver office perks include paid parking, snacks, and occasional meals.
- Base compensation range: $150,000 - 170,000. Equity is included in the overall compensation package. This compensation range is specific to the United States labor market and may be adjusted based on actual experience. Total compensation for this role also includes a variable component in addition to base salary.
