Position descriptionWe are seeking a Revenue Finance Director to join our FP&A team and own how Sonar forecasts, plans, and prices its revenue. You will drive forecast accuracy, partner cross-functionally to optimize revenue, and give executives clear recommendations on revenue strategy. This is a hands-on role for a self-starter who pushes back with data, builds their own solutions, and leads our AI-first approach to FP&A.
What you will do- Own the Revenue Forecast and Raise Its Accuracy
- Own Sonar's revenue forecast end to end (bookings, billings, and revenue) across monthly and quarter-end cycles, with a clear view of where we will land and why.
- Treat forecast accuracy as your personal scorecard. Track misses by segment, motion, and root cause, and run retrospectives on material variances.
- Challenge cross-functional teams on conversion, renewal, and timing assumptions, and drive the changes needed to make the forecast more reliable.
- Build driver-based models using leading indicators (pipeline, usage, renewals, price) and ASC 606 treatment; incorporating consumption based revenue models.
- Lead long-range and annual revenue planning, translating targets across the P&L.
- Turn analysis into executive level recommendations
- Shape revenue strategy and bring a position and options to the CFO. Build Board, investor, and ELT materials.
- Evaluate pricing and packaging changes (list price, discounting, renewal uplift, plan mix) and quantify the impact on topline and margin.
- Partner with Deal Desk, Pricing, and R&D Finance to analyze margin, pricing profiles, and deal structures (discounts, multi-year terms, ramps, payment terms, commitments).
- Build deal guardrails and approval frameworks that balance growth, margin, and revenue recognition, advise on non-standard deals, and run post-close analysis.
- Build with AI and Automate
- Default to AI first. Before adding a manual process, ask whether an AI-enabled workflow can do it better, and build it yourself.
- Ship automations that go beyond text generation: forecast roll-ups, variance analysis, anomaly detection, deal and pricing analytics, and agentic workflows.
- Define where AI should automate, where human judgment stays in the loop, and how outputs are validated, with appropriate controls and data security.
- Roll Up Your Sleeves and Self-Initiate
- Stay hands-on in the data and the models. Spot problems and opportunities on your own, propose the fix, and drive it to completion without waiting to be asked.
- Partner with Controllership, Accounting, Finance Ops, RevOps, and Deal Desk to ensure data integrity and accurate, streamlined reporting.
Experience and qualificationsThe ideal candidate will:
- Required Experience
- 10+ years of progressive finance experience (FP&A, revenue finance, or commercial and strategic finance), with significant time in high-growth SaaS or tech.
- Ownership of a revenue, bookings, or ARR forecast at scale, with a proven record of improving accuracy and working knowledge of revenue accounting.
- A history of pricing, packaging, or commercial recommendations that executives adopted, grounded in margin, discounting, and price realization analysis.
- Experience with consumption based models
- Demonstrated influence: you challenge senior leaders with data, hold your position under pushback, and change how others work.
- Hands-on AI experience in finance workflows, with specific automations you built and shipped (not just prompts for polishing emails), using tools such as Claude or ChatGPT.
- Expert-level, driver-based financial modeling, and the ability to communicate complex recommendations clearly to executives, the Board, and investors.
- A self-starter and builder who takes ownership, moves fast, and does the detailed work personally.
- Bachelor's degree in Finance, Economics, Accounting, or a related field.
- Preferred Qualifications
- MBA, or investment banking, consulting, or strategic finance experience.
- Experience with various pricing models.
- Hands-on experience with enterprise planning and finance systems (e.g., NetSuite, Pigment, Salesforce).
- Experience building AI agents or workflows (e.g., Claude Cowork).
In-office cultureWe're intentional about this. We believe the best teams are built in the room together. Three anchor days - Mondays, Tuesdays, and Thursdays - create the collaboration rhythm that makes a hub office worth having.
Candidates need to be genuinely based in the location the role is posted - if that's not where you are today, we're happy to support relocation for the right person.
