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About the RoleThe Lead Analyst of FP&A for Sales & Marketing is a high-impact, hands-on role, serving as the key analytical partner to the Director of FP&A for the Go-To-Market (GTM) organization. Reporting to the Director of FP&A for Sales & Marketing, you will own the models, reporting, and analysis that bring the GTM financial strategy to life while remaining deeply integrated into execution. You are expected to be hands-on and comfortable owning ambiguity-navigating from the inputs behind board-level "Performance Storytelling" to the granular details of headcount planning, sales capacity models, and marketing ROI.
In this role, you will:- Serve as a financial partner to the GTM organization, developing the analysis that supports data-driven counsel on headcount, resource allocation, and multi-year growth strategies.
- Support the narrative of GTM financial results, translating complex data into clear, actionable insights for the Director and executive team.
- Establish a monthly cadence with business partners to review results, identify and explain variances versus forecast and budget, mitigate risks, and capitalize on opportunities.
- Develop a deep understanding of expense drivers and assumptions across the S&M organization in order to articulate risks and opportunities to the forecast.
- Perform cost/benefit analysis and provide financial guidance on resourcing, headcount, and investment decisions.
- Own GTM headcount planning and tracking-maintaining the headcount and personnel-cost models, monitoring hiring against plan, and quantifying the financial impact of changes for the Director and business partners.
- Partner with Marketing to define and track marketing spend efficiency, ensuring every dollar is optimized for high-quality pipeline generation.
- Personally build and maintain sophisticated sales productivity and capacity models to ensure alignment with revenue targets.
- Build driver-based models and run upside/downside scenario analyses on capacity, spend, and hiring plans to stress-test key assumptions and quantify trade-offs.
- Own key pieces of the end-to-end AOP and rolling forecast cycles for the Sales and Marketing organizations, supporting the timely and accurate roll-up of the monthly, quarterly, and annual forecasts with a high degree of accuracy and accountability.
- Rigorously review and validate financial inputs from GTM business partners, challenging assumptions to ensure plans are both ambitious and achievable.
- Continuously improve GTM financial processes and reporting standards-streamlining recurring workflows, strengthening controls, and building scalable, repeatable models that allow the GTM finance function to scale with the business.
- Identify and implement AI-enabled solutions-including active use of Claude-to automate recurring reporting and free up capacity for higher-value analysis.
- Remain "in the weeds" on complex strategic projects, delivering output that meets executive-level standards.
The skills and qualities you'll bring include:- 5+ years of progressive finance experience with a proven track record of being "hands-on" in financial modeling within a high-growth SaaS environment.
- The ability to build trust with senior stakeholders through strong technical knowledge and analytical clarity.
- Exceptional analytical thinking, with the ability to translate complex financial data into actionable business insights.
- Hands-on experience with headcount and capacity planning, and the personnel-cost modeling that supports it.
- A demonstrated bias toward process improvement-a track record of streamlining reporting, automating manual work, and building scalable financial processes from the ground up.
- Comfort working with large datasets and BI/reporting tools (e.g., Tableau, Power BI), and pulling GTM data directly from Salesforce.
- Advanced technical proficiency in Microsoft Excel and Google suite, with working knowledge of Adaptive Planning.
- Demonstrated, hands-on use of Claude or similar AI tools to improve the speed and quality of financial analysis (please be prepared to show examples).
- Strong understanding of SaaS metrics, including ARR, CAC, LTV, and pipeline conversion dynamics.
- Excellent verbal and written communication skills, with the ability to clearly present complex financial information to finance and non-financial stakeholders, and support Board deck preparation.
- Proven ability to manage multiple high-priority projects with a Never Done mindset, working effectively across diverse cross-functional teams.
We know that the best ideas and solutions come from multi-dimensional teams. That's because these teams reflect a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don't be shy - apply today.
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