What You'll DoBirdeye is looking for a sharp, business-minded finance leader to be the financial right hand to our Sales organization. You will own the financial and operational picture for the Sales org and partner directly with Sales leadership to drive the decisions behind bookings, productivity, and growth, not just report on them.
You will run sales planning, turn pipeline, attainment, and capacity data into clear direction, take a position, and follow it through to decisions. Success in this role is measured by the quality of the planning and the decisions you drive with Sales leaders, not by the volume of reports you produce. This role reports to the VP of FP&A and partners directly with the President of Sales and segment leaders across SMB and Upmarket.
Responsibilities- Own the annual operating budget and the quarterly and monthly forecasts for the global Sales organization; run the annual planning process (AOP) for Sales, from build-up to management plan to board plan, in partnership with segment leaders and the CFO.
- Own a clear operating cadence with Sales leadership: recurring business reviews, monthly forecast and pipeline reviews, and follow-through on the decisions that come out of them.
- Partner with Sales leadership on revenue forecasting, pipeline coverage analysis, and segment-level attainment tracking across SMB and Upmarket, as a thought partner, not just a finance reporter.
- Build and maintain sales capacity and coverage planning models: ramp curves, productivity assumptions, headcount-to-quota ratios, and territory and segment planning; partner with the GTM Compensation Manager, who owns quota governance and attainment analytics.
- Own the bookings forecast and the sales expense plan; perform actual vs. budget variance analysis, identify risks and opportunities, and provide monthly expense and headcount forecasts.
- Own the definitions and tie-outs behind Sales reporting (bookings, pipeline, attainment, productivity); partner with RevOps, BI and Data, and Deal Desk to source and reconcile the inputs against Salesforce, and flag discrepancies rather than resolving them silently.
- Build executive-ready, board-level inputs on segment performance, GTM efficiency, and key SaaS metrics (ARR, ACV, pipeline coverage, attainment, Magic Number, Rule of 40).
- Partner with offshore Sales FP&A support and identify and build AI- and automation-assisted workflows that accelerate sales planning and reporting on a trusted data foundation.
Skills, Experience, and Attributes for SuccessWe are hiring an owner who can run sales planning from the start. The list below separates what you bring on day one from what you will develop in the seat.
What you bring- 5+ years in FP&A, sales finance, banking, consulting, or a similar field, including 3+ years of core FP&A in AI or SaaS, with hands-on GTM or sales planning ownership.
- The ability to run GTM and sales planning and partner with Sales leaders (VPs, segment heads) as a thought partner from day one: you take a position, drive decisions, and own the logic behind your numbers.
- Strong command of GTM metrics: ARR, ACV, pipeline coverage, attainment %, OTE, Magic Number, and Rule of 40.
- Strong model-building (capacity, ramp, bookings forecast) and analytical rigor, with the instinct to find and quickly resolve data issues and to reconcile against source systems before reporting.
- AI forward-thinking operator who thrives in a fast-paced environment, manages tight deadlines, and is keen to automate and optimize with AI.
- Proficiency in Salesforce and the ability to reconcile CRM, pipeline, and finance source data; advanced Excel and Google Sheets.
- Excellent communication; able to distill complex GTM analysis into a clear, concise, decision-ready story for an executive audience.
- Bachelor's degree in Finance, Accounting, Economics, or a related field, or equivalent practical experience; MBA a plus.
What you'll grow into- Owning the full board-level GTM narrative and the cross-segment strategic plan.
- Proficiency in Adaptive Planning and the broader finance systems stack.
- Building AI- and automation-assisted workflows on a trusted data foundation.
What We Offer- Work closely with a cross-functional team of highly motivated and intelligent folks with a unique range of start-up and enterprise experience.
- Competitive compensation.
- Hybrid work environment, in-office three days per week at our Palo Alto headquarters.
- Vibrant company culture.
- Growth, development, and career opportunities which accompany a high-growth organization.
At Birdeye, your base pay is one part of your total compensation package. For this position, the reasonably expected base pay range is between $130,000 and $170,000 for the level at which this job has been scoped. Your base pay will depend on several factors, including your experience, qualifications, education, location, and skills. In the event that you are considered for a different level, a higher or lower pay range would apply. This position is also eligible for an annual performance bonus and a competitive benefits package.
