Role Overview
We are looking for a sharp, analytically rigorous Manager of FP&A & Sales Operations to serve as the financial and operational backbone of a significant business unit. This is a high-impact individual contributor role sitting at the intersection of finance, go-to-market strategy, and operational execution.
You will own the business unit's financial model, drive annual and monthly forecast and planning cycles, and partner directly with sales and business unit leadership to translate pipeline data into decisions that accelerate growth. This role is ideal for someone who thrives in ambiguity, builds from scratch, and wants to be a genuine strategic partner - not just a scorekeeper.
Responsibilities
Financial Planning & Analysis
- Own end-to-end financial planning for the business unit (BU): annual budget, rolling forecasts, monthly close variance analysis, and long-range plan.
- Build and maintain the BU P&L model - revenue, bookings, headcount, and opex - and proactively surface drivers, risks, and opportunities.
- Prepare monthly and quarterly business reviews for BU leadership and corporate finance with executive-ready commentary and variance bridges.
- Partner with corporate level FP&A to ensure consistent reporting and goals across BUs, to provide one cohesive story on a consolidated basis
- Partner with Accounting to ensure accurate month-end close; resolve accruals, reclasses, and reporting discrepancies.
- Drive scenario and sensitivity analysis to support strategic decisions: pricing changes, market expansion, headcount investment, M&A diligence.
- Develop and maintain KPI dashboards; translate financial data into clear narratives for both finance and non-finance audiences.
Sales Operations
- Serve as the operational partner to BU sales leadership - partnering on territory design, quota setting, capacity planning, and coverage modeling.
- Manage the sales forecasting process: maintain forecast hygiene, run weekly forecast calls, and work with sales leadership to deliver a reliable call to BU and corporate leadership each period.
- Own pipeline analytics: track conversion rates, velocity, and coverage ratios across segments; flag risks and recommendations in real time.
- Design and administer sales compensation plans in partnership with Sales, HR and Legal, as needed; calculate commissions and resolve disputes if arise.
- Lead system data quality initiatives; ensure systems reflect accurate pipeline, opportunity stage, and close-date discipline.
- Support deal desk activity for large or non-standard transactions - structuring, approvals, and bookings policy compliance.
- Business Partnership & Strategic Support
- Act as a trusted advisor to the BU GM and sales leadership - translating data into decisions and pushing back constructively when assumptions do not hold up.
- Partner cross-functionally with Marketing, Product, Development, Customer Success, and HR to align operational plans with BU financial targets.
- Represent the BU as subject-matter expert in company-wide FP&A and Sales Ops initiatives.
Requirements
- 5-8 years of progressive experience in FP&A, Sales Finance, or Sales Operations, ideally within a SaaS or subscription-revenue business.
- SaaS fluency: Deep understanding of ARR, GRR, NRR, churn, CAC, LTV, pipeline coverage, and quota attainment - and how they connect.
- Financial modeling: You build clean, flexible, assumption-driven models and can defend every line. Advanced Excel required.
- Systems: Hands-on CRM (preferably HubSpot) and FP&A platforms (preferably Adaptive) required.
- Communication: Able to synthesize large datasets into crisp executive narratives and influence senior stakeholders without authority.
- Business judgment: You understand how go-to-market decisions ripple through the P&L - and vice versa.
- Self-direction: Highly organized and comfortable operating in a fast-moving environment where priorities shift and ambiguity is the norm.
- Education: Bachelor's degree in Finance, Accounting, Economics, or related field. MBA or CFA a plus, not required.
