Director, FP&A - Revenue & GTM

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, FP&A - Revenue & GTM based in United States.

This high-visibility finance leadership role serves as a strategic partner to the Chief Revenue Officer and broader go-to-market organization. You will own end-to-end revenue planning across SaaS/subscription, managed services, and professional services. The position combines sophisticated FP&A, revenue operations, sales analytics, and financial systems leadership. You will shape forecasting, pipeline governance, quota planning, commissions, pricing analysis, and revenue performance measurement. The role also plays a critical part in subscription-model transformation, revenue recognition, and Order-to-Cash optimization. You will work closely with executive leaders and cross-functional teams in a fast-paced, highly accountable technology environment. Success requires someone who can challenge assumptions with data, improve broken processes, and turn complex financial information into decisive action.

Accountabilities:: Own the end-to-end revenue forecasting process across SaaS/subscription, managed services, and professional services, including the full flow from bookings through recognized revenue.

Develop and maintain a rolling 12-month revenue forecast in partnership with the CRO, regional sales leaders, and Sales Operations.

Lead weekly and monthly forecast reviews, challenging pipeline assumptions and maintaining discipline around opportunity stages, close dates, and forecast accuracy.

Build scenario analyses covering base, upside, and downside cases, clearly communicating revenue risks and opportunities to executive and board-level stakeholders.

Develop and maintain ASC 606-compliant revenue recognition models, including standalone selling price allocation, performance obligations, and deferred revenue waterfalls.

Establish and enforce Salesforce data governance standards covering pipeline stages, required fields, opportunity validation, and close-date accuracy.

Lead Quota Coverage Review processes to identify sales coverage gaps, concentration risks, capacity constraints, and potential impacts to annual revenue targets.

Partner with Sales Leadership, HR, and Compensation teams on territory design and annual quota-setting processes.

Build and maintain reporting around pipeline velocity, win/loss performance, ACV, sales-cycle trends, logo retention, and net revenue retention.

Serve as the finance liaison for CRM optimization, ERP/CRM integrations, and other revenue systems initiatives.

Lead or support Order-to-Cash integration efforts spanning CRM, CPQ, order management, billing, accounts receivable, and cash application systems.

Identify and resolve data gaps that contribute to revenue leakage, billing errors, inaccurate reporting, or AR aging issues.

Support the transition to subscription billing through improved invoicing triggers, dunning processes, and deferred revenue handoffs.

Own monthly sales commission calculations and reconciliations, ensuring accurate attainment measurement and timely payouts.

Maintain commission capitalization schedules under ASC 340-40 and ensure appropriate amortization of eligible contract acquisition costs.

Evaluate incentive compensation structures and recommend improvements that encourage ARR growth, multi-year contracts, and professional services attach rates.

Improve commissions management through appropriate technology and automation, including platforms such as CaptivateIQ, Xactly, Spiff, or Salesforce-native solutions.

Act as the dedicated financial business partner to the CRO and GTM leadership, contributing to QBRs, strategic planning, and sales leadership meetings.

Analyze customer economics, including CAC, LTV, payback period, NRR, gross churn, and net churn by product and customer segment.

Build financial models supporting pricing decisions, product launches, bundled offerings, and professional services pricing strategies.

Support M&A due diligence, refinancing activities, quality-of-earnings processes, and revenue-quality analysis through normalized ARR and cohort reporting.

Evaluate and support FP&A systems infrastructure, including platforms such as Oracle PBCS, Adaptive Insights, or Anaplan, to improve forecasting automation and reduce manual work.

Requirements:

10–12+ years of progressive finance experience, including at least 5+ years in FP&A roles supporting revenue or GTM organizations within SaaS, legal technology, or B2B technology environments.

Proven experience owning revenue forecasting across multiple revenue streams, ideally including SaaS/subscription, managed services, and professional services.

Direct experience partnering with or operating alongside Sales Operations, with strong knowledge of Salesforce governance, pipeline reporting, territory planning, and quota-setting.

Hands-on experience managing sales commissions, including calculations, reconciliation, dispute resolution, and ASC 340-40 capitalization accounting.

Strong working knowledge of ASC 606 revenue recognition, including multi-element arrangements, standalone selling price allocation, and deferred revenue modeling.

Expert-level Excel and financial modeling capabilities, with experience using EPM or FP&A platforms; Oracle PBCS experience is strongly preferred and FCCS familiarity is a plus.

Demonstrated experience leading or supporting Order-to-Cash integration across CRM, CPQ, ERP, billing, accounts receivable, and cash application systems.

Strong understanding of revenue data integrity, billing automation, AR processes, and cash application accuracy.

Exceptional executive presence and communication skills, with the ability to lead forecast discussions and constructively challenge senior sales and revenue leaders using data.

Strong strategic thinking combined with an operational mindset and willingness to take ownership of processes from design through execution.

Ability to identify inefficiencies, implement scalable solutions, and operate effectively in a fast-moving, high-accountability environment.

Experience in legal technology, eDiscovery, information governance, or adjacent B2B SaaS markets is preferred.

Experience in private-equity-backed organizations, quality-of-earnings processes, refinancing, or leveraged capital structures is a plus.

CPA, CFA, or MBA from a leading program is preferred.

Familiarity with commissions automation platforms such as CaptivateIQ, Xactly, or Spiff is advantageous.

Experience transitioning from usage-based billing to subscription-based models is highly desirable.

Benefits:

Fully remote opportunity based in the United States.

Competitive executive-level compensation aligned with experience and qualifications.

Opportunity to partner directly with senior revenue and executive leadership.

High-impact role with significant influence over forecasting, revenue strategy, systems, and GTM performance.

Exposure to complex SaaS, managed services, and professional services revenue models.

Opportunity to contribute to major transformation initiatives, including subscription billing, O2C optimization, and FP&A automation.

High visibility across Finance, Sales, Operations, Accounting, IT, and executive leadership.

Opportunity to support strategic initiatives such as M&A, refinancing, revenue-quality analysis, and investor-facing reporting.

Collaborative, high-accountability environment focused on measurable business outcomes.

How Jobgether works: We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team. We appreciate your interest and wish you the best!  Why Apply Through Jobgether?    Data Privacy Notice: By submitting your application, you acknowledge that Jobgether will process your personal data to evaluate your candidacy and share relevant information with the hiring employer. This processing is based on legitimate interest and pre-contractual measures under applicable data protection laws (including GDPR). You may exercise your rights (access, rectification, erasure, objection) at any time.     #LI-CL1