1+ months

Senior FP&A Manager , Sales & Marketing

Palo Alto, CA 94306
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Senior FP&A Manager, Sales & Marketing

The Senior FP&A Manager, Sales & Marketing provides financial leadership, partnership, and support to fast-growing global sales and marketing organizations. This is a high visibility role that is expected to act as the lead finance partner to the Sales Leadership and Marketing Leadership teams. This position is responsible for managing and coordinating company-wide Sales and Marketing financial planning, defining and reporting KPIs, providing key inputs to revenue forecasting, supporting the annual planning process, and guiding ROI-based decision making across the Sales and Marketing functions. This role will be an individual contributor, reporting to the Director of FP&A.

This role will:

  • Be the strategic financial partner to the CMO, SVP of Sales, VP of Sales Operations, and their team members
  • Lead the forecast and management of the revenue in partnership with revenue accounting and sales operations
  • Be responsible for regular analysis of bookings by segment, renewals, pipeline, efficiency, and other ROI analyses
  • Plan and analyze sales capacity, productivity, pipeline, coverage, conversion, sales incentive plans, and marketing program ROI
  • Report on key SaaS unit economics metrics (eg: magic number, productivity of ramped equivalents, CAC, LTV, retention rates)
  • Give input to deal pricing structure & discounts (along with revenue accounting), and manage non-standard approvals
  • Drive forecast accuracy, predictability in results and adherence to high standards of controllership
  • Plan, forecast and analyze expenses for the sales & marketing functions
  • Identify areas of risk and opportunity
  • Proactively identify, design and implement enhancements to existing planning processes and systems
  • Assist with pricing model analysis and drive packaging improvements
  • Build reporting presentations for executive and board level audiences


  • 7-10 years of finance experience, including 5+ years of Sales finance experience working with operations teams at a publicly-traded SaaS or Software company
  • Demonstrated success building strong business partnerships with sales & marketing executives. Strong communication skills.
  • Strong knowledge of financial and management reporting and SaaS bookings-based business models
  • Organizational and multi-tasking skills with a high attention to detail, a sense of personal accountability, an urgency for achieving results, and a can do mentality
  • Ability to collaborate across all functional areas to understand needs while maintaining alignment with the company's short and long-term strategic priorities and financial objectives
  • Expertise in Microsoft Excel; hands-on experience preferred on NetSuite, Salesforce, and Adaptive
  • Experience manipulating large amounts of data as well as the ability to learn new systems quickly
  • BA/BS degree with coursework in finance, accounting, economics, or a quantitative field required; MBA or advanced business degree from a top program is a plus
  • Proven track record of achievement, self-motivation, initiative and integrity
  • Intellectual curiosity, perseverance, resourcefulness. Figuring things out for the first time excites you.
  • Proven track record of achievement, self-motivation, initiative and integrity
  • Growth mindset, demonstrated ability to learn quickly
  • Enjoyment of creating & building models, processes, and solutions from scratch.


Posted: 2021-06-22 Expires: 2021-07-24

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Senior FP&A Manager , Sales & Marketing

Palo Alto, CA 94306

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