Overview
We are seeking a Director of Revenue & Commercial FP&A to serve as the senior finance partner to our Chief Revenue Officer, Chief Client Success Officer, and global commercial leadership team.
This is a senior finance position that owns the financial planning, forecasting, reporting, and investment governance for the entire GTM engine—sales, marketing, and client success. You will own the ARR bridge and bookings forecast, defend the revenue plan to the Board, lead sales & marketing ROI analysis, build the commission and quota-setting frameworks that shape sales behavior, and provide the financial discipline that ensures every GTM dollar drives measurable return.
You will be the trusted advisor to the CRO and CCO on capacity planning, territory design, pricing decisions, retention initiatives, and expansion strategy. You will hold the business accountable to its number—challenging aggressive forecasts, pressure-testing assumptions, and translating commercial ambition into a financial plan.
This role reports to the Senior Director of FP&A and works cross-functionally with Sales Operations, Revenue Operations, Marketing, Client Success, and Accounting.
Key Responsibilities
- Own the global ARR and bookings forecast — Lead the bookings and ARR forecast across all regions, products, and segments; own the ARR bridge (new logo, expansion, cross-sell, churn, contraction); manage weekly pipeline reviews, monthly forecast calls, and quarterly commit rhythms with the CRO and regional sales leaders; ensure forecast accuracy and early risk visibility.
- Lead GTM budgeting and long-range planning — Own the annual budget and long-range plan for Sales, Marketing, and Client Success; build capacity models tied to quota, ramp, and productivity assumptions; partner with the CRO/CCO on headcount planning, territory design, and coverage models; ensure spend is aligned to strategic revenue priorities.
- Drive sales and marketing ROI analysis — Build the analytical frameworks to measure GTM efficiency—CAC, CAC payback, LTV, LTV:CAC, marketing-sourced pipeline ROI, sales rep productivity, and channel/segment profitability; identify where dollars work harder and recommend reallocation; present findings to the executive team and Board.
- Own commissions strategy and plan design — Partner with the CRO and Sales Operations on commission plan design, quota-setting methodology, accelerators, and SPIF programs; model the P&L impact of plan changes and quota structures; ensure commissions accrual and payout align with revenue recognition and financial reporting; balance sales motivation with financial discipline.
- Lead investment governance for GTM spend — Build the business cases for GTM investments—new markets, product launches, sales headcount additions, marketing campaigns, partner programs; model ROI, payback, and risk-adjusted returns; challenge investment requests that lack rigor; track realization of ROI post-investment.
- Partner on retention and expansion strategy — Support the CCO on gross retention (GRR), net revenue retention (NRR), and expansion motion economics; model the financial impact of pricing changes, product bundling, and customer success investments; identify at-risk revenue and quantify save opportunities.
- Deliver executive and Board-level reporting — Own the revenue narrative in quarterly Board packages, investor updates, and monthly business reviews; prepare crisp analytical commentary on bookings performance, pipeline health, retention trends, and GTM efficiency.
- Provide strategic ad-hoc analysis and decision support — Serve as the financial thought partner on pricing decisions, packaging changes, sales incentive experiments, M&A commercial diligence, and organizational design; deliver fast, board-quality analysis on ambiguous strategic questions.
- Lead and develop a high-performing team — Manage and mentor a team of finance analysts and managers; drive continuous improvement in forecasting rigor, analytical depth, and business partnership quality; build the next generation of GTM finance talent.
Skills & Requirements
- Bachelor's degree in Finance, Accounting, Business, Economics, or equivalent experience
- 8+ years of progressive finance experience — with a heavy emphasis on revenue, sales finance, or commercial FP&A in a SaaS or subscription-based business.
- Deep SaaS metrics fluency — Expert-level understanding of ARR, NRR, GRR, CAC, CAC payback, LTV, LTV:CAC, magic number, burn multiple, quota attainment, sales productivity, and pipeline conversion metrics.
- Sales finance and commissions experience — Direct experience with commission plan design, quota-setting methodology, sales capacity modeling, and territory planning at a growth-stage SaaS company.
- PE-backed or growth-stage SaaS experience — Comfort working in a high-growth, capital-constrained environment where GTM efficiency is under constant scrutiny from sponsors and the Board.
- CRM and revenue systems proficiency — Advanced experience with Salesforce; familiarity with revenue systems (Sales Force, etc.), EPM tools (Adaptive, Vena, Anaplan), and ERP systems (NetSuite, SAP, Oracle).
- Business partnering with C-suite — Proven track record as a trusted advisor to a CRO, CCO, CMO, or VP Sales; ability to hold commercial leaders accountable while maintaining strong working relationships.
- Advanced modeling and analytical skills — Ability to build sophisticated capacity, quota, ARR bridge, and ROI models; comfort with complex scenarios and stress testing; advanced Excel required.
- Team leadership experience — Managed and developed high-performing finance teams; strong coaching and mentorship skills.
- Executive communication skills — Ability to distill complex commercial dynamics into crisp, board-ready narratives and recommendations; comfort presenting to executives and the Board.
- AI and automation fluency — Comfort using LLM tools and AI-assisted applications to accelerate forecasting, analysis, and reporting; experience evaluating or implementing AI-driven efficiency tools is a plus.
- MBA is a plus — Signals comfort with strategy, capital allocation frameworks, and board-level thinking.
- Technology/Software/SaaS/Private Equity experience — Strong plus.
About Us
From the day we opened our doors, MRI Software has built flexible, game-changing real estate software that powers thriving communities and helps make the world a better place to live, work and play. Fulfilling that mission is only possible because of one thing: exceptional people. People like you!
Our people-first approach to PropTech is defining a new industry standard for client experiences that, quite frankly, can’t be duplicated. Experiences that deliver real value every day. And we know those experiences begin with our people.
We believe MRI is more than just a workplace; it’s a connected community of people who truly feel they belong. Whether we’re investing in employee resource groups or providing tailored resources for each person to reach their full potential, we’re passionate about creating a work environment that makes you excited to show up every single day.
At MRI, one of our core values is to strive to amaze. From the intelligent solutions we create to the culture we cultivate, that’s our goal every day. Because that’s what industry leaders do. Whether you’re joining as a new Pride member or rejoining us after a short time away, your talent is vital to us, our partners and our clients.
Amazing growth requires amazing employees. Are you up to the challenge?
We know confidence gap and imposter syndrome can get in the way of meeting remarkable candidates, so please don’t hesitate to apply. We’d love to hear from you!
MRI is proud to be an inclusive employer. We welcome and celebrate diversity across all backgrounds, including ethnicity, religion, sexual orientation, gender identity, disability, age, military, veteran status and more.
We believe that Belonging is a direct result of Diversity, Equity, and Inclusion. Those values are woven into the fabric of who we are and are foundational to our continued success. Come and see for yourself!
