About Bitwarden
Bitwarden is the open source password and secrets management company trusted by more than 15 million users and over 80,000 businesses worldwide. Our products, including Password Manager, Secrets Manager and Passwordless.dev, help individuals, teams and enterprises secure the credentials that run their lives and their companies. We're a fully remote, growth-equity backed company in a scaling phase, and we're building the finance function to match.
About the role
This isn't a classic FP&A seat. Reporting directly to our CFO, you'll own revenue planning and reporting end to end, combining sales finance and strategic finance into one role. You'll be the person who knows our customer and revenue data cold, turns it into the plan, and puts it in front of the executive team and the board.
You'll partner closely with Sales, Marketing, Product and RevOps leaders on how we grow: where we invest in go-to-market, how we price and package a multi-product suite, and which drivers actually move revenue. This role is built for a finance leader who wants a real seat at the table today and sees a CFO role in their future.
What you'll do
Revenue planning and forecasting
- Build and own the revenue plan, including the annual operating plan, quarterly reforecasts and long-range model, across new business, expansion, renewal and churn.
- Model the drivers behind the number: pipeline coverage, win rates, sales cycle, ACV, quota capacity and ramp, NRR, GRR and logo churn.
- Partner with Sales and RevOps on headcount and capacity planning, territory and quota setting, and sales compensation design and cost.
Reporting and board materials
- Own revenue and customer reporting for the CFO, executive team and board, including ARR bridges, cohort and retention analysis, and KPI dashboards.
- Build board and investor materials that tell a clear story with accurate numbers.
- Run the monthly and quarterly business review cadence with GTM leaders, focused on what's working, what isn't and what we're changing.
Strategic finance and pricing
- Lead pricing and packaging analysis across a multi-product suite: bundle and tier modeling, discounting guardrails, price change impact and new product monetization.
- Evaluate GTM investments and new motions (channel, public sector, self-serve, enterprise) with clear ROI and payback analysis.
- Support deal desk on non-standard deals, multi-year terms and pricing exceptions.
Data integrity and systems
- Be the source of truth for revenue and customer data. Reconcile CRM, billing and ERP data so bookings, billings, ARR and revenue tie out.
- Partner with Accounting on revenue recognition (ASC 606) inputs and with RevOps on CRM hygiene and definitions.
- Own and improve our FP&A planning platform and customer revenue cube, and push for automation over spreadsheets.
Team and leadership
- Build and lead a small, high-performing revenue finance team as the function scales.
- Act as a trusted thought partner to executives, and challenge assumptions with data when the plan and reality don't match.
What you bring
- 10+ years of progressive experience in FP&A, sales finance, strategic finance or a mix, with at least 3 years leading revenue planning.
- B2B SaaS experience is required, ideally in a PE or growth-equity backed company where you've lived through operating plans, value creation plans and board and lender reporting.
- Experience helping a SaaS business scale through a major growth stage, such as from roughly $50M to $100M+ in ARR, including the systems and process growing pains that come with it.
- Deep fluency in SaaS revenue metrics and classic sales motion KPIs: bookings, ARR, NRR and GRR, CAC payback, LTV, pipeline coverage, win rates, quota attainment and capacity.
- Hands-on experience working with large customer and billing datasets. You're comfortable getting into the data yourself, and SQL or BI tool experience (Looker, Tableau, Power BI) is a strong plus.
- A track record of pricing and packaging work across multiple products or tiers.
- Experience building board-level materials and presenting directly to executives.
- Working knowledge of the finance stack: CRM (Salesforce or HubSpot), ERP (NetSuite or similar), FP&A planning software (Adaptive, Pigment, Anaplan or similar) and customer revenue cube or subscription analytics tools.
- High ownership and high standards. You set the pace, you sweat the accuracy of your numbers, and you don't wait to be told what to fix.
- Ambition to grow into a CFO role, and the executive presence to earn that path.
- Bachelor's degree in Finance, Accounting, Economics or a related field.
Nice to have
- MBA or CPA.
- Experience with hybrid revenue models: self-serve or product-led alongside enterprise sales.
- Exposure to channel, partner or public sector revenue models.
- Security, identity or developer tools industry experience.
- Experience in a fully remote company or with globally distributed teams.
- Background in investment banking, PE or consulting before moving into operating finance.
Why this role
- Direct line to the CFO and real exposure to the executive team and board.
- A scaling company where your models shape actual decisions on pricing, GTM investment and product strategy.
- Room to build: the team, the tooling and the operating cadence are yours to shape.
- A mission that matters. Our products protect millions of people and businesses every day.
In the United States, the starting base compensation range for this role is $185,000 - $210,000. Actual compensation may vary based on level, relevant experience, and skill set as assessed in the interview process, as well as market data by location. See our careers page for a list of benefits.
