Director, Revenue & Strategic Accounting

Accountabilities:

• Own the end-to-end revenue planning process, including annual operating plans, quarterly forecasts, and long-range financial models covering new business, expansion, renewals, and churn.

• Analyze key SaaS and sales performance drivers, including ARR, bookings, pipeline coverage, win rates, sales cycles, average contract value, quota capacity, customer retention, and revenue churn.

• Partner with Sales and Revenue Operations leaders on headcount planning, sales capacity, territory design, quota setting, and sales compensation strategies.

• Lead revenue and customer reporting for the CFO, executive leadership, and board, including ARR bridges, cohort analysis, retention metrics, KPI dashboards, and investor presentations.

• Coordinate monthly and quarterly business reviews with go-to-market leaders, translating financial performance into clear insights, identifying gaps, and recommending corrective actions.

• Drive strategic pricing and packaging initiatives across a multi-product portfolio, evaluating bundles, subscription tiers, discounting policies, price adjustments, and new product monetization opportunities.

• Assess go-to-market investments and emerging commercial models, including channel partnerships, public sector opportunities, self-service, and enterprise sales, through ROI and payback analysis.

• Support complex commercial negotiations by evaluating non-standard agreements, multi-year contracts, and pricing exceptions.

• Maintain accurate and consistent revenue and customer data by reconciling CRM, billing, and ERP systems, ensuring alignment across bookings, billings, ARR, and recognized revenue.

• Collaborate with Accounting on ASC 606 revenue recognition inputs and with Revenue Operations on CRM data quality, reporting definitions, and process improvements.

• Oversee and continuously improve financial planning platforms, customer revenue analytics, and reporting infrastructure, prioritizing automation and scalable solutions.

• Build, develop, and lead a high-performing revenue finance team while acting as a trusted strategic advisor to senior executives and challenging business assumptions through data-driven analysis.

Requirements:

• 10+ years of progressive experience in FP&A, sales finance, strategic finance, or a related financial leadership function, including at least 3 years of direct responsibility for revenue planning.

• Required experience within B2B SaaS businesses, ideally in private equity or growth-equity-backed environments, with exposure to operating plans, value creation initiatives, and board or lender reporting.

• Demonstrated experience supporting a SaaS company through a significant growth phase, ideally scaling from approximately $50 million to $100 million or more in annual recurring revenue.

• Strong understanding of SaaS financial metrics and commercial performance indicators, including ARR, bookings, NRR, GRR, CAC payback, LTV, pipeline coverage, win rates, quota attainment, and sales capacity.

• Hands-on experience analyzing large customer, subscription, and billing datasets, with the ability to independently investigate financial information and translate findings into business recommendations.

• Experience leading pricing and packaging strategies across multiple products, subscription tiers, or revenue streams.

• Proven ability to prepare board-level financial materials, communicate complex financial information clearly, and present insights directly to executive leadership.

• Working knowledge of financial and business systems, including CRM platforms such as Salesforce or HubSpot, ERP solutions such as NetSuite, and FP&A platforms such as Adaptive, Pigment, or Anaplan.

• Familiarity with SQL and business intelligence tools such as Looker, Tableau, or Power BI is strongly preferred.

• Strong financial modeling, analytical, strategic thinking, and problem-solving capabilities, combined with exceptional attention to detail and a commitment to data accuracy.

• Demonstrated leadership skills, with the ability to build teams, establish scalable processes, influence cross-functional stakeholders, and operate with a high degree of ownership and accountability.

• Excellent communication and executive presence, with the ability to challenge assumptions constructively and influence strategic decisions.

• Bachelor's degree in Finance, Accounting, Economics, or a related discipline required.

• MBA or CPA qualification is preferred.

• Additional experience with hybrid revenue models, product-led growth, channel partnerships, public sector sales, or security and developer tools is advantageous.

• Experience working in fully remote organizations or managing globally distributed teams is a plus.

• Previous experience in investment banking, private equity, or consulting before transitioning into corporate finance is also beneficial.

Benefits:

• Competitive annual base salary ranging from $185,000 to $210,000 in the United States.

• Compensation tailored to experience, skills, seniority, and geographic market.

• Equity-backed, high-growth business environment.

• Direct reporting relationship with the CFO and meaningful exposure to executive leadership and board-level discussions.

• Opportunity to shape financial strategy, pricing decisions, go-to-market investments, and product monetization.

• Significant ownership in building and developing the revenue finance function, including its team, systems, and operating processes.

• Opportunity for professional growth and a potential pathway toward a future CFO position.

• Fully remote work environment.

• Opportunity to contribute to a meaningful mission focused on protecting individuals and businesses through innovative security solutions.