Revenue FP&A Director

Position description

We are seeking a Revenue Finance Director to join our FP&A team and own how Sonar forecasts, plans, and prices its revenue. You will drive forecast accuracy, partner cross-functionally to optimize revenue, and give executives clear recommendations on revenue strategy. This is a hands-on role for a self-starter who pushes back with data, builds their own solutions, and leads our AI-first approach to FP&A.

What you will do

• Own the Revenue Forecast and Raise Its Accuracy

  • Own Sonar’s revenue forecast end to end (bookings, billings, and revenue) across monthly and quarter-end cycles, with a clear view of where we will land and why.

  • Treat forecast accuracy as your personal scorecard. Track misses by segment, motion, and root cause, and run retrospectives on material variances.

  • Challenge cross-functional teams on conversion, renewal, and timing assumptions, and drive the changes needed to make the forecast more reliable.

  • Build driver-based models using leading indicators (pipeline, usage, renewals, price) and ASC 606 treatment; incorporating consumption based revenue models.

• Lead long-range and annual revenue planning, translating targets across the P&L.

  • Turn analysis into executive level recommendations

  • Shape revenue strategy and bring a position and options to the CFO. Build Board, investor, and ELT materials.

  • Evaluate pricing and packaging changes (list price, discounting, renewal uplift, plan mix) and quantify the impact on topline and margin.

  • Partner with Deal Desk, Pricing, and R&D Finance to analyze margin, pricing profiles, and deal structures (discounts, multi-year terms, ramps, payment terms, commitments).

  • Build deal guardrails and approval frameworks that balance growth, margin, and revenue recognition, advise on non-standard deals, and run post-close analysis.

• Build with AI and Automate

  • Default to AI first. Before adding a manual process, ask whether an AI-enabled workflow can do it better, and build it yourself.

  • Ship automations that go beyond text generation: forecast roll-ups, variance analysis, anomaly detection, deal and pricing analytics, and agentic workflows.

  • Define where AI should automate, where human judgment stays in the loop, and how outputs are validated, with appropriate controls and data security.

• Roll Up Your Sleeves and Self-Initiate

  • Stay hands-on in the data and the models. Spot problems and opportunities on your own, propose the fix, and drive it to completion without waiting to be asked.

  • Partner with Controllership, Accounting, Finance Ops, RevOps, and Deal Desk to ensure data integrity and accurate, streamlined reporting.

Experience and qualifications

The ideal candidate will: 

• Required Experience

  • 10+ years of progressive finance experience (FP&A, revenue finance, or commercial and strategic finance), with significant time in high-growth SaaS or tech.

  • Ownership of a revenue, bookings, or ARR forecast at scale, with a proven record of improving accuracy and working knowledge of revenue accounting.

  • A history of pricing, packaging, or commercial recommendations that executives adopted, grounded in margin, discounting, and price realization analysis.

  • Experience with consumption based models

  • Demonstrated influence: you challenge senior leaders with data, hold your position under pushback, and change how others work.

  • Hands-on AI experience in finance workflows, with specific automations you built and shipped (not just prompts for polishing emails), using tools such as Claude or ChatGPT.

  • Expert-level, driver-based financial modeling, and the ability to communicate complex recommendations clearly to executives, the Board, and investors.

  • A self-starter and builder who takes ownership, moves fast, and does the detailed work personally.

  • Bachelor’s degree in Finance, Economics, Accounting, or a related field.

• Preferred Qualifications

  • MBA, or investment banking, consulting, or strategic finance experience.

  • Experience with various pricing models.

  • Hands-on experience with enterprise planning and finance systems (e.g., NetSuite, Pigment, Salesforce).

  • Experience building AI agents or workflows (e.g., Claude Cowork).

In-office culture

We're intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays, Tuesdays, and Thursdays — create the collaboration rhythm that makes a hub office worth having. 

Candidates need to be genuinely based in the location the role is posted  — if that's not where you are today, we're happy to support relocation for the right person.

We value diversity, equity, and inclusion

At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

If you need any accommodation, please reach out to us at hiring@sonarsource.com. 

All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date. 

Applications that are submitted through agencies or third party recruiters will not be considered.