Manager, FP&A, Sales Operations

This is a fully remote position, open to applicants in Minnesota.

📋 Description

• Take ownership of comprehensive financial planning for the business unit, which includes the annual budget, rolling forecasts, monthly close variance analysis, and long-term planning.

• Create and uphold the business unit's P&L model, encompassing revenue, bookings, headcount, and operating expenses.

• Identify financial drivers, risks, and opportunities.

• Prepare monthly and quarterly business reviews complete with executive-ready commentary and variance bridges.

• Collaborate with corporate FP&A to ensure consistent reporting and aligned goals.

• Work together with the Accounting team on month-end close, accruals, reclassifications, and reporting discrepancies.

• Conduct scenario and sensitivity analyses related to pricing, market expansion, headcount investments, and M&A diligence.

• Develop and maintain KPI dashboards, translating financial data into compelling narratives.

• Collaborate with sales leadership on territory design, quota establishment, capacity planning, and coverage modeling.

• Oversee the sales forecasting process, ensuring forecast hygiene and conducting weekly forecast meetings.

• Manage pipeline analytics, including tracking conversion rates, velocity, and coverage ratios.

• Design and implement sales compensation plans, calculate commissions, and resolve any disputes.

• Lead initiatives to ensure data quality in systems for pipeline, opportunity stages, and close-date accuracy.

• Assist with deal desk activities for large or non-standard transactions, including structuring, approvals, and compliance with bookings policies.

• Provide advice to the BU GM and sales leadership by translating data into actionable decisions and constructively challenging assumptions.

• Partner with Marketing, Product, Development, Customer Success, and HR to align operational plans with financial objectives.

• Represent the business unit in company-wide FP&A and Sales Operations initiatives.

⛳️ Requirements

• 5–8 years of progressive experience in FP&A, Sales Finance, or Sales Operations, preferably within a SaaS or subscription-revenue environment.

• Strong understanding of ARR, GRR, NRR, churn, CAC, LTV, pipeline coverage, and quota attainment.

• Advanced proficiency in Excel is essential.

• Hands-on experience with CRM systems, ideally HubSpot, is required.

• Familiarity with FP&A platforms, preferably Adaptive, is necessary.

• Ability to distill large datasets into concise executive narratives and influence senior stakeholders without formal authority.

• Awareness of how go-to-market decisions impact the P&L.

• Highly organized and capable of thriving in a fast-paced, ambiguous environment.

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

• An MBA or CFA is advantageous, though not mandatory.

🏝️ Benefits

• Remote work arrangement