Senior 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, encompassing annual budgets, rolling forecasts, monthly close variance analysis, and long-term planning.

• Develop and sustain the business unit's P&L model that includes revenue, bookings, headcount, and operating expenses.

• Identify financial drivers, risks, and opportunities.

• Create monthly and quarterly business reviews with executive-level commentary and variance analysis.

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

• Work alongside Accounting on month-end close processes, accruals, reclassifications, and resolving reporting discrepancies.

• Conduct scenario and sensitivity analyses for pricing strategies, market expansion, headcount investments, and M&A due diligence.

• Develop and maintain KPI dashboards and convert financial data into narratives suitable for both finance and non-finance audiences.

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

• Oversee the sales forecasting process, ensuring forecast hygiene, conducting weekly forecast calls, and delivering period-end forecasts.

• Manage pipeline analytics, focusing on conversion rates, velocity, and coverage ratios.

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

• Lead initiatives to enhance system data quality related to pipeline, opportunity stages, and close-date accuracy.

• Support deal desk activities for significant or non-standard transactions, including structuring, approvals, and adherence to booking policies.

• Advise the BU GM and sales leadership by converting data into actionable decisions and constructively challenging existing assumptions.

• Collaborate with Marketing, Product, Development, Customer Success, and HR to ensure operational plans are aligned with financial goals.

• Represent the business unit as a subject-matter expert 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.

• In-depth knowledge of ARR, GRR, NRR, churn, CAC, LTV, pipeline coverage, and quota attainment.

• Proficiency in constructing clean, flexible, assumption-driven financial models and confidently defending each component.

• Advanced Excel skills are essential.

• Hands-on experience with CRM systems, preferably HubSpot.

• Familiarity with FP&A platforms, ideally Adaptive.

• Capability to synthesize extensive datasets into executive narratives and influence senior stakeholders without formal authority.

• Understanding of how go-to-market strategies impact the P&L.

• Highly organized and adept at functioning in a fast-paced, ambiguous setting.

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

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

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Flexible work hours and remote work opportunities.

• Professional development and training programs.

• Generous paid time off and holiday policies.