KMS Technology is seeking a strategic, data-driven FP&A Manager — Pipeline to Revenue to serve as the FP&A business partner to Growth and Sales leadership, with a primary focus on sales performance, bookings analytics, pipeline, and revenue forecasting. This role owns the “Funnel” front end of KMS’s weekly Funnel-to-Cash (F2C) forecasting process and is the source of all revenue and pipeline inputs that flow into the company forecast.
The role combines strong financial modeling expertise with a commercial mindset. It works within the shared data standards and the cohesive linked financial model — supplying clean, standardized revenue and pipeline inputs to the single source of truth — rather than maintaining parallel, standalone tools, ensuring one consistent view across the global FP&A team.
While this position focuses on Pipeline to Revenue, FP&A operates as one team. We provide cross-functional training across our areas — Pipeline to Revenue, Cost of Services to Gross Margin, and Global Forecasting & Financial Data — to keep the work interesting, educational, and insightful, and to enable team members to confidently cover for one another during PTO and other absences.
Pipeline & Bookings Performance (the Funnel front end of F2C)
- Own end-to-end financial planning and analysis for sales bookings, revenue pipeline, and growth metrics, as owner of the “Funnel” front end of the weekly F2C process.
- Develop and maintain the revenue and bookings forecast content, tracking actuals vs. targets and identifying variances and trends.
- Partner closely with the Chief Growth Officer, Sales, and Revenue Operations to manage pipeline and bookings data on the weekly F2C cadence, proactively driving revenue performance.
- Track KPIs and ensure accountability to revenue and bookings goals across short- and long-term horizons.
Data Standards & Integration (feeding the single source of truth)
- Supply revenue and pipeline data on the shared schema, format, and fixed cut-off cadence defined jointly with the Americas-based Senior Manager, FP&A — Global Forecasting & Financial Data, feeding the single source of truth and the consolidated model.
- Oversee the Pipeline Data Analyst (Power BI), ensuring the Power BI pipeline database is maintained and that system data flows cleanly and consistently into the shared Excel databases.
- Align to the cohesive linked financial model rather than building or maintaining parallel, standalone models or reporting tools.
- Ensure revenue and pipeline inputs are timely, consistently formatted, and well documented, so the global forecast is built on reliable data.
FP&A & Business Partnering
- Lead the annual budgeting exercise for the Growth business lines related to Revenue, Sales, and Marketing, including investment projects and performance evaluation.
- Perform weekly and periodic forecasts and Latest Estimate (LE) updates for the revenue and pipeline domain, with comparative analysis (actual vs. forecast vs. budget) and clear interpretation of trends.
- Act as a trusted advisor to business leaders on revenue optimization, combining financial insight with commercial understanding.
- Partner with global business leaders across the US, Mexico, Poland, and Vietnam on revenue planning, forecasting, and scenario modeling.
- Collaborate cross-functionally with Accounting, Marketing, HR, and Operations to ensure financial alignment.
Growth & Strategic Analysis
- Build models to evaluate growth scenarios, market expansion opportunities, new customer segments, and investment trade-offs on the revenue side.
- Analyze customer acquisition cost (CAC), lifetime value (LTV), churn, and net revenue retention (NRR) to support growth strategy.
- Support M&A, partnership, and new market entry analysis as needed.
- Collaborate with the Global Forecasting & Financial Data role to advance forecasting methods (e.g., regression, scenario analysis) within the revenue and pipeline domain.
- Identify and drive process improvements across FP&A workflows, tools, and reporting cadences.
Support for Executive & Board Reporting
- Provide revenue and pipeline analysis and reporting that feed executive and board materials, partnering with the Global Head of FP&A who owns those deliverables and the Americas role that consolidates them.
- Translate complex pipeline and bookings data into clear, decision-ready analysis and visuals.
- Ensure accuracy, consistency, and narrative coherence across all revenue and pipeline content used in executive-level communications.
Experience & Education
- Bachelor’s degree in Finance, Accounting, Economics, or a related field; MBA preferred, CFA a plus.
- 6–9 years of progressive finance experience, with at least 3 years in an FP&A role supporting Sales, Revenue, or Commercial functions.
- Prior experience in a high-growth technology, SaaS, or services company strongly preferred.
- Experience working with globally distributed teams across multiple time zones.
Skills & Competencies
- Deep expertise in sales and bookings forecasting, pipeline analysis, and GTM financial modeling.
- Advanced Excel and financial modeling, with the discipline to work within shared standards and feed a cohesive linked model rather than building standalone files.
- Experience with BI tools (e.g., Power BI), data warehouses, and CRM platforms (Salesforce); experience with ERP systems such as Oracle NetSuite is a plus.
- Strong understanding of SaaS / services metrics (bookings, pipeline, ARR/MRR, CAC, LTV, NRR, churn) and revenue recognition principles.
- Excellent communication and storytelling skills — able to present complex financial data clearly to non-finance audiences.
- Highly organized, detail-oriented, and comfortable managing multiple priorities in a fast-paced, weekly forecasting environment.
- Collaborative, proactive, and culturally aware, with a willingness to work across different time zones.
- Comfortable navigating ambiguity.
Perks You'll Enjoy
- Working in one of the Best Places to Work in Vietnam
- Competitive compensation package including base salary and performance bonus.
- Flexible and hybrid work environment.
- Opportunity to work directly with senior leadership and own the revenue engine of the company’s core forecasting process.
- A pivotal role in a cohesive, global FP&A team building best-in-class forecasting.
- Performance appraisals every year and performance bonus
- Flexible and hybrid work environment
- Various training on hot-trend technologies, best practices and soft skills
- Premium healthcare insurance for you and your loved ones
- Company trip, big annual year-end party every year, team building, etc.
- Fitness & sport activities: football, tennis, table-tennis, badminton, yoga, swimming…
- Joining community development activities: 1% Pledge, charity every quarter, blood donation, public seminars, career orientation talks,…
- Free in-house entertainment facilities (foosball, ping pong, gym…), coffee, and snack (instant noodles, cookies, candies…)
And much more, join us and let yourself explore other fantastic things!