Overview
The Senior Financial Analyst will join the FP&A organization, report to the Director of Sales and Marketing / GTM FP&A, and serve as a key finance partner to Sales, Marketing, and other go-to-market leaders. The role will own and enhance revenue forecasting and planning across recurring subscription, services, and other revenue streams; translate pipeline, bookings, retention, pricing, and customer trends into accurate financial outlooks; and deliver actionable analysis that improves growth, predictability, and resource allocation. The role will also support Sales and Marketing expense FP&A, including headcount, compensation, demand-generation programs, events, technology, contractors, and other operating expenses, by developing driver-based budgets and forecasts, monitoring performance, and evaluating investment returns. The position will connect operational drivers from CRM and other source systems to revenue (recurring and nonrecurring), ARR, retention, Sales and Marketing expenses, and investment efficiency while supporting annual planning, rolling forecasts, long-range planning, executive reporting, and strategic decision-making.
Duties & Responsibilities
- Own and continuously improve the company’s revenue forecast model across subscription, renewal, expansion, new-logo, Professional Services, and other revenue streams for the forecast, annual budget, and long-range plan.
- Partner with Sales, Marketing, Customer Success, Revenue Operations, Professional Services, Accounting, and FP&A stakeholders to develop driver-based revenue assumptions and align financial and operating plans.
- Translate pipeline, bookings, backlog, implementation timing, renewals, churn, expansion, pricing, and sales capacity into revenue, ARR, and gross and net retention outlooks.
- Analyze revenue performance and forecast variances by product, customer segment, channel, geography, cohort, and revenue type, identifying underlying drivers, risks, opportunities, and recommended actions.
- Develop scenario and sensitivity analyses for changes in pipeline conversion, sales productivity, deal timing, pricing, retention, expansion, and implementation capacity.
- Own and govern revenue-related KPI definitions and reporting, including ARR, bookings, renewal rate, gross retention, net retention, churn, expansion, average selling price, and pipeline coverage.
- Support monthly and quarterly business reviews and executive reporting with accurate forecasts, performance insights, KPI trends, revenue bridges, and a clear narrative on risks and opportunities.
- Evaluate go-to-market investments and strategic initiatives through business cases, cohort analysis, unit economics, sales-capacity modeling, and return-on-investment analysis.
- Establish and maintain model documentation, assumption tracking, data-validation controls, and governance standards while identifying opportunities to automate recurring revenue forecasts and reporting.
- Present financial findings, scenarios, implications, and recommendations clearly to FP&A leadership, go-to-market leaders, and other stakeholders.
- Deliver quarterly revenue forecasts within agreed planning deadlines and maintain forecast accuracy within established company tolerance levels, with documented explanations for material changes.
- Complete monthly revenue variance analysis, quantify the impact of volume, price, mix, churn, expansion, and timing, and escalate material risks and opportunities with recommended actions.
- Reconcile CRM pipeline, bookings, billing, and general ledger revenue data each month; investigate all material exceptions; and maintain documented resolution statuses and ownership.
- Perform quarterly forecast back-testing by revenue stream and customer segment, identify the largest sources of forecast error, and implement corrective actions that improve forecast accuracy and predictability over time.
- Reduce manual effort and cycle time for recurring revenue forecasts.
- Own driver-based budgets and rolling forecasts for Sales and Marketing operating expenses, including headcount, commissions and incentive compensation, demand-generation programs, events, technology, contractors, travel, and other discretionary spend.
- Partner with Sales and Marketing leaders and People teams to maintain headcount and compensation plans, assess hiring timing and capacity assumptions, and quantify the financial impact of changes to organizational and investment plans.
- Complete monthly Sales and Marketing expense budget-to-actual and forecast variance analysis, identify material drivers by department and spend category, and recommend actions to address risks, opportunities, and pacing against plan.
- Evaluate Sales and Marketing investments using business cases and performance metrics, such as customer acquisition cost, payback period, pipeline contribution, conversion, sales productivity, and return on investment, and provide resource-allocation recommendations.
- Perform other duties and projects as assigned.
Skills Required
- Strong revenue modeling, analytical, critical-thinking, and problem-solving skills, with the ability to connect commercial drivers to financial results.
- Strong understanding of SaaS and subscription economics, including bookings, ARR, revenue recognition, renewals, churn, expansion, gross retention, net retention, and recurring-revenue forecasting.
- Ability to analyze large and complex datasets, identify trends and data-quality issues, and translate findings into concise recommendations for business leaders.
- Excellent written and verbal communication and business-partnering skills, including the ability to work effectively across FP&A, Sales, Marketing, Customer Success, Revenue Operations, Accounting, and executive leadership.
- Advanced proficiency in Excel and experience with financial planning platforms, CRM systems, data-querying tools, analytics, and visualization platforms.
- Strong organizational and documentation skills, including model governance, assumption tracking, KPI definitions, reconciliation controls, and process documentation.
- Ability to manage multiple priorities and recurring deliverables in a fast-paced environment, with strong attention to detail and an understanding of commercial and financial implications.
Qualifications Required:
- Bachelor’s degree in Finance, Accounting, Economics, Business Analytics, or a related field.
- 5+ years of relevant experience in FP&A, revenue finance, corporate finance, financial modeling, or a related analytical role.
- Demonstrated experience building or maintaining driver-based revenue forecasts and financial models.
- Experience partnering with Sales, Marketing, Customer Success, Revenue Operations, Professional Services, or other go-to-market teams.
- Experience supporting annual budgets, rolling forecasts, long-range plans, and scenario-planning processes.
- Experience analyzing pipeline, bookings, recurring revenue, renewals, churn, expansion, or revenue-recognition timing.
- Experience defining, calculating, and governing revenue and go-to-market metrics.
- Experience in a SaaS or other subscription-based business strongly preferred.
- Experience in a private equity-backed environment preferred.
- Familiarity with planning systems such as Adaptive, CRM platforms such as Salesforce, and BI tools such as Power BI preferred.
- Experience working with ERP, CRM, business intelligence, revenue-management, or financial data sources preferred.
Min
USD $100,000.00/Yr.
Max
USD $120,000.00/Yr.