Director, Financial Planning & Analysis

General Summary: The VP – Finance for Sales serves as the senior finance business partner to the Sales organization within a high-growth IT Managed Services company. This role drives revenue performance, pricing strategy, sales compensation design, forecasting accuracy, margin optimization, and financial governance across recurring managed services, project services, cloud, and professional services offerings.

The VP partners closely with the Chief Revenue Officer, Sales Leadership, and Executive Team to ensure profitable growth, disciplined deal structuring, and scalable revenue operations aligned with company objectives.

Essential Duties & Responsibilities:

Revenue & Financial Strategy

• Lead financial planning and analysis (FP&A) for all sales-driven revenue streams including Managed Services (MRR), Professional Services, Hardware/Software resale, and Cloud solutions.
• Develop and manage revenue forecasting models, pipeline analytics, and bookings-to-revenue conversion analysis.
• Provide actionable insights on revenue growth, customer acquisition cost (CAC), lifetime value (LTV), churn, and gross margin performance.
• Partner with executive leadership on annual planning, long-range strategic planning, and quota modeling.

Sales Finance & Business Partnership

• Act as primary finance liaison to Sales and Revenue Operations teams.
• Evaluate and approve complex deal structures, pricing models, contract terms, and discounting strategies.
• Support enterprise deal negotiations with financial modeling and risk assessment.
• Ensure alignment between revenue targets, margin objectives, and operational capacity.

Pricing & Margin Optimization

• Develop and maintain pricing frameworks for managed services contracts, SLAs, and bundled solutions.
• Analyze service delivery costs and margin contribution by offering, vertical, and customer segment.
• Recommend strategies to improve recurring revenue mix and overall gross margin.

Sales Compensation & Incentive Design

• Design and manage sales compensation plans that align performance with profitability and strategic objectives.
• Model commission plans, SPIFFs, accelerators, and quota attainment scenarios.
• Ensure accurate commission calculations, governance, and financial reporting compliance.

Revenue Reporting & Controls

• Oversee revenue recognition in partnership with Accounting to ensure compliance with GAAP/ASC 606.
• Drive consistency in bookings, billings, backlog, and deferred revenue reporting.
• Improve systems and dashboards for real-time sales and financial visibility.

Systems & Process Optimization

• Partner with Revenue Operations to optimize CRM (e.g., Salesforce), CPQ, and ERP integrations.
• Improve forecasting accuracy through analytics and standardized reporting.
• Lead automation initiatives that enhance scalability of revenue operations.

Qualifications:

Required

• Bachelor’s degree in Finance, Accounting, Economics, or related field (MBA or CPA preferred).
• 10+ years of progressive finance leadership experience, with significant exposure to sales finance.
• Experience within IT Managed Services, Technology Services, SaaS, Cloud, or recurring revenue business models.
• Strong understanding of recurring revenue metrics (MRR, ARR, churn, retention, renewal rates).
• Advanced financial modeling, forecasting, and pricing strategy expertise.
• Demonstrated experience designing sales compensation plans.
• Executive presence with ability to influence CRO-level leadership.

Preferred

• Experience in Private Equity-backed or high-growth organizations.
• Experience supporting multi-location or national sales organizations.
• ERP/CRM expertise (e.g., Salesforce, NetSuite, Microsoft Dynamics).

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