Opswat
Director, Sales Finance
San Francisco, California, United States. Posted 3 months ago
The role
The Director, Sales Finance and Strategy will partner with go-to-market leadership, the CFO, and the CEO. This role leads financial planning and analysis for the go-to-market organization, including revenue, operating expenses, sales compensation, and headcount planning.
What you will do
- Drive annual operating planning, quarterly forecasts, and long-range scenarios for topline metrics.
- Manage headcount planning and provide models to support hiring and organizational structure.
- Oversee management and forecasting of departmental operating expenses.
- Prepare and present monthly and quarterly financial reporting packages for go-to-market leadership.
- Design, model, and implement annual sales compensation plans.
- Oversee end-to-end administration of sales commissions.
- Serve as the finance lead for commission management system data integrity.
- Analyze effectiveness of compensation plans, SPIFFs, and incentive programs.
- Develop and enhance sales capacity models for hiring targets and revenue projections.
- Analyze SaaS KPIs such as CAC, quota attainment, pipeline velocity, and sales cycle length.
Required qualifications
- 9+ years of progressively increasing responsibility in FP&A, Strategic Finance, or Corporate Finance leadership roles.
- Strong executive presence and ability to communicate complex financial insights to senior leadership.
- Deep understanding of SaaS metrics (TCV, ARR, NRR, CAC, and pipeline to billings).
- Fluency in bookings-billings-revenue mechanics and revenue recognition guardrails.
- Demonstrated success partnering with go-to-market department heads to influence strategic decisions.
- Track record of operating driver-based models and achieving forecast accuracy.
- Bachelor’s degree in finance, Accounting, Economics, or STEM field.
Nice to have
- MBA
- CPA
Benefits
- bonuses
- benefits
- equity
About the company
OPSWAT is a global leader in IT, OT, and ICS critical infrastructure cybersecurity. The company delivers an end-to-end platform to protect complex networks, secure devices, and ensure compliance.