Director, Commercial FP&A

Strategic Finance Leadership

• Direct mandate over two core pillars in Commercial FP&A: (i) Commercial Deal Operational Excellence and (ii) Contribution Margin Expansion

• Serve as a thought partner to the Sr. Director in shaping the broader Commercial FP&A agenda contributing perspective on ARR growth strategies and Contribution Margin opportunities beyond direct pillars of ownership

• Drive significant transformation with AI fully revamping the top Commercial FP&A processes with the spirit of improving speed to provide advice to the business agility inunderstanding different scenarios and gaining capacity for the team to expand scope

• Partner with Corporate FP&A team to harmonize and drive best practices in areas of scope that overlap between both teams; including but not limited to costs management and forecasting practices

Commercial DealOperationalExcellence

• Partner withGTMLeadership to evolve operational frameworks & governance of theDealDeskfunction that is shared between Finance and Revenue Operations

• Partner with Revenue Operations toset the strategic vision and governance model for theDealDeskfunction;including butnot limited to:

• Establish the standards and frameworks that define deal quality across the organization

• Adviseon promotional programs or concession frameworks

• Definethe performance metrics and accountability structures that measure commercial deal health

• Partner with Monetization Strategy and Pricing team tooperationalizepricingobjectivesset by their teamand translating them to point of execution teams

• Partner with Partnershipsand Corporate Strategy Leadership in negotiating the commercial terms of new Strategic Partnerships or Marketplace partnersin accordance withfinancialobjectivesin the long-range plan

• Partner with Partnerships and Corporate Strategy Leadership in measuring the financial health of existing Strategic Partnerships and the Marketplace and advising on the levers to pull to drive Contribution Margin expansion

Contribution MarginExpansion

• Own the financial partnership with GTM leadership to ensure PCCs commercial investments areallocatedwith discipline and rigor translating growthobjectivesinto resource decisions that maximize Contribution Margin without constraining ARR momentum

• Partner with GTM Leadership to drive best practices in making financial decisions onresource allocation & investments; including but not limited to:

• Establishing the right efficiency metrics to measure and compare to benchmarks

• Capacity planning to support headcount needs aligned to growth objectives

• Advising on commission program design & governance

• Advising on resource allocation decisions such as marketing channel mix

• Manage GTM partners tomaintainaccurateforecasts on headcount and discretionary spend

• Drive scenario planning and stress-testing across different time horizons (quarterly annual multi-year) quantifyingupsideand downside outcomes from strategic choices

Team Leadership & Talent Development

• Lead a team of FP&A professionals settinga clear visionhigh expectations and a culture of performance and engagement

• Build and sustain a high-performing team through intentional talent development planning ongoing coaching and rigorous performance management

• Develop team members for increased scope and responsibility with a long-term lens on succession and organizational capability building

• 1012 years of progressive experience in FP&A Strategic Finance or equivalent roles; a minimum of 5 years in a technology or SaaS business is a strict requirement

• Meaningful experience working across commercial topics (e.g.deal structure contracting pricing) and with GTM functions is a strict requirement

• Experience with meaningful AI transformation in finance workflows is highly desirable

• Demonstrated ability to influence and communicate complex financial topics to executive and C-suite audiences including in investor-facing contexts

• Deep financial modellingexpertise including deal structuring scenario analysis and contribution margin frameworks in a SaaS context

• Demonstratedtrack recordof delivering measurable commercial outcomes whether through improved deal economics GTM cost efficiency or margin expansion in a high-growth environment

• Advanced understanding of financial and management reporting principles SaaS financial metrics (ARR NRR CAC LTV Rule of 40) and financial accounting practices

• Bachelors degree in Business Finance Accounting or a related field; advanced degree or CPA/CFA designation is an asset