Director, Sales Finance

Harness is led by technologist and entrepreneur Jyoti Bansal founder of AppDynamics (acquired by Cisco for $3.7B). The company has raised $570M in Series E venture funding is valued at $5.5B and backed by top investors including Goldman Sachs Menlo Ventures IVP Google Ventures J.P. Morgan Capital One Ventures Citi Ventures ServiceNow Splunk Ventures and more. Harness is building the industrys leading AI-powered software delivery platform enabling teams worldwide to build test and deliver software faster safer and more reliably. Writing code is only 3040% of the engineering lifecycle the rest involves testing deployments security compliance and optimization. Harness brings AI and automation to this outer loop turning complex time-consuming workflows into streamlined processes at massive global scale.

The platform includes industry leading products inCI/CD Feature Flags Cloud Cost Management Service Reliability Chaos Engineering Software Engineering Insights Internal Developer Experience and API discovery observability governance and runtime protection. Over the past year Harness powered 128M deployments 81M builds 1.2T API calls protected and $1.9B in cloud spend optimized helping customers like United Airlines and Choice Hotels accelerate releases by up to 75% and achieve 10x DevOps efficiency. With employees in over 25 countries Harness is shaping the future of AI-driven software delivery and were looking for exceptional talent to help us move even faster.

The Director of Sales Finance will serve as the key strategic financial partner to the Chief Revenue Officer (CRO) and the global sales leadership team. This is a high-impact role responsible for providing the financial insights planning and operational support needed to drive profitable revenue growth.

You will lead all aspects of financial planning and analysis for the sales organization including headcount planning operating expense management sales compensation design and execution and the development of sophisticated capacity and productivity models. The ideal candidate is a data-driven strategic thinker with a proven ability to influence senior leaders and translate complex financial information into actionable business insights

Financial Planning & Analysis (FP&A):

• Lead the annual operating plan (AOP) quarterly forecasts and long-range planning for the global sales organization.
• Manage all headcount planning providing models and recommendations to support hiring plans and organizational structure.
• Oversee the management and forecasting of all departmental operating expenses.
• Prepare and present monthly and quarterly financial reporting packages for sales leadership including detailed variance analysis and commentary on business drivers.
• Identify and communicate financial risks and opportunities to the business.

Sales Compensation:

• Partner with Sales Leadership HR and Revenue Operations to design model and implement annual sales compensation plans that align with corporate revenue goals and strategic objectives.
• Oversee the end-to-end administration of sales commissions including quota and territory assignment validation calculations and ensuring timely and accurate payouts.
• Serve as the finance lead for the commission management system (e.g. Xactly CaptivateIQ) ensuring data integrity and process efficiency.
• Provide detailed analysis on the effectiveness of compensation plans SPIFFs and other incentive programs measuring ROI and performance against targets.
• Act as the primary point of contact for resolving commission-related inquiries and disputes.

Sales Strategy & Analytics:

• Develop maintain and enhance sophisticated sales capacity models to inform hiring targets quota setting and long-term revenue projections.
• Analyze key sales metrics and SaaS KPIs such as Customer Acquisition Cost (CAC) quota attainment pipeline velocity and sales cycle length.
• Provide financial modeling and due diligence for strategic initiatives including pricing strategies new market entry and channel partnerships.
• Collaborate closely with the Revenue Operations team to ensure alignment on data systems (e.g. Salesforce) and reporting.

Business Partnership & Leadership:

• Act as the primary financial advisor and trusted business partner to the CRO and their leadership team.
• Effectively communicate financial performance and insights to executive stakeholders.
• Lead mentor and develop a high-performing team of finance professionals.
• Drive continuous improvement and scalability in financial processes and reporting to support a growing sales organization

Required:

• Bachelors degree in Finance Accounting Economics or a related field.
• 10 years of progressive experience in finance with at least 5 years in a finance role directly supporting a Sales or Go-To-Market organization.
• Deep expertise in sales compensation plan design modeling and administration.
• Proven experience building and managing complex financial models including sales capacity and commission expense models.
• Exceptional analytical and problem-solving skills with a high attention to detail.
• Advanced proficiency in Microsoft Excel.
• Strong leadership skills with experience managing and developing a team.
• Excellent communication and presentation skills with the ability to distill complex financial concepts for non-financial audiences.

Preferred:

• MBA CPA or other relevant professional certification.
• Experience in a high-growth SaaS or technology company.
• Hands-on experience with financial planning systems (e.g. Anaplan Adaptive Insights Planful).
• Experience with CRM systems (e.g. Salesforce) and commission management software (e.g. Xactly CaptivateIQ).
• Proven ability to thrive in a fast-paced dynamic environment and manage multiple projects simultaneously

Work Location

• San Francisco or New York City (Hybrid from either location)

What you will have at Harness

• Competitive salary
• Comprehensive healthcare benefits
• Flexible Spending Account (FSA)
• Flexible work schedule
• Employee Assistance Program (EAP)
• Flexible Time Off and Parental Leave
• Monthly quarterly and annual social and team building events
• Monthly internet reimbursement

The anticipated base salary range for this position is between $202000 and $220000annually. Salary is determined by a combination of factors including location level relevant experience and skills. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. The compensation package for this position may also include equity and benefits. More details about our company benefits can be found at the following link: transparency