Director, Sales Finance

OPSWAT a global leader in IT OT and ICS critical infrastructure cybersecurity delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks secure their devices and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1700 organizations governments and institutions globally solidifying our role in protecting the worlds critical infrastructure and securing our way of life.

The Position:Director Sales Finance

We are seeking a strategicDirector Sales Finance and Strategyto partner directly with ourgo-to-market leadershipCFOand a direct report toHead of FP&Ayoullhave a seat at the table and the opportunity to shape OPSWATs next phase of growth includingpublic is a high-impact role responsible forprovidingthe financialinsights planning and operational support needed to drive profitable revenue growth.

You will lead all aspects of financial planning and analysis for thego-to-marketorganization includingtop-line (bookingsbillingARRand revenue)operating expense management sales compensation design and executionheadcount planningand 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

Why This Role Matters

We areexpanding the capabilities of ourfinance organizationto deliver faster sharper and more action-oriented insights that drive growth and capital efficiency. As a Finance Director you will be the senior leader who willbe responsible fortransforming ourforecastand planningframeworkaligningrelatedend-to-end processes shapinggo-to-marketdecision-making andchampioninghigh quality profitable growth.

What You Will Be Doing

Financial Planning and Analysis:

• Drivetopline (billingrevenue ARR etc.)annualoperatingplanning processquarterlyforecasts and long-range scenarios.
• 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 forgo-to-marketleadership including detailed variance analysis and commentary on business drivers.
• Identifyand communicate financial risks and opportunities tothebusiness.

Sales Compensation:

• Partner with Sales LeadershipandHRto design model and implement annual sales compensation plans that align with corporate revenue goals and strategicobjectives.
• Oversee the end-to-end administration of sales commissions including quota and territory assignment validation calculations and ensuringtimelyandaccuratepayouts.
• Serve as the finance lead for the commission managementsystemdata 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.

Go-to-market Strategyand Analytics:

• Developmaintain and enhance sophisticated sales capacity models to inform hiring targets quota setting and long-term revenue projections.
• Analyze key 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 strategiescapital allocationnew market entry and partnerships.
• Collaborate closely with theSalesOperationsand ITteam to ensure alignment on data systems and reporting.

Business Partnering and Leadership:

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

What We Need from You

• 9 years of progressively increasing responsibility in FP&A Strategic Finance or Corporate Finance leadership roles ideally within SaaS/subscription and/or cybersecurity environments.
• Strong executive presence and ability to communicate complex financial insights clearly to senior leadership.
• Deep understanding of SaaS metrics (TCVARR NRR CACandpipeline tobillings) andfluent in bookings-billings-revenue mechanics and revenue recognition guardrails.
• Demonstrated success partnering withgo-to-marketdepartment heads to influence strategic decisions.
• Track recordofoperating driver-based modelsachieving forecast accuracy improving efficiency and driving accountability through data.
• Bachelors degree in finance Accounting Economics or STEM field; MBA and/or CPA preferred.

We have a market-based pay structure that varies by base pay for this position is dependent on location as outlined below as well as the candidates knowledge skills and addition to base pay this role is eligible for bonuses benefits and equity.

Base Pay Range: San Francisco Bay Area $220000.00 - $260000.00

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants free of discrimination and harassment of any type. All employment decisions are based on individual qualifications job requirements and business needs without regard to race color religion age sex national origin disability status genetics protected veteran status sexual orientation gender identity or expression or any other category protected by federal state or local laws.

Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. Tosubmitresumes for our jobs there must be a recruitment contract approved by our legal team and endorsed by both are currently not accepting additional 3rd party agencies currently.