Director, Commercial Financial Planning and Analysis

CompTIA Human Resources

2d•$124,000 - $155,000

About The Position

The Director of Commercial FP&A is a strategic finance leader responsible for driving revenue optimization, pricing strategy, and sales performance insights within a software eCommerce business. This role owns quota and commissions planning, company-wide pricing governance, and serves as a key FP&A partner to Sales and Marketing. You will combine analytical rigor with commercial acumen to influence go-to-market decisions, improve profitability, and enable scalable growth.

Requirements

Proven experience with sales compensation design and quota setting
Experience partnering with Sales, Marketing, and RevOps teams
Strong background in pricing strategy and revenue analytics
Strong communication skills with the ability to influence senior stakeholders
Advanced financial modeling and analytical skills
Proficiency with tools such as Excel, Salesforce, and BI platforms (e.g., Power BI, Tableau)
Data oriented, capable of excelling with big data sets
Experience implementing automation or AI use to improve accuracy and efficiency
High attention to detail with strong financial acumen and strong business judgement
7+ years of direct experience in related field

Nice To Haves

Experience with Microsoft Dynamics 365 a plus
Experience in a Private Equity backed company and high growth environment preferred

Responsibilities

Partner on the design, modeling, and execution of annual and quarterly sales quota and commission plans in partnership with the Chief Revenue Officer, Sales Leadership, and RevOps, ensuring alignment with company goals while maintaining quotas that are attainable, equitable, and performance driven.
Oversee commission calculations, accruals, and payouts with accuracy and timeliness
Deliver reporting and insights on quota attainment, sales productivity, and incentive effectiveness
Continuously evaluate and optimize compensation plans to drive ROI
Own company-wide pricing strategy and ensure pricing consistency, discipline, and margin optimization across all products, verticals and regions.
Lead list price setting and updates based on market trends, competitive positioning, and value realization
Establish and manage pricing approval framework and governance processes.
Partner with Product, Sales, and Marketing to align pricing and GTM strategies
Lead pricing and margin analysis across SKUs, customer segments, and verticals to identify opportunities for price optimization, discount management, and revenue expansion
Develop and maintain pricing dashboards, performance reporting, and analysis to inform strategic decision-making
Provide data-driven pricing guidance through competitive benchmarking and direct support to deal desk activities on non-standard pricing scenarios and track pricing effectiveness
Serve as the primary finance partner to Sales and Marketing leadership, supporting forecasting, budgeting, and long-range planning for revenue and go-to-market investments
Deliver actionable insights and analysis on pipeline health, conversion rates, CAC, ROI, and campaign performance to drive data-informed decision-making
Build financial models to support strategic initiatives (e.g., new markets, products, pricing) while driving accountability and financial discipline across GTM teams