Director, Finance (Revenue & Commercial FP&A)

MRI•Cleveland, OH

21h

About The Position

The Director of Revenue & Commercial FP&A serves as the senior finance partner to the Chief Revenue Officer, Chief Client Success Officer, and global commercial leadership team. The role owns financial planning, forecasting, reporting, and investment governance for the go-to-market organization, including Sales, Marketing, and Client Success. It owns the ARR bridge and bookings forecast, supports revenue-plan discussions with the Board, leads sales and marketing ROI analysis, and develops commission and quota-setting frameworks. The Director advises commercial leaders on capacity planning, territory design, pricing, retention, and expansion strategy, while challenging assumptions and translating commercial goals into a financially disciplined plan. The position reports to the Senior Director of FP&A and works across Sales Operations, Revenue Operations, Marketing, Client Success, and Accounting. It also leads and develops finance analysts and managers, improving forecast rigor, analytical depth, and business partnership quality.

Requirements

Bachelor's degree in Finance, Accounting, Business, Economics, or equivalent experience.
At least 8 years of progressive finance experience, with a strong emphasis on revenue, sales finance, or commercial FP&A in a SaaS or subscription-based business.
Expert-level understanding of SaaS metrics, including ARR, NRR, GRR, CAC, CAC payback, LTV, LTV:CAC, magic number, burn multiple, quota attainment, sales productivity, and pipeline conversion.
Direct experience with commission plan design, quota-setting methodology, sales capacity modeling, and territory planning at a growth-stage SaaS company.
Experience in a PE-backed or growth-stage SaaS environment and comfort with scrutiny of go-to-market efficiency in a high-growth, capital-constrained setting.
Advanced Salesforce experience; familiarity with revenue systems, EPM tools such as Adaptive, Vena, or Anaplan, and ERP systems such as NetSuite, SAP, or Oracle.
Proven ability to partner with and advise C-suite or commercial leaders, such as a CRO, CCO, CMO, or VP of Sales, while holding them accountable and maintaining strong working relationships.
Ability to build sophisticated capacity, quota, ARR bridge, and ROI models; comfort with complex scenarios and stress testing; advanced Excel skills.
Experience managing and developing high-performing finance teams, with strong coaching and mentorship skills.
Ability to communicate complex commercial dynamics clearly in board-ready narratives and recommendations and to present to executives and the Board.
Comfort using LLM tools and AI-assisted applications to accelerate forecasting, analysis, and reporting.

Nice To Haves

Experience evaluating or implementing AI-driven efficiency tools.
MBA.
Technology, software, SaaS, or private equity experience.

Responsibilities

Lead the global bookings and ARR forecast across regions, products, and segments, including the ARR bridge for new logos, expansion, cross-sell, churn, and contraction.
Manage weekly pipeline reviews, monthly forecast calls, and quarterly commit rhythms with the CRO and regional sales leaders; maintain forecast accuracy and surface risks early.
Own annual budgeting and long-range planning for Sales, Marketing, and Client Success.
Build capacity models based on quota, ramp, and productivity assumptions, and partner on headcount planning, territory design, and coverage models.
Measure go-to-market efficiency using metrics such as CAC, CAC payback, LTV, LTV:CAC, marketing-sourced pipeline ROI, sales rep productivity, and channel and segment profitability; recommend spend reallocations.
Design commission plans, quota-setting methodologies, accelerators, and SPIF programs with the CRO and Sales Operations; model P&L impacts and align commission accruals and payouts with revenue recognition and financial reporting.
Build business cases for go-to-market investments, model ROI, payback, and risk-adjusted returns, challenge insufficiently supported requests, and track post-investment ROI realization.
Support retention and expansion strategy by modeling GRR, NRR, pricing changes, product bundling, and customer success investments, and identifying at-risk revenue and save opportunities.
Own revenue reporting and narrative for quarterly Board packages, investor updates, and monthly business reviews, including analysis of bookings, pipeline health, retention trends, and go-to-market efficiency.
Provide strategic analysis and decision support on pricing, packaging, sales incentive experiments, M&A commercial diligence, and organizational design.
Manage and mentor finance analysts and managers and develop the next generation of go-to-market finance talent.