Director, FP&A - Revenue & GTM

KLDiscovery•United States,

About The Position

KLDiscovery is a leading global provider of eDiscovery, information governance, and data recovery solutions. The Director of FP&A — Revenue & GTM will serve as the strategic financial partner to the Chief Revenue Officer, sales leadership, and go-to-market teams. This individual owns the end-to-end revenue planning process across KLDiscovery's three primary revenue streams: SaaS/subscription (Nebula / RelOne), Managed Services, and Professional Services. The role sits at the intersection of finance and revenue operations — requiring both the analytical depth of a seasoned FP&A professional and the operational command of a sales ops leader capable of driving process hygiene, pipeline integrity, SFDC governance, and commissions accuracy. This is a high-visibility role that will directly shape how the company forecasts, prices, and measures revenue performance as it transitions from usage-based to subscription billing and prepares for a potential refinancing event.

Requirements

10–12+ years of progressive finance experience, with at least 5+ years in FP&A roles supporting revenue or GTM functions at a SaaS, legal tech, or B2B technology company
Direct experience owning revenue forecast processes across multiple revenue streams, including SaaS subscription, managed services, and professional/consulting services
Demonstrated experience working within or alongside Sales Operations, including CRM governance (Salesforce), pipeline reporting, and territory/quota design
Hands-on commissions management experience, including calculation, dispute resolution, and capitalization accounting under ASC 340-40
Working knowledge of ASC 606 revenue recognition, including multi-element arrangements, SSP allocation, and deferred revenue waterfall modeling
Expert-level financial modeling skills in Excel; experience with EPM/FP&A platforms — Oracle PBCS strongly preferred for planning and forecasting infrastructure; familiarity with FCCS a plus
Demonstrated experience leading or supporting Order-to-Cash (O2C) process integration — including system connectivity between CRM (SFDC), CPQ, ERP (Oracle/NetSuite), and billing platforms — with an eye toward revenue data integrity, AR automation, and cash application accuracy
Strong executive presence with the ability to lead cross-functional forecast calls and challenge CRO-level stakeholders with data

Nice To Haves

Experience in legal technology, eDiscovery, information governance, or adjacent B2B SaaS verticals
Prior exposure to PE-backed company environments, QofE processes, or leveraged capital structure reporting
CPA, CFA, or MBA from a top program
Familiarity with commissions automation platforms (CaptivateIQ, Xactly, Spiff)
Experience supporting or leading a transition from usage-based to subscription billing models

Responsibilities

Own the end-to-end revenue forecast model covering SaaS ARR/MRR, Managed Services recurring revenue, and Professional Services project revenue, with full waterfall from bookings through recognized revenue
Develop and maintain a rolling 12-month revenue forecast updated monthly in collaboration with CRO, regional VPs, and Sales Ops
Lead weekly and monthly forecast review calls with sales leadership, holding teams accountable to pipeline hygiene, stage progression, and close-date accuracy
Build and maintain ASC 606 compliant revenue recognition models, including SSP allocation across performance obligations and deferred revenue schedules for the SaaS-to-subscription transition
Produce scenario analyses (upside/downside/base) for leadership and board consumption, clearly articulating key revenue risks and opportunities
Partner with CRO and Sales Ops to own the Salesforce (SFDC) data governance framework — enforcing field hygiene, pipeline stage definitions, opportunity validation rules, and close-date discipline
Design and enforce the Quota Coverage Review (QCR) process, identifying coverage gaps, concentration risks, and capacity shortfalls in the annual sales plan
Lead territory design and quota-setting processes for the annual plan, in collaboration with HR, Sales Leadership, and Compensation teams
Build and maintain the revenue operations reporting stack: pipeline velocity, win/loss analysis, ACV by segment, sales cycle analytics, logo retention, and net revenue retention (NRR)
Act as the finance liaison for any CRM optimization or ERP/CRM integration work, ensuring system changes support accurate revenue reporting
Lead or partner on Order-to-Cash (O2C) integration initiatives — mapping and improving the end-to-end flow from opportunity creation in SFDC through CPQ, order management, billing, AR, and cash application in the ERP (Oracle); identify and close data gaps that cause revenue leakage, billing errors, or AR aging issues
Partner with IT, Sales Ops, and Accounting to design O2C workflows that support the subscription billing transition on Nebula/RelOne, including automated invoicing triggers, dunning logic, and deferred revenue hand-offs between systems
Own the monthly commissions calculation and reconciliation process, partnering with Sales Ops and HR to validate attainment and payout accuracy
Maintain commission capitalization schedules under ASC 340-40, ensuring proper amortization of incremental contract acquisition costs in accordance with company policy
Evaluate and recommend improvements to incentive compensation plan (ICP) design to align rep behavior with ARR growth, multi-year deal structuring, and professional services attach rates
Implement or enhance commissions management tooling (e.g., CaptivateIQ, Xactly, or SFDC-native solutions) to improve accuracy, auditability, and timeliness of payouts
Serve as the dedicated financial business partner to the CRO and GTM leadership team, participating in QBRs, sales all-hands, and strategic planning sessions
Analyze customer economics: CAC, LTV, payback period, NRR, gross and net churn by product line and customer segment
Build financial models to evaluate pricing changes, new product launches, bundle constructs, and professional services pricing for managed services engagements
Support M&A due diligence and refinancing workstreams by providing normalized ARR schedules, revenue quality analysis, and cohort data
Evaluate and support the build-out of FP&A systems infrastructure (Adaptive Insights, Anaplan, or equivalent) to improve forecast automation and reduce manual model maintenance