Director, Sales Planning & Analysis

Ibotta•Denver, CO

2d•$150,000 - $170,000•Hybrid

About The Position

Ibotta is seeking a Director, Sales Planning & Analysis to join their innovative team. This role will own the financial and business analysis supporting the revenue function, including directing revenue planning and forecasting, scenario modeling, sales capacity planning, sales analysis, developing and implementing frameworks and KPIs to monitor sales pipeline health, and participating in go-to-market investment decisions. The Director will operate as a trusted strategic advisor to Revenue leadership, translating complex financial data into clear, executive-ready recommendations that shape how Ibotta goes to market and drives durable, profitable growth. This position is located in Denver, Colorado as a hybrid position requiring 3 days in office (Tuesday, Wednesday, and Thursday). Candidates must live in the United States. A relocation bonus will be offered to assist with relocation to Denver.

Requirements

8+ years of progressive experience in finance, with significant time in FP&A, strategic finance, or commercial/sales finance roles
Direct experience partnering with revenue and sales organizations – you understand capacity planning, quota setting, pipeline management, and forecast discipline
Expertise in revenue modeling and forecasting; able to build a forecast from unit-level drivers, not just trended dollars
Experience presenting financial and sales analysis and recommendations to senior and executive leadership; strong executive communication and the ability to challenge assumptions constructively
Advanced financial modeling skills; fluency with the modern finance and GTM tech stack (e.g., Salesforce, NetSuite, Databricks, Tableau/Looker)
Bachelor's degree in Finance, Accounting, Economics, Business, or a related field
Applicants must be currently authorized to work in the United States on a full-time basis.

Responsibilities

Lead end-to-end sales planning and forecasting for all Revenue streams, including the Annual Plan and periodic re-forecasts; drive high forecast accuracy to enable confident decision-making; deliver actionable insights to stakeholders
Own the topline model: build and maintain a bottoms-up revenue and bookings forecast grounded in unit-level drivers (pipeline, win rates, rep productivity, ramp curves, and redemption/engagement trends)
Serve as a key finance business partner to the Chief Revenue Officer and Revenue leadership team; lead monthly business reviews and bring data-driven insights and constructive challenge to key decisions
Drive sales capacity and coverage planning – headcount, quotas, territories, and productivity assumptions – connecting GTM investments to revenue targets and unit economics
Build business cases and ROI analyses for major Revenue investments (headcount, incentive programs, pricing changes, new revenue streams), and track actual results against projections
Partner with Revenue Operations and Accounting to reconcile bookings, billings, and revenue, and to ensure sound controls around commissions, incentives, and client-facing investment programs
Support sales compensation design, including quota methodology grounded in capacity analysis and incentive alignment with company goals
Steward critical Revenue metrics (gross & net revenue, bookings, pipeline health & coverage, win rate, sales productivity, market demand, category/client performance); develop reporting and self-serve dashboards that give leadership real-time visibility into performance
Contribute to board, investor, and executive materials, helping to develop the topline narrative and the story behind the numbers
Champion process improvement and modern tooling – including AI-enabled forecasting, reporting, and analysis – to increase the speed and accuracy
Embrace and uphold Ibotta's Core Values: Integrity, Boldness, Ownership, Teamwork, Transparency, & A good idea can come from anywhere