FP&A Manager

Kiteworks•San Mateo, CA

1d•$150,000 - $175,000

About The Position

Kiteworks is seeking an FP&A Manager, Go-to-Market Operations, to serve as the strategic finance partner to its revenue organization. The role works with Sales, Marketing, Customer Success, and Revenue Operations leaders to turn data into decisions, improve financial performance, and support long-term growth. It owns the single source of truth for bookings, ARR, and revenue from lead generation through recognized revenue, and takes responsibility for work from initial analysis through final results. The position owns worldwide bookings, ARR, and revenue forecasts and budgets, as well as department cost forecasts, EBITDA views, and budgets. It supports GTM performance management, sales capacity and compensation planning, pricing and investment decisions, and business cases for profitable growth. It also partners with BI, RevOps, and Accounting to improve data quality, reporting, forecasting, systems, and close processes, while ensuring sensitive financial and personal data is handled securely and in compliance with GDPR. The role requires at least five years of FP&A experience focused on Sales, GTM, or SaaS; strong modeling, Excel, systems, and SaaS financial expertise; and routine, careful use of AI in finance workflows. Candidates must be able to work across international time zones and meet applicable security screening requirements. The position is open only to individuals who already have U.S. work authorization; visa sponsorship is not available.

Requirements

At least 5 years of FP&A experience focused on Sales, GTM, or SaaS.
Proven ownership and entrepreneurial initiative in independently driving projects or implementing systems and processes.
Routine use of AI in day-to-day finance work, with critical evaluation of its numbers, logic, and sources before acting on or presenting results.
Do not place customer data, credentials, or confidential financial or investor data into AI tools that are not approved for that information.
Expert-level financial modeling and advanced Microsoft Excel skills.
Strong experience with ERP and FP&A systems such as NetSuite, Planful, or similar.
Deep understanding of SaaS metrics, including ARR, CAC, and LTV, as well as revenue recognition and cash flow mechanics.
High affinity for data analytics and hands-on experience using AI tools in finance workflows.
Ability to work across international time zones.
High reliability and strict confidentiality when handling sensitive financial and investor data.
Ability to meet applicable Kiteworks, customer, and/or government security screening requirements, including the Kiteworks Background Check upon hire or transfer and every two years thereafter.
Must already have U.S. work authorization; visa sponsorship is not available.

Nice To Haves

Degree in Business Administration, Finance, Economics, or a related field, or equivalent practical experience.

Responsibilities

Serve as the Finance partner to Sales, Marketing, Customer Success, and Revenue Operations leaders, advising on budget fulfillment, profitability, and other business topics.
Take FP&A responsibility for the Sales and Customer Success departments.
Own worldwide bookings, ARR, and revenue forecasts and budgets for new business, expansion, renewals, and churn, by entity and product.
Build an integrated revenue model that converts sales forecasts, existing business, and churn assumptions into GAAP revenue, P&L, and ARR; maintain the single source of truth for revenue and ARR data.
Introduce and maintain KPIs to measure and benchmark Sales effectiveness and efficiency across the cycle from lead generation to recognized revenue.
Partner with the business to introduce KPIs for customer health by region and product, and for Customer Success and Support effectiveness and efficiency.
Track revenue metrics, identify performance drivers, and surface risks and opportunities early.
Lead sales capacity planning, territory economics, quota capacity, and sales productivity analysis.
Partner with Sales and RevOps on incentive plan design, commission forecasting, and compensation effectiveness.
Evaluate headcount, channel partner programs, customer acquisition costs, and investment returns to optimize resource allocation; establish a gross margin model for existing customer segments.
Support pricing strategy and optimize contract models, including single-year and multi-year deal structuring, customer segmentation, and initiatives that accelerate profitable growth.
Develop business cases, scenario models, and actionable recommendations to support GTM decisions.
Own the departments’ cost forecast and EBITDA view in quarterly forecasts refreshed monthly, and establish department budgets during the annual budgeting process.
Deliver data-driven analysis and recommendations for Finance, GTM leadership, and executive reviews.
Partner with BI and RevOps to improve GTM data quality, reporting, and forecasting processes, and drive AI-enabled analytics.
Contribute to company-wide growth and efficiency KPIs and continuously improve FP&A processes and systems, including Planful.
Work closely with Accounting and provide quality assurance for the month-end close.
Ensure financial and personal data is processed securely and in compliance with GDPR, including appropriate access controls, encryption, and retention practices.
Use AI routinely in day-to-day finance work, critically check AI output before relying on or presenting it, and avoid entering customer data, credentials, or confidential financial or investor data into unapproved AI tools.
Work across international time zones and handle sensitive financial and investor data reliably and confidentially.
Meet Kiteworks, customer, and/or government security screening requirements, including passing the Kiteworks Background Check upon hire or transfer and every two years thereafter.

Benefits

Equity in the form of stock options.
Three Cigna healthcare plans: PPO, EPO, and HDHP; 90% coverage for PPO/EPO and a $0-premium HDHP.
$1,200–$2,400 HSA contribution.
Competitive vision and dental coverage.
FSA and Dependent Care FSA.
401(k) with 100% match up to $5,000 and immediate vesting.
Fully paid life and disability insurance.
Six weeks of leave for birthing parents and eight weeks for non-birthing parents.
$10,000 lifetime fertility benefit reimbursement.
One Medical membership and EAP counseling.
Unlimited PTO and 10 holidays.
10 work-from-anywhere days.
Catered lunches and in-office massage days.
Total Rewards package may include benefits, perks, equity, and bonuses.