Revenue FP&A Director

Sonar•Austin, TX

13d•Onsite

About The Position

Sonar is seeking a Revenue Finance Director to join its FP&A team and own how the company forecasts, plans, and prices revenue. The role is responsible for improving forecast accuracy, partnering cross-functionally to optimize revenue, and giving executives clear recommendations on revenue strategy. This is a hands-on position for a self-starter who uses data to challenge assumptions, builds solutions personally, and leads an AI-first approach to FP&A. The Director owns Sonar’s end-to-end revenue forecast—including bookings, billings, and revenue—across monthly and quarter-end cycles, as well as annual and long-range revenue planning. The role evaluates pricing and packaging, supports deal decisions and approval frameworks, and prepares materials for the Board, investors, and executive leadership. It also builds and ships AI-enabled automations for finance workflows, with appropriate human oversight, validation, controls, and data security. The position partners with teams across Finance, Controllership, Accounting, Finance Operations, RevOps, Deal Desk, Pricing, and R&D Finance to maintain data integrity, improve reporting, and inform commercial decisions. Sonar’s in-office culture includes three anchor days—Mondays, Tuesdays, and Thursdays—and candidates are expected to be genuinely based in the location where the role is posted. Relocation may be supported for the right candidate.

Requirements

10+ years of progressive finance experience in FP&A, revenue finance, or commercial and strategic finance, with significant experience in high-growth SaaS or technology.
Ownership of a revenue, bookings, or ARR forecast at scale, with a demonstrated record of improving forecast accuracy and working knowledge of revenue accounting.
Experience making pricing, packaging, or commercial recommendations adopted by executives, grounded in margin, discounting, and price realization analysis.
Experience with consumption-based models.
Demonstrated ability to influence senior leaders with data, maintain a position under pushback, and change how others work.
Hands-on experience building and shipping AI automations in finance workflows, using tools such as Claude or ChatGPT; experience must extend beyond using prompts to polish emails.
Expert-level driver-based financial modeling skills and ability to communicate complex recommendations clearly to executives, the Board, and investors.
Self-starter and builder who takes ownership, moves quickly, and performs detailed work personally.
Bachelor’s degree in Finance, Economics, Accounting, or a related field.
Genuinely based in the location where the role is posted; relocation may be supported for the right candidate.

Nice To Haves

MBA.
Investment banking, consulting, or strategic finance experience.
Experience with various pricing models.
Hands-on experience with enterprise planning and finance systems such as NetSuite, Pigment, or Salesforce.
Experience building AI agents or workflows, such as Claude Cowork.

Responsibilities

Own the end-to-end revenue forecast for bookings, billings, and revenue across monthly and quarter-end cycles.
Improve forecast accuracy by tracking misses by segment, motion, and root cause, running retrospectives on material variances, and challenging assumptions about conversion, renewals, and timing.
Build driver-based revenue models using leading indicators such as pipeline, usage, renewals, and price, incorporating ASC 606 treatment and consumption-based revenue models.
Lead annual and long-range revenue planning and translate targets across the P&L.
Develop executive-level revenue strategy recommendations and present positions and options to the CFO.
Build Board, investor, and executive leadership team materials.
Evaluate pricing and packaging changes, including list price, discounting, renewal uplift, and plan mix, and quantify their effects on topline and margin.
Partner with Deal Desk, Pricing, and R&D Finance to analyze margin, pricing profiles, and deal structures, including discounts, multi-year terms, ramps, payment terms, and commitments.
Build deal guardrails and approval frameworks that balance growth, margin, and revenue recognition; advise on non-standard deals and conduct post-close analysis.
Identify and ship AI-enabled finance automations, including forecast roll-ups, variance analysis, anomaly detection, deal and pricing analytics, and agentic workflows.
Determine where AI should automate, where human judgment should remain involved, and how outputs are validated, controlled, and secured.
Stay hands-on with data and models; proactively identify problems and opportunities, propose solutions, and drive them to completion.
Partner with Controllership, Accounting, Finance Operations, RevOps, and Deal Desk to support data integrity and accurate, streamlined reporting.