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 drives forecast accuracy, partners cross-functionally to optimize revenue, and provides executives with clear recommendations on revenue strategy. It is a hands-on position for a self-starter who challenges assumptions with data, builds solutions, and leads an AI-first approach to FP&A. The Director owns end-to-end revenue forecasting across bookings, billings, and revenue; leads annual and long-range planning; evaluates pricing and packaging; and develops deal guardrails and approval frameworks. The role also builds and ships AI-enabled finance automations, establishes controls for their use, and works with finance and revenue teams to maintain data integrity and streamline reporting. The position follows Sonar's in-office culture, with Mondays, Tuesdays, and Thursdays designated as anchor days. Candidates are expected to be based in the location where the role is posted; relocation support may be available for the right candidate.

Requirements

At least 10 years of progressive finance experience in FP&A, revenue finance, or commercial and strategic finance, including significant experience in high-growth SaaS or technology.
Experience owning a revenue, bookings, or ARR forecast at scale, with a proven record of improving forecast accuracy and working knowledge of revenue accounting.
A history of executive-adopted pricing, packaging, or commercial recommendations 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 prompting for email polishing.
Expert-level driver-based financial modeling and ability to clearly communicate complex recommendations to executives, the Board, and investors.
Self-starter and builder who takes ownership, moves quickly, and personally handles detailed work.
Bachelor's degree in Finance, Economics, Accounting, or a related field.

Nice To Haves

MBA, or experience in investment banking, consulting, or strategic finance.
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 Sonar's end-to-end revenue forecast for bookings, billings, and revenue across monthly and quarter-end cycles, explaining expected results and forecast changes.
Track forecast misses by segment, motion, and root cause, and conduct retrospectives on material variances.
Challenge cross-functional assumptions about conversion, renewals, and timing, and drive improvements to forecast reliability.
Build driver-based models using leading indicators such as pipeline, usage, renewals, and pricing, 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 prepare Board, investor, and ELT materials.
Evaluate pricing and packaging changes, including list prices, discounting, renewal uplifts, and plan mix, and quantify their effects on revenue and margin.
Partner with Deal Desk, Pricing, and R&D Finance to analyze margins, pricing profiles, and deal structures.
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 build AI-enabled workflows and automations for processes such as forecast roll-ups, variance analysis, anomaly detection, deal and pricing analytics, and agentic workflows.
Define where AI should automate, where human judgment is required, and how outputs are validated with appropriate controls and data security.
Stay hands-on with data and models; identify problems and opportunities, propose solutions, and drive them to completion.
Partner with Controllership, Accounting, Finance Ops, RevOps, and Deal Desk to ensure data integrity and accurate, streamlined reporting.