Senior FP&A Analyst, Services Finance

Armadin•Palo Alto, CA

7d•Onsite

About The Position

As a Senior FP&A Analyst for Services, you will be responsible for the financial operations of the services delivery, including personnel, partners, and hours, which are crucial for achieving customer outcomes. You will develop comprehensive cost and margin models for services from the ground up, transform operational data into actionable insights, and leverage AI to enhance efficiency beyond traditional finance teams. You will collaborate closely with Expertise (Services) and Delivery leadership to understand the processes of work scoping, staffing, and delivery, and to provide detailed cost and margin analysis. Your responsibilities will include managing the monthly services cost close, creating forecasts to guide hiring and pricing strategies, and operating with a high degree of autonomy and speed.

Requirements

5–7 years in FP&A or finance with direct ownership of professional services, consulting, or managed services costs, ideally within a cybersecurity or technology company with a substantial services division.
Deep understanding of services economics, including utilization, realization, blended rates, bill rates vs. cost rates, subcontractor management, and engagement-level P&L.
Advanced data analysis skills: proficiency in SQL, advanced Excel or Sheets, and scripting languages (Python or similar). Ability to independently pull data, build models, and automate reporting.
Strong, hands-on AI skills, including practical experience with LLM tools for faster analysis and reporting.
Startup operator mentality: self-directed, comfortable with ambiguity, and capable of independently owning outcomes.
Clear communication skills, with the ability to explain cost and margin drivers to practitioners, delivery leaders, and executives.

Nice To Haves

Experience in the services finance organization of a security leader, such as an incident response, red team, or security consulting practice.
Proven experience building a services margin or capacity model from scratch, or establishing services FP&A in a high-growth company.
Familiarity with Harvest or similar time-tracking and PSA tools.
Exposure to cloud, compute, or AI cost modeling.
History of working in high-autonomy, high-stakes environments.

Responsibilities

Own Services COGS & Margin: Manage the monthly services COGS close, including variance analysis for labor, subcontractors, travel, and tooling, providing clear explanations for changes. Develop and maintain engagement-level and practice-level margin models for assessments, red team engagements, incident response, and retainers. Track utilization, realization, billable vs. non-billable time, and bench costs to identify capacity losses.
Shape Pricing, Scoping & Capacity Decisions: Create the services cost model to inform rate cards, fixed-fee vs. T&M structures, retainer economics, and deal scoping. Partner with Services leadership on capacity planning, forecasting headcount and subcontractor needs based on pipeline and backlog. Model the financial implications of new offerings, delivery models, and staffing mixes before launch.
Be the Data Wizard: Extract, join, and clean data from time tracking, PSA, CRM, HRIS, and ERP systems to establish a unified source of truth for services performance. Utilize SQL and scripting to build models, dashboards, and KPIs for leadership. Identify key insights from operational data, such as overruns, scope creep, underpricing, and staffing inefficiencies.
Make AI a Core Part of the Finance Workflow: Employ AI and LLM tools daily to expedite analysis, automate cost pulls and variance commentary, and generate reports. Develop AI-assisted workflows to improve closing speed and forecasting accuracy. Evaluate and implement tools to enhance planning, forecasting, and reporting capabilities.
Drive FP&A Planning & Partner with Leadership: Oversee the services components of the monthly close, quarterly forecast, and annual budget, and develop rolling forecasts for hiring, pricing, and resourcing. Present services performance and margin reviews to leadership and the board. Act as a strategic business partner for headcount, pricing, go-to-market strategy, and delivery scaling.