Sr. FP&A Manager –Commercial Sales

Docusign • San Francisco, CA

5d • Hybrid

About The Position

As part of the Go-To-Market FP&A team, this role will serve as the primary finance partner to Docusign's Commercial Sales organization and work closely with the GVP of Commercial Sales. The Sr. FP&A Manager will own the end-to-end financial planning and analysis for the Commercial Business Unit, including both topline performance and operating expenses. This role requires a strong understanding of sales-driven revenue models, bookings and productivity drivers, as well as disciplined expense and headcount management. The successful candidate will combine strong financial modeling capabilities with strategic business partnership to help Commercial Sales leadership make informed investment, growth, and resource allocation decisions. This position is an individual contributor role reporting to the Director, North America Sales and Global Partners.

Requirements

• BA/BS degree in Business, Finance, or Related Field
• 12+ years of FP&A or Sales Finance experience supporting a revenue-generating organization
• Experience managing both topline forecasting/modeling and operating expense planning
• Experience with sales economics and key GTM drivers, including bookings, pipeline, quota capacity, productivity, attainment, and headcount
• Experience with financial modeling and Excel/Google Sheets, including developing driver-based forecasts and scenario models
• Experience managing headcount and operating expense forecasts for a large or complex organization
• Experience synthesizing complex financial and operational data into clear insights and actionable recommendations
• Experience challenging assumptions and influencing senior stakeholders

Nice To Haves

• Prior Sales Finance or GTM FP&A experience at a SaaS company
• Experience supporting a Commercial, Mid-Market, or Enterprise Sales organization
• FP&A experience within a publicly traded company
• Strong understanding of SaaS financial and operating metrics
• Excellent executive communication and presentation skills

Responsibilities

• Own the financial planning, forecasting, and analysis for the North America Commercial Sales organization across both topline and operating expenses
• Develop and maintain driver-based topline models, incorporating key sales metrics such as bookings, pipeline, quota capacity, sales productivity, attainment, headcount, ramp assumptions, conversion, and other relevant business drivers
• Own expense forecasting and planning, including headcount, compensation, commissions where applicable, travel, programs, and other operating expenses
• Partner with Commercial Sales leadership to understand business performance, identify risks and opportunities, and provide recommendations related to growth, productivity, efficiency, and investment decisions
• Lead the annual budgeting and long-range planning processes for the Commercial Sales organization, ensuring alignment between topline expectations, resource requirements, and financial targets
• Analyze actual and forecasted performance against plan, identifying key drivers of variance across revenue, bookings, headcount, and operating expenses
• Build robust financial models and scenario analyses to support decisions related to sales capacity, hiring, productivity, territory investments, and other strategic initiatives
• Prepare and present financial results, forecasts, risks, opportunities, and recommendations to senior leadership
• Support monthly and quarterly business reviews, developing the financial narrative and insights behind Commercial Sales performance
• Partner closely with Revenue Operations, Sales Operations, Analytics, Accounting, and other Finance teams to ensure consistency across sales KPIs, financial assumptions, and reporting
• Improve forecasting processes, financial models, dashboards, and reporting to increase accuracy, scalability, and predictability

Benefits

• Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
• Stock: This role is eligible to receive Restricted Stock Units (RSUs).
• Paid Time Off: earned time off, as well as paid company holidays based on region
• Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
• Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment
• Retirement Plans: select retirement and pension programs with potential for employer contributions
• Learning and Development: options for coaching, online courses and education reimbursements
• Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events

What This Job Offers

• Job Type: Full-time
• Career Level: Manager