Director, Global Sales FP&A

 

This position leads the FP&A support for and will have a dotted line reporting relationship to the Chief Revenue Officer.  Primary responsibilities include partnering with the CRO to plan for and deliver the revenues of the company and to manage that team’s P/L.  This role will manage FP&A resources who will align with the CRO team leaders across sales channels and regions to plan for, track and manage global revenue results and the cost structure of those sales teams.  Specific tasks that this team will handle include participating in setting annual operating plan revenue targets for the company and establishing and tracking annual and quarterly revenue goals for the sales teams by product, sales channel and region, as well as establishing and tracking hiring and expense plans for the sales teams.  As the lead finance partner to the CRO, this position plays a strategic role in both the revenue and the finance teams within the company.  This position advises the CRO regarding how to optimize sales team performance.  Additionally, this position serves as a liaison between the revenue and the finance teams to facilitate communication and understanding across the business around corporate-wide financial performance, marketplace trends, revenue growth opportunities including product support and back office support requirements, etc.

The successful candidate will provide decision support to the CRO and leadership to the revenue team.  The applicant must demonstrate a strong track record of business leader partnering and the ability to distil complex models/forecasts into easily understood and reportable information.  Candidates with professional experience in Operations Finance and/or Sales Operations are preferred.

Major Responsibilities

Business Partnering

  • Partner with CRO and sales leadership team to establish and achieve revenue and sales efficiency goals
  • Represent Finance to the CRO organization

Operational and Financial Planning (supporting global sales channels and regions)

  • Revenue and operating expense planning and analysis
    • Coordinate annual revenue and opex budget by team, monthly forecasts, and variance analysis of actuals versus plan/forecast
    • Monitor revenue and metrics on a daily basis
  • Provide recommendations for establishing and achieving revenue objectives
  • Partner with Corporate FP&A team to develop action plans in response to plan variances and/or changing business needs
    • Ensure revenue forecasts/actuals are in line with corporate expectations and help develop action plan(s) to address changing business requirements
  • Financial forecasting including headcount, revenue, CRO org opex, contribution margin
  • Present financial plans and forecast to management teams

Financial Analysis/Management Reporting

  • Financial analysis and reporting of key revenue streams, including variance analysis of actuals versus plan/forecast/prior year
  • Maintain and enhance management reporting systems in order to manage, target, and track the performance of the global sales team across sales channels and regions
    • Enhance dashboard reporting of KPI metrics and follow up with Data Warehouse team to ensure timely implementation
  • Development of tactical and strategic insights based on results of data analyses
  • Partner with CRO and sales leadership team to prepare operations review, Board of Director and other presentation material

Core Competencies

  • Senior executive business partnering
  • Team leadership, including managing remote team members
  • Strong communication skills – oral, written, and interpersonal abilities
  • Financial modeling and financial analysis/decision support
  • Project management
  • Self-starter
  • Cross-functional teamwork

Nature and Purpose of Contacts with Others

  • Serve as the FP&A primary lead working with the global CRO team and the Corporate FP&A team
  • Business contacts include CRO and team leaders, Corporate FP&A team, Product Management, and the Finance and Accounting team

Qualifications/Experience

  • Minimum of 12 years of work experience, preferably including top-tier management consulting or investment banking, and including 5+ years in operational finance roles supporting senior management
  • Ability to work independently in providing business leader support
  • Experience managing a team operating in a business partner model
  • Exceptional analytic skills and conceptual thinking ability
  • Strong oral and written communication skills
  • Project management skills
  • Digital advertising/adtech experience a plus

Location/Travel Requirements

  • Periodic travel with CRO and/or to meet with global teams and business partners

Education

  • Undergraduate degree in Finance, Economics, Math, or related field preferred
  • MBA preferred

Software Expertise

  • Strong proficiency with MS Office tools with mastery of Excel
  • Experience building and using financial models
  • Experience with centralized planning/reporting tools a plus

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