FP&A Manager, Sales & Marketing (M3, Player/Coach)
Role summary
- Lead a small FP&A team as a player/coach supporting a 10,000-person Sales & Marketing organization in North America.
- Drive weekly forecast rigor, quarter-end close discipline, OPEX and headcount forecasting, and commission modeling/analysis.
- Partner closely with senior executives (SVPs, EVPs, President level) to translate complex financial and operational concepts into concise, executive-ready insights and recommendations.
Key responsibilities
Planning and forecasting
- Own OPEX and headcount planning, forecasting, and variance analysis; deliver weekly forecast updates and quarterly outlooks.
- Run Annual Operating Plan/Long Range Forecasting Plan cycles; build driver-based models for bookings, pipeline health, productivity, program spend, and ROI.
- Maintain controllership rigor: accruals, reclasses, prepaids, and month/quarter-end close activities with clear bridges (Plan vs. Forecast vs. Actuals).
Commissions
- Partner with Finance business leaders on commission plan modeling, scenario analysis (tiers, accelerators, SPIFs), and financial impact to budgets and forecast.
- Support audit and compliance requirements; ensure alignment with SOX and data governance controls.
Business partnership and insights
- Serve as primary finance partner to Sales and Marketing leadership; collaborate with Sales Ops/Bus Ops, Marketing Ops, HR, Accounting/Controllership, and Corporate FP&A.
- Produce executive-ready narratives, dashboards, and readouts that distill complex topics into concise, decision-oriented insights.
- Drive cross-functional initiatives to improve forecast accuracy, pipeline-to-revenue conversion insights, marketing ROI, and resource allocation.
Team leadership
- Lead and develop a team of ~3 analysts; set clear goals, prioritize workload, and cultivate a culture of learning, accountability, and partnership.
- Operate as a player/coach—personally building models, reviews, and executive materials while coaching the team to scale impact.
- Establish standard work, SOPs, and calendarized cadences for weekly forecasts, MBRs/QBRs, and quarter-close deliverables.
Process, systems, and controls
- Standardize and automate end-to-end FP&A processes; streamline multi-step workflows and resolve cross-functional issues.
- Champion data integrity, least-privilege access, and compliance with SOX and privacy requirements.
- Leverage enterprise systems and BI tools to automate reporting and accelerate insights.
#LI-MS1
Internal Responsibilities
Qualifications
- 8–12+ years of progressive FP&A or related finance experience, with direct support of Sales and/or Marketing organizations.
- Demonstrated ownership of OPEX/HC forecasting, weekly forecast routines, and quarter-end close processes.
- Hands-on experience with commissions modeling and partnership across Finance business leaders.
- Strong executive presence and communication skills; able to produce Exec level materials and present to SVP, EVP, and President-level leaders with clarity and influence.
- Advanced analytical and problem-solving skills; comfort with ambiguity and fast-paced operating rhythms.
- Proven ability to lead, coach, and develop a team of analysts; build a high-trust, high-performance culture that emphasizes execution, inclusion, continual learning, and staff development
Preferred skills and tools
- Systems: Oracle Fusion/ERP, Oracle EPM/EPBCS/PBCS, Oracle Analytics Cloud; familiarity with CRM (Oracle/SFDC).
- BI and data: Tableau/Power BI, strong Excel/Google Sheets; SQL/Python a plus for scalable analytics.
- Industry experience in large, complex, multi-region go-to-market organizations.
- Certifications: CPA, CFA, or MBA preferred.
Key performance indicators
- Forecast accuracy (OPEX/HC and commissions)
- Close timeliness and quality of variance bridges/insights
- Executive stakeholder satisfaction and decision velocity
- ROI and productivity improvements from spend and headcount deployment
- Team engagement, capability growth, and delivery predictability
Work model and travel
- Hybrid within North America; limited travel for key business reviews and planning sessions (as needed).
Compliance and security
- Uphold SOX controls, financial policies, and data privacy standards. Ensure appropriate access governance for financial systems and dashboards.
- When using third-party tools or integrations, verify compliance with internal security and privacy guidelines.
EEO statement and work authorization
- Insert company-standard EEO/AA statement and any work authorization requirements here.
Compensation
- Insert grade/level banding and compensation range per company guidelines.
External Responsibilities
Qualifications
- 8–12+ years of progressive FP&A or related finance experience, with direct support of Sales and/or Marketing organizations.
- Demonstrated ownership of OPEX/HC forecasting, weekly forecast routines, and quarter-end close processes.
- Hands-on experience with commissions modeling and partnership across Finance business leaders.
- Strong executive presence and communication skills; able to produce Exec level materials and present to SVP, EVP, and President-level leaders with clarity and influence.
- Advanced analytical and problem-solving skills; comfort with ambiguity and fast-paced operating rhythms.
- Proven ability to lead, coach, and develop a team of analysts; build a high-trust, high-performance culture that emphasizes execution, inclusion, continual learning, and staff development
Preferred skills and tools
- Systems: Oracle Fusion/ERP, Oracle EPM/EPBCS/PBCS, Oracle Analytics Cloud; familiarity with CRM (Oracle/SFDC).
- BI and data: Tableau/Power BI, strong Excel/Google Sheets; SQL/Python a plus for scalable analytics.
- Industry experience in large, complex, multi-region go-to-market organizations.
- Certifications: CPA, CFA, or MBA preferred.
Key performance indicators
- Forecast accuracy (OPEX/HC and commissions)
- Close timeliness and quality of variance bridges/insights
- Executive stakeholder satisfaction and decision velocity
- ROI and productivity improvements from spend and headcount deployment
- Team engagement, capability growth, and delivery predictability
Work model and travel
- Hybrid within North America; limited travel for key business reviews and planning sessions (as needed).
Compliance and security
- Uphold SOX controls, financial policies, and data privacy standards. Ensure appropriate access governance for financial systems and dashboards.
- When using third-party tools or integrations, verify compliance with internal security and privacy guidelines.
EEO statement and work authorization
- Insert company-standard EEO/AA statement and any work authorization requirements here.
Compensation
- Insert grade/level banding and compensation range per company guidelines.
