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Harness · 6 days ago

Director, Sales Finance

San Francisco Bay Area

Full-time

Hybrid

Director/Executive

$202K/yr - $220K/yr

10+ years exp

Harness is a leading AI-powered software delivery platform founded by technologist Jyoti Bansal. The Director of Sales Finance will be a key strategic financial partner to the Chief Revenue Officer, responsible for financial planning, analysis, and operational support to drive profitable revenue growth.

Artificial Intelligence (AI)Developer ToolsDevOpsProductivity ToolsSaaS

Responsibilities

Lead the annual operating plan (AOP), quarterly forecasts, and long-range planning for the global sales organization

Manage all headcount planning, providing models and recommendations to support hiring plans and organizational structure

Oversee the management and forecasting of all departmental operating expenses

Prepare and present monthly and quarterly financial reporting packages for sales leadership, including detailed variance analysis and commentary on business drivers

Identify and communicate financial risks and opportunities to the business

Partner with Sales Leadership, HR, and Revenue Operations to design, model, and implement annual sales compensation plans that align with corporate revenue goals and strategic objectives

Oversee the end-to-end administration of sales commissions, including quota and territory assignment validation, calculations, and ensuring timely and accurate payouts

Serve as the finance lead for the commission management system (e.g., Xactly, CaptivateIQ), ensuring data integrity and process efficiency

Provide detailed analysis on the effectiveness of compensation plans, SPIFFs, and other incentive programs, measuring ROI and performance against targets

Act as the primary point of contact for resolving commission-related inquiries and disputes

Develop, maintain, and enhance sophisticated sales capacity models to inform hiring targets, quota setting, and long-term revenue projections

Analyze key sales metrics and SaaS KPIs, such as Customer Acquisition Cost (CAC), quota attainment, pipeline velocity, and sales cycle length

Provide financial modeling and due diligence for strategic initiatives, including pricing strategies, new market entry, and channel partnerships

Collaborate closely with the Revenue Operations team to ensure alignment on data, systems (e.g., Salesforce), and reporting

Act as the primary financial advisor and trusted business partner to the CRO and their leadership team

Effectively communicate financial performance and insights to executive stakeholders

Lead, mentor, and develop a high-performing team of finance professionals

Drive continuous improvement and scalability in financial processes and reporting to support a growing sales organization

Qualification

Financial Planning & AnalysisSales Compensation DesignFinancial ModelingMicrosoft ExcelAnalytical SkillsSaaS ExperienceCRM Systems ExperienceLeadership SkillsCommunication Skills