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OPSWAT · 4 days ago

Director, Sales Finance

San Francisco, California, United States

Full-time

Onsite

Director/Executive

$220K/yr - $260K/yr

9+ years exp

OPSWAT is a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivering a platform that helps organizations protect their networks and ensure compliance. The Director, Sales Finance will partner with leadership to provide financial insights, planning, and operational support to drive profitable revenue growth.

Cyber SecurityDeveloper APIsEnterprise SoftwareInformation TechnologySoftware

Responsibilities

Drive topline (billing, revenue, ARR, etc.) annual operating planning process, quarterly forecasts, and long-range scenarios

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 go-to-market leadership, including detailed variance analysis and commentary on business drivers

Identify and communicate financial risks and opportunities to the business

Partner with Sales Leadership and HR 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 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 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, capital allocation, new market entry, and partnerships

Collaborate closely with the Sales Operations and IT team to ensure alignment on data, systems, and reporting

Act as the primary financial advisor and trusted business partner to the go-to-market leadership team

Effectively communicate financial performance and insights to executive stakeholders

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

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

Qualification

Financial PlanningAnalysisSaaS MetricsSales Compensation DesignData-Driven Decision MakingExecutive CommunicationStrategic FinanceTeam LeadershipContinuous ImprovementCollaborationMentoring

Required

9+ years of progressively increasing responsibility in FP&A, Strategic Finance, or Corporate Finance leadership roles, ideally within SaaS/subscription and/or cybersecurity environments

Strong executive presence and ability to communicate complex financial insights clearly to senior leadership

Deep understanding of SaaS metrics (TCV, ARR, NRR, CAC, and pipeline to billings) and fluent in bookings-billings-revenue mechanics and revenue recognition guardrails

Demonstrated success partnering with go-to-market department heads to influence strategic decisions

Track record of operating driver-based models, achieving forecast accuracy, improving efficiency, and driving accountability through data

Bachelor's degree in finance, Accounting, Economics, or STEM field