Reporting to the CFO, the VP Commercial Finance will support non-finance functions such as Marketing, Sales, Account Management, Pre-Sales in all concerning financial aspects, by provide insightful and influential analysis to assist management in making well-informed commercial decisions, and support the business to make improvements, such as maximizing growth and improve financial performance.
This role has accountability for managing regular analysis of Sales performance against targets to highlight variances and identify areas for timely decision making that empower Revenue and ARR growth acceleration.
● Driving business value by offering expert financial and analytical advice to assist in ARR and Revenue enhancing decision-making processes
● Developing, implementing, and maintaining insightful reporting and analysis to support management decision making, and identify significant trends/issues, e.g. monitor performance against forecast and pipeline.
● Ensuring accurate insights and client portfolio management through customer profitability analysis
● Building strong relationships with internal stakeholders and providing finance business partner support to Sales, Marketing, Customer Success leaders, influencing behaviors and performance through insights and understanding of key drivers, trends, and return on investment
● Ensuring efficient analysis of sales/margins - volume, price, mix vs. forecast - identifying issues, recommending actions, measuring outcomes
● Leading and improving the budgeting and forecasting processes including: agreeing, reviewing, challenging commercial targets with business/department leads.
● Managing ongoing forecasting and finance review to ensure commercial risks and opportunities are highlighted
● Coordinating and leading the annual financial planning process from a Revenue & ARR perspective
● Supporting the development and update of the long-term strategic sales plan
● Leading the efforts in modeling and scenario testing for new business ventures and product launch opportunities
● Estimating the ROI for Sales & Marketing investments
● Driving margin enhancement initiatives, structure deals to drive optimal ROI
● Supporting the bid and tender process from a Finance standpoint
● Collaborating with Revenue and Billing Associates on Revenue, ARR, Billing and Collections performance measurement and forecasting
● Own the ARR Policy, reporting, analysis and forecasting cycles
● Support the Commercial Disputes & Concessions cycle, and be the link between Sales, CS and Finance on these matters
● Support the Sales Commissions Plans design, implementation, and related regular calculations and reporting
● Ensuring efficient track and ongoing support renewals performance
● Provide insights and support mitigation of Downsell & Churn
● Lead and serve as the one-stop link for all Finance matters to the CS/Sales team in dealmaking throughout the pipeline cycle.
Qualifications
● 12+ years’ experience with a minimum of 8 years in FP&A/Commercial Finance/Pricing, preferably within FinTech/SaaS/Software is a plus
● Masters Degree (preferred) in Finance, Accounting or Business related or Bachelors Degree
● Experience in managing a finance function in a fast-moving, rapidly growing environment
● Experience in managing across different cultures, and across multiple jurisdictions/time zones
Knowledge & Application
● Experience working in a dynamic environment with the aptitude to support and integrate critical processes with other areas of finance and business
● Highly analytical and thorough – delving into business details, ensuring that financial insights are effectively communicated to business partners to drive improved business results.
● Strong experience in dealmaking and legal commercial contracts negotiation
● Strong interpersonal skills with experience collaborating and working on a team
● Detail oriented with strong business and analytical skills
● Strong proficiency in advanced Excel, Financial modeling, Data analysis
● Experience with Salesforce, CPQ, and other Sales/Pricing management systems
● Knowledge of SQL, Cognos, Oracle, Tableau/GDS is preferred
Complexity & Problem Solving
● Ability to effectively communicate complex financial information to non-financial audiences in a succinct, clear, and concise manner.
● Ability to perform under pressure and meet deadlines and company goals.
● Ability to multitask and professionally deal with people and situations.
● Ability to manage competing priorities and meet deliverables while building relationships with colleagues.
Collaboration & Interaction
● Interact with CFO / CEO in communicating financial strategy.
● Provide the MT with relevant and timely information to assess performance against the Group’s strategy and objectives.
● Proactively contribute to plans and priorities for the department.
● Interact with (and when necessary be a member of) the senior management.
Supervision
● Strong people management and coaching skills. An “eye for talent” and a desire to build and retain a high-performing team.
● Develop financial OKR/KPIs which will be used to assess the success of both the business and the financial strategy.
● Lead the Commercial Finance team, including staff recruitment, staff development, performance management, and task management.
● Identify, develop, and retain future talent to support business growth.
