FP&A, GTM

Tulip, the leader in frontline operations, is helping companies around the world equip their workforce with connected apps, leading to higher quality work, improved efficiency, and end-to-end traceability across operations. Companies of all sizes and across industries have implemented composable solutions with Tulip’s cloud-native, no-code platform to solve some of the most pressing challenges in operations: error-proofing processes and boosting productivity, capturing and analyzing real-time data, and continuous improvement.

A spinoff out of MIT, Tulip is headquartered in Somerville, MA, with offices in Germany and Hungary. Focused on composable, human-centric solutions for industrial environments, Tulip is disrupting the MES category and has been recognized as a World Economic Forum Global Innovator.

About the Role

As an  FP&A, GTM professional you will be the key business partner and a trusted advisor to our global commercial and marketing organizations, supporting these teams with metrics, strategy, and insight. You will lead global projects that improve our rep productivity, optimize marketing spend, improve rep ramp-up, and lower customer acquisition costs. You will partner with commercial leaders to formulate analytical insights that help their teams scale and become more efficient.  You will play a key role in providing thought leadership, performance benchmarking, and analysis for our commercial organization.

About You:

• You are a hands-on, financially-oriented, data-driven, commercial leader 
• You are not afraid to ask the questions no else is asking and are able to single-mindedly find and analyze the supporting data and pursue the answers to these questions
• You communicate clearly across levels, from individual sales reps to commercial executives
• You’re a self-directed leader that is able to adapt quickly to changes in priorities and effectively manage multiple projects and competing priorities
• You have experience shaping analytical agendas to uncover areas for growth or improvements
• You have a strong business orientation with the ability to “go beyond the numbers” in helping organizations identify and maximize business opportunities for increasing revenue, improving productivity and strengthening operational excellence

Skills

• Bachelor's degree in Finance, Accounting, or Economics. CFA or MBA a plus
• 3+ years of FP&A, Sales Ops, Sales Strategy or Consulting experience. Minimum 1+ years supporting go-to-market teams
• Strong familiarity and solid understanding of sales KPIs, subscription accounting, and subscription metrics (ARR, NRR, CAC, LTV) to be able to articulate business decisions 
• Strong analytical and financial modeling skills. Experience analyzing complex data sets and extracting insights to inform business decisions
• Ability to package financial information, presenting to business leaders with a strong executive presence
• Strong Salesforce and Salesforce CPQ experience
• Adaptive Insights, Marketo, and NetSuite experience is a plus

Responsibilities

• Act as a trusted advisor and primary business partner to commercial and marketing leadership in developing go-to-market strategies and aligning strategies against company objectives 
• Participate in the annual financial planning process, serving as the commercial subject matter expert 
• Advise commercial leaders on financial implications of strategic commercial decisions through long-term planning process including resource allocation
• Partner closely with Accounting and Corporate FP&A to drive quarterly forecasting and assist with quarterly board meeting preparations
• Design reporting that provides leadership with a shared understanding of performance, uncovers opportunities to improve results, and drives alignment on commercial priorities
• Provide input to designing commission structure, quotas, SPIFFs, and rules of engagement for sales support teams
• Responsible for all aspects of the Deal Desk, including collaboration across Sales, Sales Operations, and Revenue Accounting
• Collaborate with commercial leaders to identify opportunities to grow rep productivity and initiatives that lead to a lower cost of sales 
• Report on key commercial metrics such as sales cycle times, conversion rates, sales efficiency, pipeline generation, and quota attainment

Key Collaborators

Head of Revenue, Head of Marketing, Chief Financial Officer

Working At Tulip

We know even great candidates experience imposter syndrome. Even if you don’t match every requirement, applying gives you the opportunity to be considered. 

We’re building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include:

• Direct impact on product and culture
• Company equity
• Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D Insurance, Flexible Spending Account (FSA), Commuter Benefits, Parental Leave, and 401(K)
• Flexible work schedule and unlimited vacation policy
• Virtual company events and happy hours
• Fitness subsidies

We are an equal opportunity employer. At Tulip, we celebrate all. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Help us build an inclusive community that will transform frontline operations.