Head of Sales FP&A

The Role

You will partner with leaders in Sales, Client Services, and Business Development to build adMarketplace’s go-to-market strategy, organization, and revenue operations. You will play a critical role in aligning goals, setting targets, and bringing visibility and predictability to our top line financials.

The ideal candidate is someone who possesses excellent analytical, critical reasoning, interpersonal, communication, influencing and leadership skills; and you are passionate about both problem solving as well as building efficient processes that scale with our rapid growth. This role extends beyond analyzing and reporting; you take pride in proactively designing and implementing solutions to the different challenges that can arise in a complex and quickly-evolving business.

What You’ll Do:

• Provide thought leadership and financial support to effectively and efficiently drive revenue growth and maximize contribution margin in our Global Sales P&L
• Work with key revenue stakeholders to set financial and operational goals, track performance to goals, and analyze variances
• Own the monthly/quarterly forecasting and reporting for new business acquisition and existing business retention as well as annual planning
• Lead the end-to-end implementation of sales compensation programs for multiple teams, including designing commission plans, modeling scenarios, educating sales teams, and final calculations
• Develop insights to understand performance trends (salesperson productivity, pipelines, and leading indicators) and build powerful narratives for Executive and Board-level audiences
• Proactively identify strategic opportunities and risks, and model potential scenarios to quantify impact
• Take a data-driven approach to assessing Sales and Marketing activities, e.g. conferences, T&E, client events, with recommendations to enhance ROI
• Provide analytical support to strategic deals negotiations, working with Legal, Pricing, and Product
• Manage 1-2 direct reports; grow the team as needed

Qualifications:

• 10+ years of experience with a mix of FP&A in a B2B sales-driven business coupled with corporate finance or management consulting background, and ideally more recent experience in a Strategic Finance or analytical function at a high-growth technology company
• Must have experience with modeling & forecasting variable revenue
• Experience in evaluating and supporting direct sales teams and go-to-market operations
• Experience in the planning and administration of sales compensation/commissions/incentive programs
• Strong communication and presentation skills and the ability to guide and influence senior leadership
• Advanced Excel / G-suite knowledge
• Strong analytical skills with high attention to detail
• Highest standards of accuracy and precision
• Ability to meet deadlines and work under pressure, collaborate cross-functionally, and prioritize multiple deliverables in a dynamic, fast-paced environment
• Bachelor’s degree in finance, accounting, or business (MBA is a plus)

 Would Be Awesome:

• Familiarity with 2-sided marketplace business models
• Working knowledge of pay-per-click advertising or performance advertising in general
• Manage experience developing junior talent
• Well-versed in adtech industry trends and developments

*Compensation Range: $170,000 - $200,000

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