Position Summary
The
Director, Sales Finance, will lead the team’s dedicated to supporting the Chief Growth Officer. This role will serve as a strategic finance partner driving deal quality, pricing discipline, margin performance, revenue integrity, and incentive plans while enabling sales growth and customer success. The Director will play a hands-on role in deal structuring and negotiation strategy, particularly for complex enterprise, leasing/rental, and SaaS/subscription transactions.
This leader will balance commercial enablement with financial stewardship — ensuring deals are structured to win in the market while meeting company profitability, risk, and compliance objectives.
Key Responsibilities
Deal Desk Leadership
- Lead pricing, discounting, and commercial approval workflows across all customer segments.
- Partner with Sales leadership on complex deal strategy, including structure, terms, and economic optimization.
- Work closely with the Chief Accounting Officer to establish and maintain deal governance frameworks, approval thresholds, and pricing policies.
- Provide real-time deal support to accelerate sales cycles while protecting margin and risk posture.
Bookings & Revenue Operations
- Lead the Bookings team responsible for reviewing and processing executed agreements to ensure accuracy, completeness, and policy compliance.
- Ensure deal structures support accurate revenue recognition and efficient downstream billing, provisioning, and collections.
- Partner with Revenue Accounting, Legal, Sales Operations, and Order Management teams to ensure seamless deal execution.
- Maintain the escalation process for sharing material transactions with key executives outside of Sales.
Strategic Finance Partnership
- Act as a trusted advisor to Sales, Go-To-Market, and Product leadership on pricing strategy, packaging, deal economics, and monetization models.
- Support development and evolution of SaaS/subscription, leasing/rental, usage-based, and hybrid commercial models.
- Provide insights on deal profitability, customer lifetime value, and margin drivers to influence go-to-market strategy.
- Partner with Chief Growth Officer in conjunction with Sales Leadership, Finance, and HR to develop various incentive & sales compensation plans
Process, Systems & Scalability
- Build scalable deal desk and bookings processes aligned to growth stage and revenue complexity.
- Drive automation and system improvements across CPQ, CRM, and contract workflows.
- Work closely with the Chief Accounting Officer and Revenue Operations team to support information flow and the evolution of our revenue-related accounting systems.
- Establish KPIs and dashboards for deal velocity, margin performance, discounting trends, and booking accuracy.
People Leadership
- Lead by example and with the utmost integrity.
- Recruit, develop, and lead high-performing teams.
- Foster a culture of partnership, accountability, and continuous improvement.
- Provide coaching on commercial judgment, financial modeling, and negotiation support.
Qualifications
- 10+ years of experience in finance, sales finance, deal desk, commercial finance, or related roles.
- 5+ years of people leadership experience in a high-growth, revenue-driven organization.
- Strong experience supporting enterprise and mid-market sales motions with complex deal structures.
Preferred Traits
- Commercially minded, with strong business judgment and negotiation instincts.
- Collaborative, pragmatic, and solutions-oriented.
- Able to balance speed, rigor, and financial integrity in a fast-paced sales environments.
- Comfortable operating at both strategic and execution levels.
- Trusted partner who brings clarity and structure to complex deals.
- Experience with CPQ tools (e.g., Salesforce CPQ), CRM, and ERP systems
- Demonstrated expertise in:
- SaaS / subscription pricing and revenue models
- Leasing, rental, or asset-based financing structures
- Discounting frameworks, margin optimization, and deal profitability analysis
- Working knowledge of revenue recognition principles (ASC 606), contract structures, and commercial risk.
- Strong business partnership skills with Sales, Legal, Product, and Revenue Operations leaders.
- Advanced financial modeling, analytical, and negotiation skills.
