Director, Sales Finance

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.

Since 19