Sr. Central FP&A Manager, Sales & Marketing (M3, Player/Coach)

FP&A Manager, Sales & Marketing (M3, Player/Coach)

Role summary 

• Lead a small FP&A team as a player/coach supporting a 10,000-person Sales & Marketing organization in North America.
• Drive weekly forecast rigor, quarter-end close discipline, OPEX and headcount forecasting, and commission modeling/analysis.
• Partner closely with senior executives (SVPs, EVPs, President level) to translate complex financial and operational concepts into concise, executive-ready insights and recommendations.

 

Key responsibilities
Planning and forecasting 

• Own OPEX and headcount planning, forecasting, and variance analysis; deliver weekly forecast updates and quarterly outlooks.
• Run Annual Operating Plan/Long Range Forecasting Plan cycles; build driver-based models for bookings, pipeline health, productivity, program spend, and ROI.
• Maintain controllership rigor: accruals, reclasses, prepaids, and month/quarter-end close activities with clear bridges (Plan vs. Forecast vs. Actuals).

Commissions

• Partner with Finance business leaders on commission plan modeling, scenario analysis (tiers, accelerators, SPIFs), and financial impact to budgets and forecast.
• Support audit and compliance requirements; ensure alignment with SOX and data governance controls.

Business partnership and insights 

• Serve as primary finance partner to Sales and Marketing leadership; collaborate with Sales Ops/Bus Ops, Marketing Ops, HR, Accounting/Controllership, and Corporate FP&A.
• Produce executive-ready narratives, dashboards, and readouts that distill complex topics into concise, decision-oriented insights.
• Drive cross-functional initiatives to improve forecast accuracy, pipeline-to-revenue conversion insights, marketing ROI, and resource allocation.

Team leadership

• Lead and develop a team of ~3 analysts; set clear goals, prioritize workload, and cultivate a culture of learning, accountability, and partnership.
• Operate as a player/coach—personally building models, reviews, and executive materials while coaching the team to scale impact.
• Establish standard work, SOPs, and calendarized cadences for weekly forecasts, MBRs/QBRs, and quarter-close deliverables.

Process, systems, and controls 

• Standardize and automate end-to-end FP&A processes; streamline multi-step workflows and resolve cross-functional issues.
• Champion data integrity, least-privilege access, and compliance with SOX and privacy requirements.
• Leverage enterprise systems and BI tools to automate reporting and accelerate insights.

 

#LI-MS1

Qualifications 

• 8–12+ years of progressive FP&A or related finance experience, with direct support of Sales and/or Marketing organizations.
• Demonstrated ownership of OPEX/HC forecasting, weekly forecast routines, and quarter-end close processes.
• Hands-on experience with commissions modeling and partnership across Finance business leaders.
• Strong executive presence and communication skills; able to produce Exec level materials and present to SVP, EVP, and President-level leaders with clarity and influence.
• Advanced analytical and problem-solving skills; comfort with ambiguity and fast-paced operating rhythms.
• Proven ability to lead, coach, and develop a team of analysts; build a high-trust, high-performance culture that emphasizes execution, inclusion, continual learning, and staff development

Preferred skills and tools 

• Systems: Oracle Fusion/ERP, Oracle EPM/EPBCS/PBCS, Oracle Analytics Cloud; familiarity with CRM (Oracle/SFDC).
• BI and data: Tableau/Power BI, strong Excel/Google Sheets; SQL/Python a plus for scalable analytics.
• Industry experience in large, complex, multi-region go-to-market organizations.
• Certifications: CPA, CFA, or MBA preferred.

Key performance indicators 

• Forecast accuracy (OPEX/HC and commissions)
• Close timeliness and quality of variance bridges/insights
• Executive stakeholder satisfaction and decision velocity
• ROI and productivity improvements from spend and headcount deployment
• Team engagement, capability growth, and delivery predictability

Work model and travel 

• Hybrid within North America; limited travel for key business reviews and planning sessions (as needed).

Compliance and security 

• Uphold SOX controls, financial policies, and data privacy standards. Ensure appropriate access governance for financial systems and dashboards.
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