Manager, FP&A – Sales & Revenue Operations
Location: Northern Virginia
Employment Type: Full-Time
Industry: Enterprise Software / SaaS
About the Opportunity
A growing enterprise software organization is seeking a Manager of Financial Planning & Analysis – Sales & Revenue Operations to join its Finance team. This is a highly visible individual contributor role sitting at the intersection of FP&A, Sales Operations, Revenue Operations, and Sales Compensation.
The Manager will serve as a key financial partner to the Sales Operations organization, with significant ownership of sales commissions, quota setting, attainment analysis, commission forecasting, and incentive compensation administration. The ideal candidate combines strong analytical and financial modeling capabilities with hands-on experience supporting a SaaS or enterprise software go-to-market organization.
This position does not currently have direct reports and is part of an established FP&A team.
Key Responsibilities
- Serve as a primary Finance business partner to Sales Operations and Revenue Operations, providing financial guidance and analysis to support strategic decision-making.
- Partner with Sales Operations on the design, modeling, and execution of annual sales quota setting and allocation.
- Analyze historical sales performance, market potential, territories, and other relevant factors to support effective quota development.
- Own and support the sales commission payment process, including calculation, validation, reconciliation, approval, and payment-related activities.
- Partner with Sales Operations and internal technology teams to implement and administer sales compensation plans within Xactly Incent.
- Analyze sales performance, including quota attainment, achievement percentages, accelerators, thresholds, bonuses, and territory performance.
- Develop and maintain commission forecasts and incorporate commission-related assumptions into the company's consolidated financial model.
- Build scalable reporting and analytical processes that improve visibility into commission expense, sales performance, attainment, and forecast accuracy.
- Perform scenario analysis and financial modeling related to sales compensation plans and go-to-market initiatives.
- Partner cross-functionally with Finance, Sales Operations, Revenue Operations, and other business stakeholders to improve predictability and financial discipline.
- Prepare financial analyses, presentations, and recommendations for senior Finance leadership and executive management.
- Identify opportunities to improve and automate existing sales compensation, forecasting, and reporting processes.
- Support special projects and strategic Finance initiatives as needed.
Qualifications
- 5+ years of progressive experience across FP&A, Sales Operations, Revenue Operations, Sales Finance, Sales Compensation, or related functions.
- Hands-on experience supporting sales commissions and incentive compensation.
- Experience participating in annual quota setting and allocation, rather than solely reporting against established quotas.
- Strong understanding of sales performance and attainment metrics.
- Experience calculating, validating, reconciling, or administering commission payments.
- Strong financial modeling and analytical capabilities.
- Advanced proficiency with Microsoft Excel.
- Bachelor's degree in Finance, Accounting, Economics, or a related discipline.
Highly Preferred Experience
- Xactly Incent administration and/or hands-on commission processing experience.
- Enterprise software or SaaS industry experience.
- Understanding of SaaS go-to-market models and sales organization structures.
- Experience partnering directly with Sales Operations and Revenue Operations.
- Experience forecasting commission expense and incorporating results into broader FP&A models.
- Experience with NetSuite or similar ERP platforms.
- Background in Sales Finance, GTM Finance, Sales Strategy & Operations, Commercial Finance, or Incentive Compensation.
Ideal Candidate Profile
The successful candidate does not necessarily need to come from a traditional FP&A career path. Strong candidates may currently hold titles such as:
- Sales Operations Manager
- Revenue Operations Manager
- Sales Compensation Manager
- Incentive Compensation Manager
- Sales Finance Manager
- GTM Finance Manager
- Sales Strategy & Operations Manager
- Commercial Finance Manager
- Senior Sales Operations / Revenue Operations Analyst
Most importantly, this individual should understand the complete sales compensation lifecycle—from compensation plan design and quota setting through sales performance, attainment calculations, commission validation, approval, forecasting, and payment.
Why Consider This Opportunity?
- High-visibility role partnering directly with Sales Operations and Finance leadership.
- Opportunity to own and influence critical sales compensation and quota-setting processes.
- Stable and collaborative Finance team.
- Strong leadership and mentorship.
- Exposure to executive-level financial analysis and decision-making.
- Opportunity for continued professional growth within a growing enterprise software organization.
Pay: $145,000.00 - $165,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Employee discount
- Health insurance
- Life insurance
- Paid parental leave
- Paid time off
- Professional development assistance
- Tuition reimbursement
- Vision insurance
Education:
Experience:
- FP&A: 7 years (Required)
- Sales Commission Calculation: 1 year (Required)
- SaaS: 1 year (Preferred)
- Sales Operations & Revenue Operations,: 1 year (Required)
Ability to Commute:
- McLean, VA 22106 (Required)
Work Location: Hybrid remote in McLean, VA 22106
