Director, Commercial FP&A

Key Responsibilities:

Strategic Finance Leadership 

• Direct mandate over two core pillars in Commercial FP&A: (i) Commercial Deal Operational Excellence and (ii) Contribution Margin Expansion 

• Serve as a thought partner to the Sr. Director in shaping the broader Commercial FP&A agenda, contributing perspective on ARR growth strategies and Contribution Margin opportunities beyond direct pillars of ownership 

• Drive significant transformation with AI, fully revamping the top Commercial FP&A processes with the spirit of improving speed to provide advice to the business, agility in understanding different scenarios, and gaining capacity for the team to expand scope  

• Partner with Corporate FP&A team to harmonize and drive best practices in areas of scope that overlap between both teams; including but not limited to costs management and forecasting practices 

Commercial Deal Operational Excellence 

• Partner with GTM Leadership to evolve operational frameworks & governance of the DealDesk function that is shared between Finance and Revenue Operations 

• Partner with Revenue Operations to set the strategic vision and governance model for the DealDesk function; including but not limited to: 

• Establish the standards and frameworks that define deal quality across the organization 

• Advise on promotional programs or concession frameworks 

• Define the performance metrics and accountability structures that measure commercial deal health 

• Partner with Monetization Strategy and Pricing team to operationalize pricing objectives set by their team and translating them to point of execution teams 

• Partner with Partnerships and Corporate Strategy Leadership in negotiating the commercial terms of new Strategic Partnerships or Marketplace partners, in accordance with financial objectives in the long-range plan 

• Partner with Partnerships and Corporate Strategy Leadership in measuring the financial health of existing Strategic Partnerships and the Marketplace and advising on the levers to pull to drive Contribution Margin expansion 

 Contribution Margin Expansion 

• Own the financial partnership with GTM leadership to ensure PCC's commercial investments are allocated with discipline and rigor — translating growth objectives into resource decisions that maximize Contribution Margin without constraining ARR momentum 

• Partner with GTM Leadership to drive best practices in making financial decisions on resource allocation & investments; including but not limited to: 

• Establishing the right efficiency metrics to measure and compare to benchmarks 

• Capacity planning to support headcount needs aligned to growth objectives 

• Advising on commission program design & governance 

• Advising on resource allocation decisions such as marketing channel mix 

• Manage GTM partners to maintain accurate forecasts on headcount and discretionary spend 

• Drive scenario planning and stress-testing across different time horizons (quarterly, annual, multi-year), quantifying upside and downside outcomes from strategic choices 

 Team Leadership & Talent Development 

• Lead a team of FP&A professionals setting a clear vision, high expectations, and a culture of performance and engagement 

• Build and sustain a high-performing team through intentional talent development planning, ongoing coaching, and rigorous performance management 

• Develop team members for increased scope and responsibility, with a long-term lens on succession and organizational capability building 

Required Skills & Experience:

• 10–12+ years of progressive experience in FP&A, Strategic Finance, or equivalent roles; a minimum of 5 years in a technology or SaaS business is a strict requirement 

• Meaningful experience working across commercial topics (e.g. deal structure, contracting, pricing) and with GTM functions is a strict requirement 

• Experience with meaningful AI transformation in finance workflows is highly desirable 

• Demonstrated ability to influence and communicate complex financial topics to executive and C-suite audiences, including in investor-facing contexts 

• Deep financial modelling expertise, including deal structuring, scenario analysis, and contribution margin frameworks in a SaaS context 

• Demonstrated track record of delivering measurable commercial outcomes — whether through improved deal economics, GTM cost efficiency, or margin expansion — in a high-growth environment 

• Advanced understanding of financial and management reporting principles, SaaS financial metrics (ARR, NRR, CAC, LTV, Rule of 40), and financial accounting practices 

• Bachelor’s degree in Business, Finance, Accounting, or a related field required; advanced degree or CPA/CFA designation is an asset