Sales Controller

Lightfoot; Exeter; On-site; GBP 80,000 - 120,000; Full time

Job summary

Lightfoot is seeking a Sales Controller to act as a bridge between Finance and Sales, focusing on forecasting, pricing, profitability, and process governance. You will drive data-led insights, support decision-making, and contribute to international expansion.

The role combines financial control with commercial governance, performance management, and contract support. Remote or Exeter-hybrid options available, with 37.5 hours per week.

Qualifications

• Proven experience in Sales Finance, Commercial Finance, or Sales Operations within SaaS or subscription-based businesses.
• Strong acumen in forecasting, pricing, reporting, and process optimisation.
• Proficiency in Salesforce or equivalent CRM.
• Skilled in forecasting, financial modelling, and data analytics with advanced Excel skills.
• Commercial mindset and collaborative business partner with excellent communication and stakeholder management ability, with the ability to challenge senior stakeholders.
• Analytical and strategic thinker with high attention to detail.
• Proactive, curious, and results oriented.
• Bachelor’s degree in finance, accounting, business, or a related field; professional qualification (ACA/ACCA/CIMA/MBA) preferred.
• Experience in contract drafting and credit approval process/structuring.
• Experience in helping design and subsequently administering sales incentive and commission plans.

Responsibilities

• Lead sales forecasting and variance tracking for bookings, revenue, and pipeline.
• Maintain and improve sales dashboards and reporting tools (Salesforce, Excel etc).
• Analyse performance against target and provide commentary on trends and risks.
• Track key commercial KPIs including forecast accuracy, win rates, conversion, deal slippage and pipeline health.
• Prepare clear, board-ready summaries on sales performance and pipeline health.
• Review deals to ensure pricing, terms, and margins align with commercial policy.
• Maintain pricing templates, guardrails, and approval workflows.
• Support the CFO and CRO with deal validation and credit checks for larger opportunities.
• Monitor discounting, promotional activity, and incentive impact on profitability.
• Own Salesforce data quality for opportunities, forecasts, and deal lifecycles.
• Drive process improvements to ensure clean, auditable data and accurate reporting.
• Champion sales process discipline across teams, supporting adoption and compliance.
• Partner with Finance to align bookings, revenue recognition, and cash forecasting.
• Support contract drafting and negotiation, ensuring commercial terms align with agreed pricing.
• Administer sales commission calculations and ensure accurate, timely payments.
• Provide reporting and analysis on commission costs and attainment trends.
• Maintain incentive plan tracking and alignment to budget and performance targets.
• Collaborate with Finance, Account Management, and Product to ensure commercial alignment.
• Support Account Management with renewal and upsell tracking.
• Support the Sales team with ad hoc administrative and operational activities, including travel coordination, meeting logistics and sales team events.
• Contribute to commercial model reviews and product pricing discussions as required.

Skills

Forecasting

Pricing strategy

Sales analytics

Salesforce

Stakeholder management

Contract drafting

Credit checks

Excel advanced

Communication

Education

Bachelor’s degree in finance or related field

ACA/ACCA/CIMA/MBA preferred

Tools

Salesforce

Excel

Job description

The Sales Controller is an individual contributor role reporting to the UK Sales Director with responsibility for sales forecasting, pricing, profitability, and process governance, driving accurate, commercially aligned insights that support decision-making.

The Sales Controller will also act as the commercial bridge between Finance and Sales, ensuring revenue growth isaligned to strategic goals, and risk is managed through the contracting process. This role therefore combines financial control, commercial governance, and performance management.

The role works with key stakeholders to shape pricing strategies, monitor margins, deliver reporting and analytics, and drive data-led improvements. The role also manages Salesforce governance and processes, ensuring accurate customer and pipeline data. This is an exciting opportunity to not only be a driver for revenue growth in the UK but also continue to expand into international markets.

Hours: 37.5 hours per week, Monday to Friday, 8:30am-5:00pm
Location: This role can be performed fully remotely, or on a hybrid basis from our Exeter, Devon office.

Key Responsibilities

Forecasting & Performance Management

• Lead sales forecasting and variance tracking for bookings, revenue, and pipeline conversion.
• Maintain and improve sales dashboards and reporting tools (Salesforce, Excel etc).
• Analyse performance against target and provide commentary on trends and risks.
• Track key commercial KPIs including forecast accuracy, win rates, conversion, deal slippage and pipeline health.
• Prepare clear, board-ready summaries on sales performance and pipeline health.

Commercial Governance & Pricing

• Review deals to ensure pricing, terms, and margins align with commercial policy.
• Maintain pricing templates, guardrails, and approval workflows.
• Support the CFO and CRO with deal validation and credit checks for larger opportunities.
• Monitor discounting, promotional activity, and incentive impact on profitability.

System & Process Governance

• Own Salesforce data quality for opportunities, forecasts, and deal lifecycles.
• Drive process improvements to ensure clean, auditable data and accurate reporting.
• Champion sales process discipline across teams, supporting adoption and compliance.
• Partner with Finance to align bookings, revenue recognition, and cash forecasting.
• Support contract drafting and negotiation, ensuring commercial terms align with agreed pricing.
• Administer sales commission calculations and ensure accurate, timely payments.
• Provide reporting and analysis on commission costs and attainment trends.
• Maintain incentive plan tracking and alignment to budget and performance targets.

Cross-Functional Collaboration

• Collaborate with Finance, Account Management, and Product to ensure commercial alignment.
• Support Account Management with renewal and upsell tracking.
• Support the Sales team with ad hoc administrative and operational activities, including travel coordination, meeting logistics and sales team events.
• Contribute to commercial model reviews and product pricing discussions as required.

Experience & Qualifications

• Proven experience inSales Finance, Commercial Finance, or Sales Operationswithin SaaS or subscription-based businesses.
• Strong acumen in forecasting, pricing, reporting, and process optimisation.
• Proficiency in Salesforce or equivalent CRM.
• Skilled in forecasting, financial modelling, and data analytics with advanced Excel skills.
• Commercial mindset and collaborative business partner with excellent communication and stakeholder management ability, with the ability to challenge senior stakeholders.
• Analytical and strategic thinker with high attention to detail.
• Proactive, curious, and results oriented.
• Bachelor’s degree in finance, accounting, business, or a related field; professional qualification (ACA/ACCA/CIMA/MBA) preferred.
• Experience in contract drafting and credit approval process/structuring.
• Experience in helping design and subsequently administering sales incentive and commission plans.