Director, Sales Finance

OPSWAT; San Francisco (CA); On-site; USD 220,000 - 260,000; Full time

Job summary

OPSWAT, a global leader in IT, OT, and ICs cybersecurity, seeks a Director of Sales Finance to partner with go-to-market leadership, CFO and CEO. This strategic role oversees FP&A for the GTM organization, including bookings, ARR, revenue, expenses, and headcount planning to drive profitable growth.

The ideal candidate translates complex financial information into actionable business insights, influences senior leaders, and shapes forecasting and planning frameworks for scalable, high-quality

Qualifications

• 9+ years of progressively responsible FP&A/finance leadership, ideally in SaaS/cybersecurity.
• Deep understanding of SaaS metrics (TCV, ARR, NRR, CAC) and bookings-billings-revenue mechanics.
• Strong ability to influence senior leaders and translate financial data into actionable insights.

Responsibilities

• Lead FP&A for go-to-market: top-line, operating expenses, headcount planning, and capacity models.
• Design and manage sales compensation plans and KPI analyses.
• Develop GTM strategy analytics, capacity planning, and long-term revenue projections.
• Partner with Sales Ops and IT on data, systems, and reporting alignment.
• Provide executive-level financial reporting and variance analysis.

Skills

FP&A leadership

SaaS metrics

Executive communication

Forecasting

Education

Bachelor's degree in finance, accounting, economics, or STEM field

MBA or CPA preferred

Job description

OPSWAT, a global leader in IT, OT, and ICs critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.

The Position: Director, Sales Finance

We are seeking a strategic Director, Sales Finance and Strategy to partner directly with our go-to-market leadership, CFO and CEO. As a direct report to Head of FP&A, you’ll have a seat at the table and the opportunity to shape OPSWAT’s next phase of growth, including public company readiness. This is a high-impact role responsible for providing the financial insights, planning, and operational support needed to drive profitable revenue growth.

You will lead all aspects of financial planning and analysis for the go-to-market organization, including top-line (bookings, billing, ARR and revenue), operating expense management, sales compensation design and execution, headcount planning, and capacity and productivity models.

The ideal candidate is a data-driven, strategic thinker with a proven ability to influence senior leaders and translate complex financial information into actionable business insights.

Why This Role Matters

We are expanding the capabilities of our finance organization to deliver faster, sharper, and more action-oriented insights that drive growth and capital efficiency. As a Finance Director, you will be the senior leader who will be responsible for transforming our forecast and planning framework, aligning related end-to-end processes, shaping go-to-market decision-making, and championing high quality profitable growth.

What You Will Be Doing

Financial Planning and Analysis:

• Drive topline (billing, revenue, ARR, etc.) annual operating planning process, quarterly forecasts, and long-range scenarios.
• Manage all headcount planning, providing models and recommendations to support hiring plans and organizational structure.
• Oversee the management and forecasting of all departmental operating expenses.
• Prepare and present monthly and quarterly financial reporting packages for go-to-market leadership, including detailed variance analysis and commentary on business drivers.
• Identify and communicate financial risks and opportunities to the business.

Sales Compensation:

• Partner with Sales Leadership and HR to design, model, and implement annual sales compensation plans that align with corporate revenue goals and strategic objectives.
• Oversee the end-to-end administration of sales commissions, including quota and territory assignment validation, calculations, and ensuring timely and accurate payouts.
• Serve as the finance lead for the commission management system data integrity and process efficiency.
• Provide detailed analysis on the effectiveness of compensation plans, SPIFFs, and other incentive programs, measuring ROI and performance against targets.
• Act as the primary point of contact for resolving commission-related inquiries and disputes.

Go-to-market Strategy and Analytics:

• Develop, maintain, and enhance sophisticated sales capacity models to inform hiring targets, quota setting, and long-term revenue projections.
• Analyze key metrics and SaaS KPIs, such as Customer Acquisition Cost (CAC), quota attainment, pipeline velocity, and sales cycle length.
• Provide financial modeling and due diligence for strategic initiatives, including pricing strategies, capital allocation, new market entry, and partnerships.
• Collaborate closely with the Sales Operations and IT team to ensure alignment on data, systems, and reporting.

Business Partnering and Leadership

• Act as the primary financial advisor and trusted business partner to the go-to-market leadership team.
• Effectively communicate financial performance and insights to executive stakeholders.
• Lead, mentor, and develop a small high-performing team of finance professionals.
• Drive continuous improvement and scalability in financial processes and reporting to support a growing sales organization.

What We Need from You

• 9+ years of progressively increasing responsibility in FP&A, Strategic Finance, or Corporate Finance leadership roles, ideally within SaaS/subscription and/or cybersecurity environments.
• Strong executive presence and ability to communicate complex financial insights clearly to senior leadership.
• Deep understanding of SaaS metrics (TCV, ARR, NRR, CAC, and pipeline to billings) and fluent in bookings-billings-revenue mechanics and revenue recognition guardrails.
• Demonstrated success partnering with go-to-market department heads to influence strategic decisions.
• Track record of operating driver-based models, achieving forecast accuracy, improving efficiency, and driving accountability through data.
• Bachelor’s degree in finance, Accounting, Economics, or STEM field; MBA and/or CPA preferred.

We have a market-based pay structure that varies by location. The base pay for this position is dependent on location, as outlined below, as well as the candidate's knowledge, skills, and experience. In addition to base pay, this role is eligible for bonuses, benefits, and equity.

Base Pay Range: San Francisco Bay Area $220,000.00 - $260,000.00

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.

Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruitment contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies currently.

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.

Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.