Revenue FP&A Director

Sonar; San Mateo (CA); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Relocation support

Job summary

Sonar seeks a Revenue Finance Director to own forecasting, pricing, and planning for our FP&A team. The role emphasizes data-driven, AI-enabled finance workflows and hands-on modeling in a fast-growing SaaS environment.

The ideal candidate will drive forecast accuracy, partner with cross-functional teams, and prepare materials for the CFO, Board, and investors. Location in the SF Bay Area is preferred, with relocation supported for the right candidate.

Qualifications

• 10+ years of progressive finance experience (FP&A, revenue finance, or related) in high-growth SaaS or tech.
• Ownership of revenue, bookings, or ARR forecast at scale with improved accuracy.
• Experience with pricing, packaging, or commercial recommendations tied to margin and discounts.
• Hands-on AI experience in finance workflows and automations.

Responsibilities

• Own the revenue forecast end-to-end (bookings, billings, revenue) across monthly and quarterly cycles.
• Lead long-range and annual revenue planning and translate targets to the P&L.
• Evaluate pricing and packaging changes and quantify impact on topline and margin.
• Build driver-based models using indicators (pipeline, usage, renewals, price) and ASC 606.
• Develop AI-enabled automations for forecasting, variance analysis, and deal analytics.

Skills

Revenue forecasting

AI in finance

Financial modeling

Pricing strategy

SaaS finance

Cross-functional collaboration

Executive communication

ERP/Finance systems

Education

Bachelor's degree

Tools

NetSuite

Pigment

Salesforce

Claude

ChatGPT

Job description

Who is Sonar?

Sonar enables organizations to ship agentic code with confidence. Code creation is abundant, but confidence is scarce. Our core platform, SonarQube, verifies over 750 billion lines of code every day, delivering agentic verification and governance for all code. Trusted by more than 7 million developers and 75% of the Fortune 100, including teams at Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company, Sonar enables organizations to reduce outages, improve security, and lower the cost and risk of agentic software development. Founded in Geneva and now headquartered in Austin, Texas, Sonar has a global team working across offices and hubs, including Silicon Valley, London, Bochum, Barcelona, Singapore, Tokyo, and the Washington, D.C. area. At Sonar, we’re enabling enterprises to build agentic software factories that can move quickly while maintaining the control, consistency and evidence required to ship with confidence.

Position description

We are seeking a Revenue Finance Director to join our FP&A team and own how Sonar forecasts, plans, and prices its revenue. You will drive forecast accuracy, partner cross-functionally to optimize revenue, and give executives clear recommendations on revenue strategy. This is a hands-on role for a self-starter who pushes back with data, builds their own solutions, and leads our AI-first approach to FP&A.

What you will do

• Own the Revenue Forecast and Raise Its Accuracy

  • Own Sonar’s revenue forecast end to end (bookings, billings, and revenue) across monthly and quarter-end cycles, with a clear view of where we will land and why.

  • Treat forecast accuracy as your personal scorecard. Track misses by segment, motion, and root cause, and run retrospectives on material variances.

  • Challenge cross-functional teams on conversion, renewal, and timing assumptions, and drive the changes needed to make the forecast more reliable.

  • Build driver-based models using leading indicators (pipeline, usage, renewals, price) and ASC 606 treatment; incorporating consumption based revenue models.

• Lead long-range and annual revenue planning, translating targets across the P&L.

  • Turn analysis into executive level recommendations

  • Shape revenue strategy and bring a position and options to the CFO. Build Board, investor, and ELT materials.

  • Evaluate pricing and packaging changes (list price, discounting, renewal uplift, plan mix) and quantify the impact on topline and margin.

  • Partner with Deal Desk, Pricing, and R&D Finance to analyze margin, pricing profiles, and deal structures (discounts, multi-year terms, ramps, payment terms, commitments).

  • Build deal guardrails and approval frameworks that balance growth, margin, and revenue recognition, advise on non-standard deals, and run post-close analysis.

• Build with AI and Automate

  • Default to AI first. Before adding a manual process, ask whether an AI-enabled workflow can do it better, and build it yourself.

  • Ship automations that go beyond text generation: forecast roll-ups, variance analysis, anomaly detection, deal and pricing analytics, and agentic workflows.

  • Define where AI should automate, where human judgment stays in the loop, and how outputs are validated, with appropriate controls and data security.

• Roll Up Your Sleeves and Self-Initiate

  • Stay hands-on in the data and the models. Spot problems and opportunities on your own, propose the fix, and drive it to completion without waiting to be asked.

  • Partner with Controllership, Accounting, Finance Ops, RevOps, and Deal Desk to ensure data integrity and accurate, streamlined reporting.

Experience and qualifications

The ideal candidate will:

• Required Experience

  • 10+ years of progressive finance experience (FP&A, revenue finance, or commercial and strategic finance), with significant time in high-growth SaaS or tech.

  • Ownership of a revenue, bookings, or ARR forecast at scale, with a proven record of improving accuracy and working knowledge of revenue accounting.

  • A history of pricing, packaging, or commercial recommendations that executives adopted, grounded in margin, discounting, and price realization analysis.

  • Experience with consumption based models

  • Demonstrated influence: you challenge senior leaders with data, hold your position under pushback, and change how others work.

  • Hands-on AI experience in finance workflows, with specific automations you built and shipped (not just prompts for polishing emails), using tools such as Claude or ChatGPT.

  • Expert-level, driver-based financial modeling, and the ability to communicate complex recommendations clearly to executives, the Board, and investors.

  • A self-starter and builder who takes ownership, moves fast, and does the detailed work personally.

  • Bachelor’s degree in Finance, Economics, Accounting, or a related field.

• Preferred Qualifications

  • MBA, or investment banking, consulting, or strategic finance experience.

  • Experience with various pricing models.

  • Hands-on experience with enterprise planning and finance systems (e.g., NetSuite, Pigment, Salesforce).

  • Experience building AI agents or workflows (e.g., Claude Cowork).

In-office culture

We’re intentional about this. We believe the best teams are built in the room together. Three anchor days - Mondays, Tuesdays, and Thursdays - create the collaboration rhythm that makes a hub office worth having.

Candidates need to be genuinely based in the location the role is posted - if that’s not where you are today, we’re happy to support relocation for the right person.

We value diversity, equity, and inclusion

At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

If you need any accommodation, please reach out to us at [e-mail].

All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.

Applications that are submitted through agencies or third party recruiters will not be considered.