Serve as Finance’s decision authority within Deal Desk for complex, strategic, and non-standard transactions
Partner directly with Sales leadership to structure deals that optimize growth, margin, and risk
Establish financial guardrails for pricing, discounting, and commercial terms
Provide clear go / no-go financial guidance on high-impact deals
Escalate material economic or structural risks to executive leadership
Translate bookings activity into forward-looking financial impact across margin, cash, and revenue predictability
Chair and own the global Commission Committee, setting agenda, governance standards, and decision frameworks
Define approval thresholds and financial guardrails for commission plans and exceptions
Ensure incentive structures align with GTM strategy, profitability targets, and long-term financial sustainability
Act as the CFO’s primary commercial finance partner to the CRO and GTM leadership
Bridge sales strategy to financial outcomes, ensuring clear linkage between bookings, margin, and enterprise value
Build and maintain advanced models to evaluate deal economics, contribution margin, incentive cost, and scenario outcomes
Own commission payout governance in partnership with Accounting
Ensure accurate, timely, and compliant payouts aligned with the company’s business model

7–10+ years of experience in Commercial Finance, GTM Finance, Sales Finance, or Deal Strategy leadership roles
Proven experience owning commission governance and influencing incentive plan design at scale
Deep understanding of bookings mechanics, deal economics, margin structures, and revenue recognition considerations
Experience partnering directly with CRO-level stakeholders and executive leadership
Strong financial modeling capabilities with the ability to distill complex analysis into clear business recommendations
Experience in SaaS, cloud, marketplace, or reseller-based business models strongly preferred
Demonstrated ability to influence, challenge, and drive alignment across cross-functional executive stakeholders.

Director, Commercial Finance

Key skills