Fp&a Director - Go-to-market

Sonar solves the trillion-dollar challenge of bad code. Sonar equips organizations to achieve and sustain a Clean Code state by empowering developers to write consistent, intentional, adaptable, and responsible code. Clean Code produces software that is maintainable, reliable, and secure, allowing development teams to spend less time fixing issues and more time innovating. With Sonar, and by employing the company’s Clean as You Code methodology, organizations minimize risk, reduce technical debt, increase productivity, and derive more value from their software in a predictable and sustainable way.

Sonar’s open-source and commercial products – SonarLint, SonarCloud, and SonarQube – support over 30 programming languages, frameworks, and infrastructure technologies. Trusted by more than 500,000 organizations and used by more than 7 million developers globally to clean more than half a trillion lines of code, Sonar is integral to delivering better software.

The impact you can have

As Director, FP&A Go-to-Market, you will partner directly with sales and marketing leadership to build predictability into our sales and customer lifecycles by building, enhancing and maintaining forecast models and processes. This will be a highly visible role focused on diving deep into translating strategic initiatives into actionable operating plans, with the goal of guiding the company toward achieving targeted top and bottom-line growth.

On a daily basis, you will

• Partner with go-to-market leaders to build accurate forecasts and ensure alignment with overall company goals and objectives
• Develop and maintain comprehensive financial models to forecast leads, pipeline, bookings, sales productivity, and expenses for the sales and marketing teams
• Enhance and maintain ARR roll-forward reporting to ensure accurate tracking of revenue performance
• Collaborate with the Customer Success (CS) team to accurately forecast ARR retention and ensure comprehensive revenue planning
• Analyze and report on key performance metrics including LTV, ROAS, and ROI for marketing campaigns and product launches
• Lead the annual budgeting process for the go-to-market functions, ensuring alignment with corporate financial targets
• Prepare and present regular reporting and analysis to senior management, highlighting key trends, risks, and opportunities
• Support strategic initiatives, including new product launches, market expansions, and M&A activities, by providing financial analysis and modeling
• Drive continuous improvement in financial processes and tools, leveraging best practices and technology to enhance efficiency and accuracy
• Assist in the calculation and review of commission accruals and payments
• Conduct ad-hoc analysis as required

The skills you will demonstrate

• Bachelor’s degree in Finance, Accounting, Economics, or a related field
• 10+ years of progressive FP&A experience, with a focus on supporting sales and marketing functions in a high-growth environment
• Experience working in a Public Company Software/SAAS environment with annual revenue of $300M+
• Strong financial modeling and analytical skills, with the ability to interpret complex data and provide actionable insights
• Excellent communication and presentation skills, with the ability to influence and build relationships with senior leaders
• Proven experience in managing budgeting and forecasting processes, with a strong attention to detail and accuracy
• Experience working with Salesforce, business intelligence platforms (e.g., Tableau), and FP&A tools (e.g., Adaptive Insights, Pigment)
• Experience in multi-currency environments and performing constant currency analysis
• Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively
• Strong understanding of key SAAS performance indicators such as Net Retention Rate, Gross Retention Rate, CAC, CAC Payback, LTV, LTV:CAC, Bookings, and marketing funnel metrics
• MBA or prior IPO experience is a strong plus