Director, FP&A - Revenue & GTM

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    "ShortDescriptionStr": "The Director of FP&A — Revenue & GTM will serve as the strategic financial partner to the Chief Revenue Officer, sales leadership, and go-to-market teams. This individual owns the end-to-end revenue planning process across KLDiscovery's three primary revenue streams: SaaS/subscription (Nebula / RelOne), Managed Services, and Professional Services. The role sits at the intersection of finance and revenue operations — requiring both the analytical depth of a seasoned FP&A professional and the operational command of a sales ops leader capable of driving process hygiene, pipeline integrity, SFDC governance, and commissions accuracy.",
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    "ExternalDescriptionStr": "<p style=\"margin: 3pt 0cm;\">KLDiscovery is a leading global provider of eDiscovery, information governance, and data recovery solutions, serving AmLaw 100 firms, Fortune 500 corporations, and government agencies. Our Nebula and RelOne platforms deliver SaaS-based legal technology underpinned by managed services and professional services — a complex, multi-revenue-stream business requiring sharp financial leadership to scale effectively.</p><div style=\"border: none; padding: 0cm 0cm 2pt;\"><p style=\"border: none; margin: 14pt 0cm 4pt; padding: 0cm;\"><span style=\"font-size: 11pt;\"><strong>POSITION SUMMARY</strong></span></p></div><p style=\"margin: 3pt 0cm;\">The Director of FP&amp;A — Revenue &amp; GTM will serve as the strategic financial partner to the Chief Revenue Officer, sales leadership, and go-to-market teams. This individual owns the end-to-end revenue planning process across KLDiscovery's three primary revenue streams: SaaS/subscription (Nebula / RelOne), Managed Services, and Professional Services. The role sits at the intersection of finance and revenue operations — requiring both the analytical depth of a seasoned FP&amp;A professional and the operational command of a sales ops leader capable of driving process hygiene, pipeline integrity, SFDC governance, and commissions accuracy.</p><p style=\"margin: 3pt 0cm;\">This is a high-visibility role that will directly shape how the company forecasts, prices, and measures revenue performance as it transitions from usage-based to subscription billing and prepares for a potential refinancing event.</p><div style=\"border: none; padding: 0cm 0cm 2pt;\"><p style=\"border: none; margin: 14pt 0cm 4pt; padding: 0cm;\"><span style=\"font-size: 11pt;\"><strong>CORE RESPONSIBILITIES</strong></span></p></div><p style=\"margin: 8pt 0cm 3pt;\"><span style=\"font-size: 10.5pt;\"><strong>Revenue Planning &amp; Forecasting</strong></span></p><ul style=\"padding-left: 36px;\"><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Own the end-to-end revenue forecast model covering SaaS ARR/MRR, Managed Services recurring revenue, and Professional Services project revenue, with full waterfall from bookings through recognized revenue</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Develop and maintain a rolling 12-month revenue forecast updated monthly in collaboration with CRO, regional VPs, and Sales Ops</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Lead weekly and monthly forecast review calls with sales leadership, holding teams accountable to pipeline hygiene, stage progression, and close-date accuracy</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Build and maintain ASC 606 compliant revenue recognition models, including SSP allocation across performance obligations and deferred revenue schedules for the SaaS-to-subscription transition</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Produce scenario analyses (upside/downside/base) for leadership and board consumption, clearly articulating key revenue risks and opportunities</p></li></ul><p style=\"margin: 8pt 0cm 3pt;\"><span style=\"font-size: 10.5pt;\"><strong>Sales Operations &amp; CRM Governance</strong></span></p><ul style=\"padding-left: 36px;\"><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Partner with CRO and Sales Ops to own the Salesforce (SFDC) data governance framework — enforcing field hygiene, pipeline stage definitions, opportunity validation rules, and close-date discipline</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Design and enforce the Quota Coverage Review (QCR) process, identifying coverage gaps, concentration risks, and capacity shortfalls in the annual sales plan</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Lead territory design and quota-setting processes for the annual plan, in collaboration with HR, Sales Leadership, and Compensation teams</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Build and maintain the revenue operations reporting stack: pipeline velocity, win/loss analysis, ACV by segment, sales cycle analytics, logo retention, and net revenue retention (NRR)</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Act as the finance liaison for any CRM optimization or ERP/CRM integration work, ensuring system changes support accurate revenue reporting</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Lead or partner on Order-to-Cash (O2C) integration initiatives — mapping and improving the end-to-end flow from opportunity creation in SFDC through CPQ, order management, billing, AR, and cash application in the ERP (Oracle); identify and close data gaps that cause revenue leakage, billing errors, or AR aging issues</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Partner with IT, Sales Ops, and Accounting to design O2C workflows that support the subscription billing transition on Nebula/RelOne, including automated invoicing triggers, dunning logic, and deferred revenue hand-offs between systems</p></li></ul><p style=\"margin: 8pt 0cm 3pt;\"><span style=\"font-size: 10.5pt;\"><strong>Commissions &amp; Incentive Compensation</strong></span></p><ul style=\"padding-left: 36px;\"><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Own the monthly commissions calculation and reconciliation process, partnering with Sales Ops and HR to validate attainment and payout accuracy</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Maintain commission capitalization schedules under ASC 340-40, ensuring proper amortization of incremental contract acquisition costs in accordance with company policy</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Evaluate and recommend improvements to incentive compensation plan (ICP) design to align rep behavior with ARR growth, multi-year deal structuring, and professional services attach rates</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Implement or enhance commissions management tooling (e.g., CaptivateIQ, Xactly, or SFDC-native solutions) to improve accuracy, auditability, and timeliness of payouts</p></li></ul><p style=\"margin: 8pt 0cm 3pt;\"><span style=\"font-size: 10.5pt;\"><strong>GTM Financial Partnership &amp; Strategic Analysis</strong></span></p><ul style=\"padding-left: 36px;\"><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Serve as the dedicated financial business partner to the CRO and GTM leadership team, participating in QBRs, sales all-hands, and strategic planning sessions</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Analyze customer economics: CAC, LTV, payback period, NRR, gross and net churn by product line and customer segment</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Build financial models to evaluate pricing changes, new product launches, bundle constructs, and professional services pricing for managed services engagements</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Support M&amp;A due diligence and refinancing workstreams by providing normalized ARR schedules, revenue quality analysis, and cohort data</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Evaluate and support the build-out of FP&amp;A systems infrastructure (Adaptive Insights, Anaplan, or equivalent) to improve forecast automation and reduce manual model maintenance</p></li></ul><div style=\"border: none; padding: 0cm 0cm 2pt;\"><p style=\"border: none; margin: 14pt 0cm 4pt; padding: 0cm;\"><span style=\"font-size: 11pt;\"><strong>QUALIFICATIONS</strong></span></p></div><p style=\"margin: 6pt 0cm 3pt;\"><span style=\"font-size: 10.5pt;\"><strong>Required</strong></span></p><ul style=\"padding-left: 36px;\"><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">10–12+ years of progressive finance experience, with at least 5+ years in FP&amp;A roles supporting revenue or GTM functions at a SaaS, legal tech, or B2B technology company</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Direct experience owning revenue forecast processes across multiple revenue streams, including SaaS subscription, managed services, and professional/consulting services</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Demonstrated experience working within or alongside Sales Operations, including CRM governance (Salesforce), pipeline reporting, and territory/quota design</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Hands-on commissions management experience, including calculation, dispute resolution, and capitalization accounting under ASC 340-40</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Working knowledge of ASC 606 revenue recognition, including multi-element arrangements, SSP allocation, and deferred revenue waterfall modeling</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Expert-level financial modeling skills in Excel; experience with EPM/FP&amp;A platforms — Oracle PBCS strongly preferred for planning and forecasting infrastructure; familiarity with FCCS a plus</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Demonstrated experience leading or supporting Order-to-Cash (O2C) process integration — including system connectivity between CRM (SFDC), CPQ, ERP (Oracle/NetSuite), and billing platforms — with an eye toward revenue data integrity, AR automation, and cash application accuracy</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Strong executive presence with the ability to lead cross-functional forecast calls and challenge CRO-level stakeholders with data</p></li></ul><p style=\"margin: 6pt 0cm 3pt;\"><span style=\"font-size: 10.5pt;\"><strong>Preferred</strong></span></p><ul style=\"padding-left: 36px;\"><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Experience in legal technology, eDiscovery, information governance, or adjacent B2B SaaS verticals</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Prior exposure to PE-backed company environments, QofE processes, or leveraged capital structure reporting</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">CPA, CFA, or MBA from a top program</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Familiarity with commissions automation platforms (CaptivateIQ, Xactly, Spiff)</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Experience supporting or leading a transition from usage-based to subscription billing models</p></li></ul><div style=\"border: none; padding: 0cm 0cm 2pt;\"><p style=\"border: none; margin: 14pt 0cm 4pt; padding: 0cm;\"><span style=\"font-size: 11pt;\"><strong>WHAT SUCCESS LOOKS LIKE IN YEAR ONE</strong></span></p></div><ul style=\"padding-left: 36px;\"><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Revenue forecast accuracy within ±3% of actuals for 3 consecutive quarters</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">SFDC pipeline data governance framework deployed with measurable improvement in data quality scores</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">Commissions process fully documented and automated with zero material errors in quarterly payouts</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">ASC 606 compliant revenue recognition model built and validated for Nebula/RelOne subscription transition</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">QCR analysis embedded as a standing agenda item in monthly CRO leadership reviews</p></li><li><p style=\"margin-bottom: 2pt; margin-right: 0cm; margin-top: 2pt;\">NRR and logo churn metrics published monthly with full cohort-level breakdowns</p></li></ul><div style=\"border: none; padding: 0cm 0cm 2pt;\"><p style=\"border: none; margin: 14pt 0cm 4pt; padding: 0cm;\"><span style=\"font-size: 11pt;\"><strong>WHO THRIVES HERE</strong></span></p></div><p style=\"margin: 3pt 0cm;\">You're someone who doesn't wait to be asked — you see a broken process and you fix it. You can walk into a sales QBR, challenge a VP's pipeline assumptions with data, and leave the room having earned their trust. You're comfortable owning both the model and the meeting. You understand that in a PE-backed legal tech environment, every slide you build might end up in front of a lender or an investor — and you build accordingly.</p>",
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