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AI Summary
This role is responsible for building and governing a forward-looking commercial finance function focused on protecting margin, enforcing pricing rules, and ensuring revenue forecast accuracy across the enterprise. Key duties involve owning revenue pipeline validation, reviewing significant deals pre-contract to prevent margin erosion, and acting as a financial challenger in commercial discussions.
Build and govern a disciplined, forward-looking commercial finance function that protects margin, enforces pricing guardrails, and ensures revenue forecast integrity across the enterprise.
This role is the primary financial partner to General Managers and Business Unit leaders. The Director will shift the organization from reactive reporting to proactive margin governance.
This role is the primary financial partner to General Managers and Business Unit leaders. The Director will shift the organization from reactive reporting to proactive margin governance.
Key Responsibilities
Revenue Forecast Integrity
- Own revenue pipeline validation and conversion assumptions.
- Partner with Sales and GMs to challenge forecast inputs.
- Ensure forecast assumptions are documented, defendable, and system-driven.
- Partner with FP&A to tie revenue forecast to margin and liquidity sensitivity.
Margin Governance & Deal Review
- Establish and enforce contribution margin thresholds.
- Review significant deals pre-contract to prevent margin erosion.
- Codify pricing exception processes and documentation standards.
- Identify margin leakage patterns and drive corrective action.
Commercial Referee Role
- Act as financial challenger in commercial discussions.
- Elevate structural risks in pricing, discounting, or cost structure.
- Escalate material issues through defined governance ladder.
Cross-Functional Alignment
- Partner closely with Pricing, FP&A, and Accounting to ensure alignment between booked revenue, pipeline, and revenue recognition.
- Drive standardization of commercial KPIs.
What Success Looks Like in 12 Months
- Revenue forecast volatility materially reduced.
- Margin erosion identified before contract execution.
- Formal pricing guardrails codified and consistently applied.
- No manual pipeline stitching in Excel.
- GMs proactively engage Commercial Finance before deals are structured.
Ideal Profile
- 8–12+ years in commercial finance, revenue operations, or strategic FP&A.
- Experience partnering directly with revenue leaders.
- Demonstrated ability to challenge senior commercial stakeholders.
- Strong financial modeling capability.
- High political intelligence and executive presence.
This is not a reporting role.
This is a governance and influence role.
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