Director, Commercial Financial Planning and Analysis

Who We Are:

CompTIA is a leading voice and advocate for the $5 trillion global information technology ecosystem; and the estimated 75 million industry and tech professionals who design, implement, manage, and safeguard the technology that powers the world’s economy.

Through education, training, certifications, philanthropy and market research, CompTIA promotes industry growth; the development of a highly skilled workforce and a commitment to creating an environment where innovation happens, and the opportunities and benefits made possible through technology are available to all.  

Scope Summary:

The Director of Commercial FP&A is a strategic finance leader responsible for driving revenue optimization, pricing strategy, and sales performance insights within a software eCommerce business. This role owns quota and commissions planning, company-wide pricing governance, and serves as a key FP&A partner to Sales and Marketing.

You will combine analytical rigor with commercial acumen to influence go-to-market decisions, improve profitability, and enable scalable growth.

Essential Duties and Responsibilities:

Quota & Commissions Planning and Reporting

• Partner on the design, modeling, and execution of annual and quarterly sales quota and commission plans in partnership with the Chief Revenue Officer, Sales Leadership, and RevOps, ensuring alignment with company goals while maintaining quotas that are attainable, equitable, and performance driven.
• Oversee commission calculations, accruals, and payouts with accuracy and timeliness
• Deliver reporting and insights on quota attainment, sales productivity, and incentive effectiveness
• Continuously evaluate and optimize compensation plans to drive ROI

Pricing Strategy & Governance

• Own company-wide pricing strategy and ensure pricing consistency, discipline, and margin optimization across all products, verticals and regions.
• Lead list price setting and updates based on market trends, competitive positioning, and value realization
• Establish and manage pricing approval framework and governance processes.
• Partner with Product, Sales, and Marketing to align pricing and GTM strategies
• Lead pricing and margin analysis across SKUs, customer segments, and verticals to identify opportunities for price optimization, discount management, and revenue expansion
• Develop and maintain pricing dashboards, performance reporting, and analysis to inform strategic decision-making
• Provide data-driven pricing guidance through competitive benchmarking and direct support to deal desk activities on non-standard pricing scenarios and track pricing effectiveness

FP&A Business Partnering (Sales & Marketing)

• Serve as the primary finance partner to Sales and Marketing leadership, supporting forecasting, budgeting, and long-range planning for revenue and go-to-market investments
• Deliver actionable insights and analysis on pipeline health, conversion rates, CAC, ROI, and campaign performance to drive data-informed decision-making
• Build financial models to support strategic initiatives (e.g., new markets, products, pricing) while driving accountability and financial discipline across GTM teams

Key Performance Metrics:

• Accuracy and effectiveness of quota and commission plans
• Pricing optimization and margin expansion
• Improvement in sales productivity and incentive alignment
• Forecast accuracy and quality of GTM financial insights
• Stakeholder satisfaction across Sales and Marketing

Skills and Qualifications:

• Proven experience with sales compensation design and quota setting
• Experience partnering with Sales, Marketing, and RevOps teams
• Strong background in pricing strategy and revenue analytics
• Strong communication skills with the ability to influence senior stakeholders
• Advanced financial modeling and analytical skills
• Proficiency with tools such as Excel, Salesforce, and BI platforms (e.g., Power BI, Tableau)
• Data oriented, capable of excelling with big data sets
• Experience implementing automation or AI use to improve accuracy and efficiency
• High attention to detail with strong financial acumen and strong business judgement
• Experience with Microsoft Dynamics 365 a plus
• Experience in a Private Equity backed company and high growth environment preferred

Education and/or Experience:

• Degree preferred but not required for the role
• 7+ years of direct experience in related field

Why Join Us:

We're a team of driven, creative problem-solvers who are passionate about empowering people to realize their full potential. We foster a collaborative and inclusive culture where ideas are welcomed, growth is encouraged, and success is celebrated. We're not just looking for employees, we're looking for partners who share our vision and are eager to contribute to our purpose. If you're ready to unlock your potential and reach new heights, join us today. 

Our team works hard and we recognize the importance of taking care of our own. We offer our employees a comprehensive suite of benefit offerings including:

• Health, Dental, and Vision Insurance & FSA/HSA Plans
• Performance bonus up to 15% of base salary
• Unlimited PTO & 15 Paid Holidays
• Flexible Schedules & Summer Hours
• 12 weeks of Paid Parental Leave
• Sponsored Costco or Sam’s Membership
• 401K Retirement Plan with 6% company match
• Spot Bonuses for going above & beyond
• Tuition Reimbursement
• Home Office Allowance
• Wellness Reimbursement
• Student Loan Repayment 
• Broadband Stipend
• Expected compensation based on experience and qualifications – $124,000 – $155,000

CompTIA seeks excellence through diversity in its staff.  We prohibit discrimination based on race, color, religion, sex, age, national origin, sexual orientation, gender identity or expression, disability, veteran status, or marital status.

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