Director, FP&A - Revenue & GTM

Role Description

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.

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.

Qualifications

• 10–12+ years of progressive finance experience, with at least 5+ years in FP&A roles supporting revenue or GTM functions at a SaaS, legal tech, or B2B technology company
• Direct experience owning revenue forecast processes across multiple revenue streams, including SaaS subscription, managed services, and professional/consulting services
• Demonstrated experience working within or alongside Sales Operations, including CRM governance (Salesforce), pipeline reporting, and territory/quota design
• Hands-on commissions management experience, including calculation, dispute resolution, and capitalization accounting under ASC 340-40
• Working knowledge of ASC 606 revenue recognition, including multi-element arrangements, SSP allocation, and deferred revenue waterfall modeling
• Expert-level financial modeling skills in Excel; experience with EPM/FP&A platforms — Oracle PBCS strongly preferred for planning and forecasting infrastructure; familiarity with FCCS a plus
• 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
• Strong executive presence with the ability to lead cross-functional forecast calls and challenge CRO-level stakeholders with data

Requirements

• Experience in legal technology, eDiscovery, information governance, or adjacent B2B SaaS verticals
• Prior exposure to PE-backed company environments, QofE processes, or leveraged capital structure reporting
• CPA, CFA, or MBA from a top program
• Familiarity with commissions automation platforms (CaptivateIQ, Xactly, Spiff)
• Experience supporting or leading a transition from usage-based to subscription billing models

Benefits

• Revenue forecast accuracy within ±3% of actuals for 3 consecutive quarters
• SFDC pipeline data governance framework deployed with measurable improvement in data quality scores
• Commissions process fully documented and automated with zero material errors in quarterly payouts
• ASC 606 compliant revenue recognition model built and validated for Nebula/RelOne subscription transition
• QCR analysis embedded as a standing agenda item in monthly CRO leadership reviews
• NRR and logo churn metrics published monthly with full cohort-level breakdowns