Director of Sales Finance, OPSWAT
$220-260k
+ Equity + Bonus
Cyber protection for critical infrastructure
Open for applications
Cyber protection for critical infrastructure
1001+ employees
Open for applications
$220-260k
+ Equity + Bonus
1001+ employees
Company mission
To protect the world's critical infrastructure.
Role
Who you are
- 9+ years of progressively increasing responsibility in FP&A, Strategic Finance, or Corporate Finance leadership roles, ideally within SaaS/subscription and/or cybersecurity environments
- Strong executive presence and ability to communicate complex financial insights clearly to senior leadership
- Deep understanding of SaaS metrics (TCV, ARR, NRR, CAC, and pipeline to billings) and fluent in bookings-billings-revenue mechanics and revenue recognition guardrails
- Demonstrated success partnering with go-to-market department heads to influence strategic decisions
- Track record of operating driver-based models, achieving forecast accuracy, improving efficiency, and driving accountability through data
- Bachelor’s degree in finance, Accounting, Economics, or STEM field; MBA and/or CPA preferred
What the job involves
- We are seeking a strategic Director, Sales Finance and Strategy to partner directly with our go-to-market leadership, CFO and CEO
- As a direct report to Head of FP&A, you’ll have a seat at the table and the opportunity to shape OPSWAT’s next phase of growth, including public company readiness
- This is a high-impact role responsible for providing the financial insights, planning, and operational support needed to drive profitable revenue growth
- You will lead all aspects of financial planning and analysis for the go-to-market organization, including top-line (bookings, billing, ARR and revenue), operating expense management, sales compensation design and execution, headcount planning, and capacity and productivity models
- The ideal candidate is a data-driven, strategic thinker with a proven ability to influence senior leaders and translate complex financial information into actionable business insights
- Drive topline (billing, revenue, ARR, etc.) annual operating planning process, quarterly forecasts, and long-range scenarios
- Manage all headcount planning, providing models and recommendations to support hiring plans and organizational structure
- Oversee the management and forecasting of all departmental operating expenses
- Prepare and present monthly and quarterly financial reporting packages for go-to-market leadership, including detailed variance analysis and commentary on business drivers
- Identify and communicate financial risks and opportunities to t he business
- Partner with Sales Leadership and HR to design, model, and implement annual sales compensation plans that align with corporate revenue goals and strategic objectives
- Oversee the end-to-end administration of sales commissions, including quota and territory assignment validation, calculations, and ensuring timely and accurate payouts
- Serve as the finance lead for the commission management system data integrity and process efficiency
- Provide detailed analysis on the effectiveness of compensation plans, SPIFFs, and other incentive programs, measuring ROI and performance against targets
- Act as the primary point of contact for resolving commission-related inquiries and disputes
- Develop, maintain, and enhance sophisticated sales capacity models to inform hiring targets, quota setting, and long-term revenue projections
- Analyze key metrics and SaaS KPIs, such as Customer Acquisition Cost (CAC), quota attainment, pipeline velocity, and sales cycle length
- Provide financial modeling and due diligence for strategic initiatives, including pricing strategies, capital allocation, new market entry, and partnerships
- Collaborate closely with the Sales Operations and IT team to ensure alignment on data, systems, and reporting
- Act as the primary financial advisor and trusted business partner to the go-to-market leadership team
- Effectively communicate financial performance and insights to executive stakeholders
- Lead, mentor, and develop a small high-performing team of finance professionals
- Drive continuous improvement and scalability in financial processes and reporting to support a growing sales organization
Our take
Cyberattacks are becoming more sophisticated. For example, zero-day cyberattacks leverage vulnerabilities that are unknown even to the users and creators of a system. Tens of billions of dollars are being invested in protection, but OPSWAT delivers security solutions that nip the need for extra cyber defence in the bud.
The company's products focus on threat prevention, enacting a zero-trust mentality to ensure that technology systems are watertight from threats. For example, OPSWAT's MetaDefender platform incorporates advanced malware threat protection to detect vulnerable files and emails, as well as software, before it is even installed.
It’s this philosophy of “Trust No File, Trust No Device” that makes OPSWAT such a robust partner for the likes of AMEX and the United States Department of Justice. In addition to cyber protection products, the company also helps train future cyber defenders through its academy, which has trained 70,000 professionals so far.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (1 round)
Mar 2021
$125m
GROWTH EQUITY VC
Total funding: $125m
Company benefits
- Competitive compensations
- Excellent insurance programs
- Stock options
- Multifaceted reward program
- Quarterly & annually reviews
- Personalizing appreciation
- Flexible-work arrangements
- Company / Team outings
- Generous PTO policies
- Green, clean office space
- Workout exercise & sports
Company HQ
Westshore, Tampa, FL
Leadership
Benny Czarny
(Founder & CEO)Prior to founding OPSWAT in 2004, Benny was an Engineering Manager at BindView for 3 years.
Salary benchmarks
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