Director of FP&A, GTM Finance

Blackpoint Cyber is the leading provider of world-class cybersecurity threat hunting, detection and remediation technology. Founded by former National Security Agency (NSA) cyber operations experts who applied their learnings to bring national security-grade technology solutions to commercial customers around the world, Blackpoint Cyber is in hyper-growth mode,  fueled by a recent $190m series C round. 

Position Overview:

The Director of FP&A, GTM Finance is responsible for leading and optimizing the financial operations of the GTM organization. This includes driving sales strategy, business transformation, managing the deals desk, and overseeing new business models and pricing initiatives. The role requires a strategic leader who can streamline processes, ensure compliance, and develop new Q2C (Quote-to-Cash) cycles to support the company's growth and financial objectives.

Key Responsibilities: 

• GTM Strategy: Partner with Revenue Operations (Rev Ops) to create an end-to-end process for representative and headcount capacity planning for the global sales organization. 

• Marketing Plans: Develop marketing plans for field, community, brand, and product initiatives, complete with metrics and targets. 

• Compensation Plans: Design compensation strategies and models, including planning, quotas, targets, and analytics. 

• Business Intelligence Collaboration: Partner with the Business Intelligence (BI) team to develop analyses for key SaaS KPIs such as MRR, ARR, LTV, CAC, NRR, and GRR. 

• Sales Collaboration: Work with sales teams to drive strategic initiatives such as new logo acquisition, customer expansion, account planning, upselling, and cross-selling to identify growth opportunities. 

• Financial Modeling: Create and maintain segment P&Ls to guide investment decisions and build business case scenarios. 

• Topline Planning: Collaborate with the GTM organization to develop bottom-up topline planning models aligned with SaaS financial models. 

• Q2C Process: Lead the development and implementation of a comprehensive Q2C strategy that aligns with the company’s business model. Work cross-functionally with sales, finance, IT, and operations to ensure seamless Q2C integration. 

• Order Management: Oversee the order management process, ensuring accurate and timely customer order processing. Collaborate with sales to ensure quotes are accurate, comply with pricing policies, and align with customer agreements. 

• Deals Desk: Support non-standard deals by assisting with deal structuring, pricing, packaging, and discount approvals, ensuring alignment with the company’s topline and gross margin goals. 

• Customer Experience: Enhance the customer experience by ensuring the Q2C process is customer-centric, responsive, and transparent. Resolve escalated customer issues related to billing, collections, or order fulfillment.

Your Qualifications:

• Bachelor’s degree in Business, Finance, Accounting, or a related field; MBA or advanced degree preferred.

• 10+ years of experience in Q2C, finance, sales operations, or related areas, with at least 5 years in a leadership role.

• Strong understanding of end-to-end Q2C processes, including order management, billing, credit, and collections.

• Experience with ERP systems, CRM tools, and Q2C automation platforms.

• Excellent leadership, communication, and interpersonal skills.

• Ability to manage multiple priorities, work under pressure, and meet tight deadlines.

• Strong analytical skills and attention to detail.

Blackpoint Cyber welcomes and encourages applications from qualified individuals of all races,  colors, religions, sex, sexual orientation, gender identity or expression, national origin, age, marital  status, or any other legally protected status. We are committed to equality of opportunity in all  aspects of employment.  For eligible employees in the US, Blackpoint offers competitive Health, Vision, Dental, and Life Insurance plans, a robust 401k plan, Discretionary Time Off, and other minor perks.