Manager- Finance and Sales Strategy (Renewals)

About the Role:

We're looking for a Manager to own our renewal base analytics and bookings classification framework. This is a high-impact individual contributor role sitting within GTM FP&A, working at the intersection of finance, revenue operations, and go-to-market strategy. You'll bring deep Enterprise Software FP&A expertise to one of the company's most critical functions — renewal base health, multi-year forecasting, and bookings policy — shaping how we plan, compensate, and report on the business.

What You'll Do:

Renewal Base Ownership

• Own and maintain the renewal base model, producing reliable multi-year forecasts that inform company-level planning
• Set renewal base targets and quotas for annual planning cycles, partnering with Sales, RevOps, and Finance management to align on assumptions
• Define renewal base inputs for compensation planning, ensuring quota-setting methodology is consistent and defensible
• Serve as the primary point of escalation for renewal base discrepancies, investigating and resolving data or methodology issues raised by sales, CS, and finance stakeholders

Bookings Policy & Classification

• Own the framework for how bookings are classified — new, expansion, or renewal — and ensure consistent application across the business
• Define and maintain bookings policy, including what constitutes a genuine new workflow versus management of churned accounts or churned workflows
• Partner with RevOps to operationalize policy decisions in CRM and reporting systems, and serve as the subject matter expert when edge cases arise

Enterprise FP&A Partnership

• Serve as the GTM FP&A owner for renewal-driven revenue, integrating renewal base forecasts into broader company operating plans, long-range models, and board-level reporting
• Partner with Finance management to translate renewal base performance into P&L implications — connecting ARR trends, net retention, and bookings mix to revenue recognition and growth narratives
• Support the annual planning and reforecasting cycles with structured scenario analysis, bridging GTM assumptions to financial outcomes across the enterprise

Systems & Reporting Partnership

• Work with the IT and Salesforce engineering teams. Convert the bookings policy and renewal base logic into system rules, workflows, and reports. You will serve as the business-side Subject Matter Expert (SME). In this role, you will define requirements. You will also ensure that the system operates according to the policy intentions.

What You Bring:

• 5–7 years of FP&A experience, with meaningful time spent in Enterprise Software or SaaS — you understand how recurring revenue businesses are modeled, planned, and reported at the company level
• Deep knowledge with ARR/renewal mechanics, bookings definitions, and how they interact with quota and compensation design
• Proven ability to build and maintain complex financial models, and to connect GTM metrics to enterprise-level financial planning (operating plan, long-range plan, board materials)
• Experience supporting or owning a full annual planning cycle — from GTM target-setting through finance consolidation
• Ability to work cross-functionally and influence without authority — you'll regularly align stakeholders across sales, finance, and ops
• Clear communicator who can translate nuanced policy decisions into simple, actionable guidance for the field
• High attention to detail and comfort operating in ambiguity, particularly when defining or adjudicating edge cases in policy
• Experience working with IT or technical teams to translate business requirements into CRM reasoning, reports, or workflows

Nice to Have:

• Experience with Salesforce, Clari, or similar CRM/forecasting tools
• Prior exposure to compensation planning processes (OTE, quota-setting)
• Background working closely with or embedded within a RevOps function