Strategic Finance Lead, SaaS FP&A and Operating Model
Overview
Own the operating model at Rox, a Series A AI-native revenue operating system for go-to-market teams, backed by Sequoia, GV, and General Catalyst. You build the numbers that drive decisions on hiring, pricing, segment focus, and margin across a 150-person company. Reporting to the Head of Finance, you partner with Engineering, Product, and GTM to define revenue truth and margin truth, from ARR to AI cloud COGS. This is the first dedicated finance hire: high ownership, high pace, and a wide surface area. You turn ambiguity into decision-ready models the exec team and board rely on.
What You'll Do9
- 1Build and own the company operating model, including revenue, headcount, opex, margin, cash, and runway projections with Excel and SQL.
- 2Lead the annual planning and rolling forecast cycles, producing a model the exec team actively uses to run the business.
- 3Deliver the monthly FP&A cadence, comparing actuals to forecast across departments, and explain variances in plain English.
- 4Define and reconcile revenue metrics: ARR, CARR, bookings, retention, and expansion, with every delta explained.
- 5Drive GTM finance analysis, including sales capacity, quota coverage, ramp productivity, and pipeline impact on the P&L.
- 6Compute unit economics and gross margin by customer, segment, and product, with a focus on AI and cloud COGS.
- 7Partner with Product and GTM on pricing and packaging, quantifying tradeoffs across tiers, discounts, and self-serve versus enterprise.
- 8Prepare the board model and metrics package, plus defensible numbers for fundraising and investor diligence.
- 9Build and maintain financial models in Excel and Google Sheets, pulling data from Salesforce and Snowflake.
Requirements12
- 16+ years in strategic finance, FP&A, investment banking, private equity, growth equity, or consulting, with direct ownership of an operating model.
- 2High-growth B2B SaaS experience required, ideally having built financial processes from scratch.
- 3Fluency in SaaS metrics: ARR, NDR, cohort retention, CAC payback, sales capacity, and ramp.
- 4Expert-level spreadsheet skills in Excel and Google Sheets, plus comfort with large, messy datasets in SQL.
- 5Concise, decision-ready writing that quantifies tradeoffs and makes accountability explicit.
- 6Comfort with ambiguity and a bias toward building processes and tools.
- 7Based in the Bay Area, or willing to relocate, and available to work in the San Francisco office five days a week.
- 8Bonus: experience supporting a fundraise, board process, or diligence workstream.
- 9Bonus: pricing and packaging work across self-serve and enterprise motions.
- 10Bonus: working knowledge of AI and cloud cost drivers: LLM tokens, retrieval, tool calls, and cloud infrastructure economics.
- 11Bonus: experience implementing or operating modern finance systems (ERP, billing, spend management).
- 12Bonus: familiarity with analytics and BI tooling ([Looker](https://looker.com) or [Tableau](https://tableau.com)), and willingness to build your own when needed.
Salary Insight
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