FP&A Manager

Job description Kiteworks is looking for an FP&A Manager, Go-to-Market Operations to be the strategic finance partner to our revenue organization.

You'll work directly with the leaders of Sales, Marketing, Customer Success, and Revenue Operations to turn data into decisions, improve financial performance, and support our long-term growth, and you'll be the single source of truth for bookings, ARR, and revenue, from lead generation to recognized revenue.

The person who thrives here is deeply curious about what really drives revenue: why a pipeline converts or stalls, why customers expand or churn, and what the numbers are hiding underneath the averages.

Kiteworks highly values people who deliver, so we're after someone who turns models into decisions and forecasts into outcomes the business can act on, and who owns that work from first draft to final number.

What you’ll do GTM business partnership

• Act as the trusted Finance partner to the leaders of Sales, Marketing, Customer Success, and Revenue Operations, advising on budget fulfillment, profitability, and other business topics.

• Take on FP&A responsibility for the Sales and Customer Success departments.

Revenue planning and forecasting

• Own worldwide bookings, ARR, and revenue forecasts and budgets, covering new business, expansion, renewals, and churn, by entity and by product.

• Build an integrated revenue model that converts the sales forecast, existing business, and churn assumptions into GAAP revenue (P&L and ARR), and own the single source of truth for revenue and ARR data.

GTM performance management

• Introduce and maintain a KPI set to measure and benchmark the effectiveness and efficiency of the Sales organization across the whole cycle, from lead generation to recognized revenue.

• Partner with the business to introduce KPIs for customer health by region and product, and for the effectiveness and efficiency of Customer Success and Support.

• Track key revenue metrics, identify performance drivers, and surface risks and opportunities early.

Sales capacity, compensation, and GTM investment

• Lead sales capacity planning, territory economics, quota capacity, and sales productivity analysis.

• Partner with Sales and RevOps on incentive plan design, commission forecasting, and compensation effectiveness.

• Evaluate headcount, channel partner programs, customer acquisition costs, and investment returns to optimize resource allocation, and set up a gross margin model for existing customer segments.

Pricing, growth, and decision support

• Support pricing strategy and optimize contract models, including single-year and multi-year deal structuring, plus customer segmentation and initiatives that accelerate profitable growth.

• Develop business cases, scenario models, and actionable recommendations to support GTM decisions.

Forecasting, budgeting, and reporting

• Own the cost forecast and EBITDA view for your departments in the quarterly forecast (refreshed monthly), and set up department budgets during the annual budgeting process.

• Deliver clear, data-driven analysis and recommendations for Finance, GTM leadership, and executive reviews.

Data, systems, AI, and processes

• Partner with BI and RevOps to improve GTM data quality, reporting, and forecasting processes, and drive AI-enabled analytics.

• Contribute to company-wide KPI sets on growth and efficiency and to the continuous improvement of FP&A processes and systems (Planful).

• Work closely with Accounting and provide QA on the month-end close.

• Ensure financial and personal data is processed securely and in compliance with GDPR, including proper access controls, encryption, and retention practices.

What you’ll bring Qualifications and background

• 5+ years of experience in an FP&A role with a focus on Sales, GTM, or SaaS.

• Proven ownership and entrepreneurial initiative in independently driving projects or implementing systems and processes.

• Uses AI as a matter of routine across day-to-day finance work, not just occasionally, and critically evaluates AI output (checking numbers, logic, and sources) before acting on it or presenting it. You never put customer data, credentials, or confidential financial or investor data into AI tools that aren't approved for it.

Technical and analytical expertise

• Expert-level financial modeling and advanced Microsoft Excel skills.

• Strong experience with ERP and FP&A systems (e.g., NetSuite, Planful, or similar).

• Deep understanding of SaaS metrics (ARR, CAC, LTV, etc.), revenue recognition, and cash flow mechanics.

• High affinity for data analytics and hands-on experience using AI tools in finance workflows.

Other requirements

• Ability to work across international time zones.

• High reliability and strict confidentiality when handling sensitive financial and investor data.

Nice to have

• Degree in Business Administration, Finance, Economics, or a related field (or equivalent practical experience).

The values that define us

• Execution – We deliver results with focus, ownership, and consistency. Our teams take initiative, solve challenges proactively, and continuously optimize how we work to create meaningful impact for our customers.

• Transparency – We communicate openly and clearly, ensuring stakeholders have the information they need to make informed decisions. We foster a culture of trust, welcome feedback, and embrace accountability in everything we do.

• Integrity – We uphold the highest standards of honesty and responsibility. Our teams act ethically, consistently honor commitments, and build trust through principled, reliable actions.