Director, FP&A - Revenue & GTM

KLDiscovery is a leading global provider of eDiscovery, information governance, and data recovery solutions, serving AmLaw 100 firms, Fortune 500 corporations, and government agencies. Our Nebula and RelOne platforms deliver SaaS-based legal technology underpinned by managed services and professional services - a complex, multi-revenue-stream business requiring sharp financial leadership to scale effectively.

POSITION SUMMARY

The Director of FP&A - Revenue & GTM will serve as the strategic financial partner to the Chief Revenue Officer, sales leadership, and go-to-market teams. This individual owns the end-to-end revenue planning process across KLDiscovery's three primary revenue streams: SaaS/subscription (Nebula / RelOne), Managed Services, and Professional Services. The role sits at the intersection of finance and revenue operations - requiring both the analytical depth of a seasoned FP&A professional and the operational command of a sales ops leader capable of driving process hygiene, pipeline integrity, SFDC governance, and commissions accuracy.

This is a high-visibility role that will directly shape how the company forecasts, prices, and measures revenue performance as it transitions from usage-based to subscription billing and prepares for a potential refinancing event.

CORE RESPONSIBILITIES

Revenue Planning & Forecasting

• Own the end-to-end revenue forecast model covering SaaS ARR/MRR, Managed Services recurring revenue, and Professional Services project revenue, with full waterfall from bookings through recognized revenue

• Develop and maintain a rolling 12-month revenue forecast updated monthly in collaboration with CRO, regional VPs, and Sales Ops

• Lead weekly and monthly forecast review calls with sales leadership, holding teams accountable to pipeline hygiene, stage progression, and close-date accuracy

• Build and maintain ASC 606 compliant revenue recognition models, including SSP allocation across performance obligations and deferred revenue schedules for the SaaS-to-subscription transition

• Produce scenario analyses (upside/downside/base) for leadership and board consumption, clearly articulating key revenue risks and opportunities

Sales Operations & CRM Governance

• Partner with CRO and Sales Ops to own the Salesforce (SFDC) data governance framework - enforcing field hygiene, pipeline stage definitions, opportunity validation rules, and close-date discipline

• Design and enforce the Quota Coverage Review (QCR) process, identifying coverage gaps, concentration risks, and capacity shortfalls in the annual sales plan

• Lead territory design and quota-setting processes for the annual plan, in collaboration with HR, Sales Leadership, and Compensation teams

• Build and maintain the revenue operations reporting stack: pipeline velocity, win/loss analysis, ACV by segment, sales cycle analytics, logo retention, and net revenue retention (NRR)

• Act as the finance liaison for any CRM optimization or ERP/CRM integration work, ensuring system changes support accurate revenue reporting

• Lead or partner on Order-to-Cash (O2C) integration initiatives - mapping and improving the end-to-end flow from opportunity creation in SFDC through CPQ, order management, billing, AR, and cash application in the ERP (Oracle); identify and close data gaps that cause revenue leakage, billing errors, or AR aging issues

• Partner with IT, Sales Ops, and Accounting to design O2C workflows that support the subscription billing transition on Nebula/RelOne, including automated invoicing triggers, dunning logic, and deferred revenue hand-offs between systems

Commissions & Incentive Compensation

• Own the monthly commissions calculation and reconciliation process, partnering with Sales Ops and HR to validate attainment and payout accuracy

• Maintain commission capitalization schedules under ASC 340-40, ensuring proper amortization of incremental contract acquisition costs in accordance with company policy

• Evaluate and recommend improvements to incentive compensation plan (ICP) design to align rep behavior with ARR growth, multi-year deal structuring, and professional services attach rates

• Implement or enhance commissions management tooling (e.g., CaptivateIQ, Xactly, or SFDC-native solutions) to improve accuracy, auditability, and timeliness of payouts

GTM Financial Partnership & Strategic Analysis

• Serve as the dedicated financial business partner to the CRO and GTM leadership team, participating in QBRs, sales all-hands, and strategic planning sessions

• Analyze customer economics: CAC, LTV, payback period, NRR, gross and net churn by product line and customer segment

• Build financial models to evaluate pricing changes, new product launches, bundle constructs, and professional services pricing for managed services engagements

• Support M&A due diligence and refinancing workstreams by providing normalized ARR schedules, revenue quality analysis, and cohort data

• Evaluate and support the build-out of FP&A systems infrastructure (Adaptive Insights, Anaplan, or equivalent) to improve forecast automation and reduce manual model maintenance

QUALIFICATIONS

Required

• 10-12+ years of progressive finance experience, with at least 5+ years in FP&A roles supporting revenue or GTM functions at a SaaS, legal tech, or B2B technology company

• Direct experience owning revenue forecast processes across multiple revenue streams, including SaaS subscription, managed services, and professional/consulting services

• Demonstrated experience working within or alongside Sales Operations, including CRM governance (Salesforce), pipeline reporting, and territory/quota design

• Hands-on commissions management experience, including calculation, dispute resolution, and capitalization accounting under ASC 340-40

• Working knowledge of ASC 606 revenue recognition, including multi-element arrangements, SSP allocation, and deferred revenue waterfall modeling

• Expert-level financial modeling skills in Excel; experience with EPM/FP&A platforms - Oracle PBCS strongly preferred for planning and forecasting infrastructure; familiarity with FCCS a plus

• Demonstrated experience leading or supporting Order-to-Cash (O2C) process integration - including system connectivity between CRM (SFDC), CPQ, ERP (Oracle/NetSuite), and billing platforms - with an eye toward revenue data integrity, AR automation, and cash application accuracy

• Strong executive presence with the ability to lead cross-functional forecast calls and challenge CRO-level stakeholders with data

Preferred

• Experience in legal technology, eDiscovery, information governance, or adjacent B2B SaaS verticals

• Prior exposure to PE-backed company environments, QofE processes, or leveraged capital structure reporting

• CPA, CFA, or MBA from a top program

• Familiarity with commissions automation platforms (CaptivateIQ, Xactly, Spiff)

• Experience supporting or leading a transition from usage-based to subscription billing models

WHAT SUCCESS LOOKS LIKE IN YEAR ONE

• Revenue forecast accuracy within ±3% of actuals for 3 consecutive quarters

• SFDC pipeline data governance framework deployed with measurable improvement in data quality scores

• Commissions process fully documented and automated with zero material errors in quarterly payouts

• ASC 606 compliant revenue recognition model built and validated for Nebula/RelOne subscription transition

• QCR analysis embedded as a standing agenda item in monthly CRO leadership reviews

• NRR and logo churn metrics published monthly with full cohort-level breakdowns

WHO THRIVES HERE

You're someone who doesn't wait to be asked - you see a broken process and you fix it. You can walk into a sales QBR, challenge a VP's pipeline assumptions with data, and leave the room having earned their trust. You're comfortable owning both the model and the meeting. You understand that in a PE-backed legal tech environment, every slide you build might end up in front of a lender or an investor - and you build accordingly.