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. Salary range for the position is 175-195,000 USD person annum. 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.