Exclaimer is a ~100m ARR software business owned by Insight Partners. With our high velocity / low ACV, our business combines standard SaaS characteristics with a D2C dynamic. We are on path of becoming a rule of 60 company and will work closely with Insight Partners over the next years to facilitate a highly successful exit.
Due to the D2C like characteristics of the business, FP&A will play a key role on the path to our exit and become a key supporter of our GTM and general strategic expansion as well as any M&A plans.
Reports to: CFO
Role Mission & Strategic Context
We are seeking an analytically elite, commercially astute, and hands-on Director of FP&A to build and lead our next-generation financial planning, forecasting, and strategic data intelligence framework.
Unlike traditional enterprise software companies with long, predictable, single-stream sales cycles, Exclaimer’s engine is defined by:
- High Sales Velocity: Hundreds of monthly transactions, automated conversion funnels, and rapid-cycle deals.
- Multi-Motion GTM Complexity: Running parallel economic engines across Product-Led Growth (PLG) self-serve , Direct sales (AE / BDRs) , and Indirect Channel sales
- Data Richness & Ambiguity: Ingesting and reconciling large amount of unstructured, semi-structured, and high-frequency data – from GTM funnel data to product telemetry and automated billing streams. You will bridge the gap between low-level transactional log data and top-level executive strategy, unlocking deep visibility into unit economics, cohort retention, and capital allocation.
Key Responsibilities & Scope
Multi-Motion GTM Financial Architecture & Capacity Planning
- Driver-Based Modeling: Architect dynamic financial models reflecting the distinct economics, conversion velocities, and churn profiles of each GTM motion:
- PLG / Self-Serve: Micro-transactions, digital acquisition channels, trial-to-paid velocity, automated credit card billing, and instantaneous cohort churn.
- Direct Outbound: Inside sales AE/SDR ramp curves, pipeline coverage, ASP dynamics, discounting rules, multi-year contracts, and deal slippage mechanics.
- MSP / Channel Distribution: Tiered reseller pricing, 2-tier distributor margin structures, partner rebates, and indirect partner-level churn vs. end-tenant churn.
- Capacity & Quota Planning: Partner with the GTM to define global sales capacity, AE quota deployment, commission structures, SDR-to-AE ratios, and CAC payback thresholds by region and motion.
- Pipeline & Funnel Velocity: Analyze real-time funnel mechanics, pipeline aging, and stage velocity to deliver high-accuracy in-quarter revenue landing forecasts.
Data Wrangling, BI & Unstructured Data Synthesis
- Navigating Large-Scale Disparate Data: Direct the extraction, wrangling, and consolidation of messy, unstructured, and semi-structured datasets from disjointed platforms (e.g. Salesforce, Stripe, NetSuite, Databricks data warehouse, and distributor billing CSVs).
- Single Source of Financial Truth: Collaborate with Data Engineering to automate data pipelines, standardize core SaaS metrics, and establish automated executive dashboards (Tableau)
- Granular Cohort Analytics: Conduct deep multi-dimensional cohort analyses by GTM motions and other relevant characteristics to isolate early expansion triggers and churn risk factors.
Corporate Planning, Long-Range Strategy & Board Advisory
- Statement Forecasting & Budgeting: Lead the annual budgeting cycle, monthly rolling re-forecasts, seamlessly tying P&L performance to working capital cash flow and balance sheet dynamics.
- SaaS Unit Economics & Capital Allocation: Act as the internal champion for Exclaimer’s Rule of 60, LTV:CAC, Net Revenue Retention (NRR), and Gross Margin mix .
- M&A: support in target evaluation and deal structuring and execution
- Board & Investor Relations: Lead the creation of quarterly Board materials, getting exit ready and monitor progress of value creation
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