Director, Sales Finance

Omnicell • Pittsburgh, PA • 4h ago

Position Summary:

The Director, Sales Finance, will lead the team's dedicated to supporting the Chief Growth Officer. This role will serve as a strategic finance partner driving deal quality, pricing discipline, margin performance, revenue integrity, and incentive plans while enabling sales growth and customer success. The Director will play a hands-on role in deal structuring and negotiation strategy, particularly for complex enterprise, leasing/rental, and SaaS/subscription transactions.

This leader will balance commercial enablement with financial stewardship - ensuring deals are structured to win in the market while meeting company profitability, risk, and compliance objectives.

Key Responsibilities:

Deal Desk Leadership

Lead pricing, discounting, and commercial approval workflows across all customer segments.

Partner with Sales leadership on complex deal strategy, including structure, terms, and economic optimization.

Work closely with the Chief Accounting Officer to establish and maintain deal governance frameworks, approval thresholds, and pricing policies.

Provide real-time deal support to accelerate sales cycles while protecting margin and risk posture.

Bookings & Revenue Operations

Lead the Bookings team responsible for reviewing and processing executed agreements to ensure accuracy, completeness, and policy compliance.

Ensure deal structures support accurate revenue recognition and efficient downstream billing, provisioning, and collections.

Partner with Revenue Accounting, Legal, Sales Operations, and Order Management teams to ensure seamless deal execution.

Maintain the escalation process for sharing material transactions with key executives outside of Sales.

Strategic Finance Partnership

Act as a trusted advisor to Sales, Go-To-Market, and Product leadership on pricing strategy, packaging, deal economics, and monetization models.

Support development and evolution of SaaS/subscription, leasing/rental, usage-based, and hybrid commercial models.

Provide insights on deal profitability, customer lifetime value, and margin drivers to influence go-to-market strategy.

Partner with Chief Growth Officer in conjunction with Sales Leadership, Finance, and HR to develop various incentive & sales compensation plans

Process, Systems & Scalability

Build scalable deal desk and bookings processes aligned to growth stage and revenue complexity.

Drive automation and system improvements across CPQ, CRM, and contract workflows.

Work closely with the Chief Accounting Officer and Revenue Operations team to support information flow and the evolution of our revenue-related accounting systems.

Establish KPIs and dashboards for deal velocity, margin performance, discounting trends, and booking accuracy.

People Leadership

Lead by example and with the utmost integrity.

Recruit, develop, and lead high-performing teams.

Foster a culture of partnership, accountability, and continuous improvement.

Provide coaching on commercial judgment, financial modeling, and negotiation support.

Qualifications:

10+ years of experience in finance, sales finance, deal desk, commercial finance, or related roles.

5+ years of people leadership experience in a high-growth, revenue-driven organization.

Strong experience supporting enterprise and mid-market sales motions with complex deal structures.

Preferred Traits:

Commercially minded, with strong business judgment and negotiation instincts.

Collaborative, pragmatic, and solutions-oriented.

Able to balance speed, rigor, and financial integrity in a fast-paced sales environments.

Comfortable operating at both strategic and execution levels.

Trusted partner who brings clarity and structure to complex deals.

Experience with CPQ tools (e.g., Salesforce CPQ), CRM, and ERP systems

Demonstrated expertise in:

SaaS / subscription pricing and revenue models

Leasing, rental, or asset-based financing structures

Discounting frameworks, margin optimization, and deal profitability analysis

Working knowledge of revenue recognition principles (ASC 606), contract structures, and commercial risk.

Strong business partnership skills with Sales, Legal, Product, and Revenue Operations leaders.

Advanced financial modeling, analytical, and negotiation skills.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

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