Manager, Financial Planning and Analysis & Revenue Operations

JOB SUMMARY

We are seeking an analytical, execution-oriented Finance Manager, Revenue Operations & FP&A to own the processes, systems, and analytics that make Point B’s revenue predictable and our performance visible. Roughly 70% of the role is Revenue Operations: pipeline governance, forecasting operations, Salesforce, and account-planning infrastructure. The remaining 30% is FP&A: annual planning, forecasting, cost planning, and variance analysis.

Point B’s revenue is won through relationships, delivered by consultants on client assignments, and grown through long-term client partnerships. Revenue performance therefore depends on pipeline quality, how quickly sold work becomes staffed assignments, and consultant utilization, not subscription metrics. The successful candidate develops recommendations, executes agreed priorities, and partners closely with market and practice leaders, Business Development, Marketing, Finance, Accounting, Resource Management, and Delivery Operations to create one shared source of truth from opportunity to revenue.

RESPONSIBILITIES

Revenue Operations Responsibilities

• Own Point B’s pipeline management process, cadence, and reporting, including recurring pipeline reviews with market, practice, and business development leadership.

• Own the pipeline-based bookings and revenue forecast in partnership with the Business Apps team and Finance, translating open opportunities into expected bookings and revenue timing so leadership can see how pipeline converts into staffed work.

• Coach sellers and practice leaders on pipeline hygiene, including stage, probability, close date, estimated start date, and engagement value, to improve forecast accuracy.

• Monitor bookings, pipeline coverage against revenue targets, win rates, and conversion trends, and flag risks and opportunities to leadership.

• Build and maintain Salesforce dashboards, reports, and account-level views that give sellers and leaders self-service visibility into client metrics such as YTD revenue, bookings, open pipeline, and active assignments.

• Maintain alignment between Salesforce and downstream financial and resourcing data so that pipeline, bookings, and revenue reconcile.

• Own the tools, process, reporting, and enablement for account planning and key-client management.

• Streamline the opportunity-to-assignment lifecycle, including opportunity management, proposal development, SOWs and contracting, handoffs to staffing and delivery, and account expansion.

• Maintain leadership KPIs and analytics on utilization, bill rates, margins, and client performance, combining Salesforce with financial and resourcing data.

FP&A Responsibilities

• Manage annual planning data, models, process, and deliverables, partnering with market and practice leaders and Resource Management on revenue, headcount, role-based utilization, and capacity assumptions and targets.

• Incorporate the pipeline forecast into monthly and quarterly financial forecasts, compare them to actuals, explain variances, and recommend actions.

• Perform scenario and sensitivity analysis on key drivers such as bookings, utilization, bill rates, and headcount to show leadership the range of potential outcomes.

• Support G&A and operating cost budgeting, including aligning cost plans to revenue scenarios and tracking actions against plan.

• Support pricing governance and business performance reviews.

• Streamline recurring FP&A processes and work with IT and Business Apps to automate reporting where possible.

REQUIRED QUALIFICATIONS

• Bachelor’s degree in Finance, Business, Economics, Analytics, or a related field

• 5-7+ years of experience in Revenue Operations, FP&A, Business Unit Finance, or Consulting Operations, with hands-on exposure to both revenue operations and financial planning

• Advanced Excel and financial modeling skills, including forecasting, scenario analysis, and variance analysis

• Excellent verbal and written communication skills, with the ability to explain complex financial and operational information simply to executives

• Experience managing cross-functional initiatives and process improvements

• A hands-on, detail-oriented approach that balances accuracy with urgency

DESIRED QUALIFICATIONS

• Experience with Salesforce CRM, including reports, dashboards, data governance, sales process design, and configuration; Salesforce Administrator certification a plus

• Experience with Power BI, including data models, DAX, and report development; Tableau or other BI experience also considered

• Experience in professional services, management consulting, technology consulting, or another project-based services organization, including working knowledge of utilization, bill rates, staffing-driven revenue, and professional services automation (PSA) or resource management systems

COMPENSATION & BENEFITS:

The estimated salary range for this role is $XX - $XX USD per year. This salary range is provided as required by local and state law as applicable. Individual salaries vary on a number of factors including but not limited to geography, skills, education, experience and unique qualifications where applicable.
Bonuses are awarded at Point B’s discretion and are based upon individual contributions and overall firm performance.
Employees hired on or after October 1 are not eligible to participate in the current year’s bonus or merit increase cycle. Eligibility will begin with the following performance cycle, in accordance with company policy.