Note: The job is a remote job and is open to candidates in USA. Cohesity is hiring a Senior Manager, Sales Finance to own financial models for sales compensation, sales capacity, and commission expense. The role develops and pressure-tests models, forecasts costs, and translates analysis into decision-ready insights for executive and Board leaders while coordinating with Sales, RevOps, Accounting, and FP&A.

Responsibilities

• Own the financial modeling behind compensation plan design: quantify cost of sales, payout curves, and margin impact across every seller role, plan, and segment
• Model accelerator and multiplier structures and quantify their cost; show how attainment-band multipliers move the effective commission rate before a plan is approved
• Quantify the economics of specialized incentive structures, including consumption / PPU treatment and migration incentives, and surface the dollar impact of classification choices
• Run scenario and sensitivity analysis on proposed plan changes, translating design options into cost vs coverage tradeoffs for Finance leadership sign-off
• This role owns the financial modeling, costing, and pressure testing that design decisions are made against
• Own the RRE (Rep Ramped Equivalent) per head methodology: the productivity-weighted capacity model that bridges corporate targets to quota and hiring
• Maintain segment-specific ramp curves (e.g., longer Enterprise ramp vs. faster Commercial ramp) and the tenure-bucket logic that drives weighted capacity
• Build the forward capacity view across TTM productivity, seasonality phasing, and attrition (planned terminations, modeled attrition, and backfill ramp restart)
• Produce the Gap to Plan output that is surfaced to the CRO and Board across plan, modeled, and risk-adjusted lenses
• Run the quota and capacity reviews (AE / SE quota, segment coverage), stress-testing attainability and the cost of closing coverage gaps
• Own the commission expense model: forecast commission cost against pipeline, attainment, and bookings mix at split level
• Track the loaded comp ratio (commission as a percent of Sales and Renewal ACV) and benchmark it against industry and prior periods
• Build early-warning signals where commission expense is tracking ahead of plan or attainment, and quantify the exposure in dollars
• Reconcile modeled commission to actuals and partner with Accounting on accrual and the ASC 340-40 capitalized-commission view
• Build the bridges, decks, and analytical narratives on comp, capacity, and commission for CRO, CFO, and Board consumption
• Distill complex modeling into a clear, defensible story; lead with the decision, not the spreadsheet, and pre-empt the obvious second question
• Produce the single source of truth views that leadership uses for resource allocation and investment calls
• Support weekly CRO and executive sales reviews with accurate, fast turn analysis
• Operate as the connective tissue across Sales, RevOps, Sales Compensation, Accounting, and FP&A on planning, validation, and alignment
• Drive shared assumptions and definitions in recurring sales comp working sessions and planning cycles
• Govern the integrity of the data feeding the models across Claude, Salesforce, Clari, Snowflake, and the planning stack
• Use AI-native tooling to automate recurring modeling and reporting and reduce manual error risk

Skills

• Bachelor's degree in Finance, Accounting, Economics, or a quantitative field
• 6+ years in Sales Finance, FP&A, or Strategic Finance, with direct ownership of compensation, quota, capacity, or commission modeling at a high-growth technology or SaaS company
• Demonstrated mastery of SaaS GTM metrics: bookings, ACV, ARR, attainment, productivity, and cost of sales, and how each flow to the financials
• Expert financial modeling skills with the ability to build scalable, auditable models from ambiguous inputs, not maintaining templates
• Proven ability to influence senior cross-functional stakeholders without direct authority
• Direct experience preparing analysis for executive and Board-level audiences
• Hands-on experience modeling sales compensation economics, including accelerators, multipliers, and consumption / PPU-based structures
• Experience building capacity or ramp / productivity models (RRE or equivalent) tied to quota and hiring plans
• Experience at a comparable enterprise software scaler (e.g., Salesforce, Snowflake, Databricks)
• Fluency across the modern GTM stack: Salesforce, Clari, Snowflake, Adaptive Insights, NetSuite, Tableau
• Proven use of AI-native tools (e.g., Claude) to automate reporting and scale modeling workflows
• MBA or equivalent depth in quantitative finance

Benefits

• Eligible full-time employees may participate in a comprehensive benefits framework, including health and wellness benefits, vacation, paid holidays and refresh days, a 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.
• Employees within a reasonable commute (e.g. within a forty-five (45) minute average travel time) work out of core offices 2-3 days a week of their choosing.

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