Finance Director - Sales & Marketing

About ESO

ESO is a fast-paced data, technology, and research company passionate about improving community health and safety through the power of data. We pioneer innovative, user-friendly software to meet the changing needs of today's EMS agencies, fire departments, and hospitals. We're small enough to be nimble and fun, but big enough to be a great place to work. We serve thousands of customer out of our hubs in the US, Canada, Northern Ireland, Czechia and Costa Rica.

At ESO, we believe in bringing your true self to work every single day. Are you ready to make a difference?

The Opportunity

We're building a best-in-class Finance Business Partner organization, and this is a rare opportunity to be a founding member of our team. Reporting to the VP of Strategic Finance, you'll serve as the dedicated finance partner to our Sales and Marketing leaders- becoming the trusted advisor who helps them drive efficient growth and make smarter investment decisions.

This isn't a traditional finance role where you simply report numbers. You'll own the complete financial narrative for our revenue engine - from lead generation through customer expansion. You'll be deeply embedded with Sales, Revenue Operations, and Marketing teams, translating complex metrics like LTV:CAC, GRR, NRR and Magic Number into actionable strategies that optimize how we acquire and retain customers.

We're becoming an AI-first finance team. We're actively leveraging cutting-edge technology and forward-looking thinking to transform how we operate- automating repetitive work, building predictive models, and freeing up our time to focus on high-value strategic thinking. If you're excited about being at the forefront of how AI is reshaping modern finance, you'll thrive here.

If you've been looking for a role where you can be the financial architect behind a high-performing revenue organization - where you're not just tracking bookings but actively shaping go-to market strategy - this is it.

What You'll Own

Revenue Performance & Strategic Analytics

• Own the financial narrative for Bookings, ARR, Revenue - understanding every driver, trend and anomaly behind the numbers.
• Build and maintain sophisticated tracking for key SaaS metrics including GRR (Gross Revenue Retention), NRR (Net Revenue Retention), and churn across segments, cohorts, and product lines.
• Develop and continuously refine frameworks to measure Customer Lifetime Value (LTV) and Customer Acquisition Cost (CAC), providing clear visibility into unit economics and payback periods.
• Create cohort analyses, waterfall reports, and retention curves that tell the story of customer behavior and inform pricing and packaging decisions.
• Partner with Revenue Operations to ensure data integrity and build the single source of truth for all revenue metrics.

Sales & Marketing Partnership

• Serve as the strategic finance partner to Sales and Marketing leadership, becoming their go-to advisor for all financial and performance questions.
• Collaborate with Sales leaders on quota setting, territory planning, and sales capacity modeling to optimize revenue productivity.
• Partner with Marketing to evaluate channel effectiveness, optimize spend allocation, and measure campaign ROI - connecting marketing investments to pipeline generation and revenue outcomes.
• Work closely with Revenue Operations to align on definitions, streamline reporting, and enable data-driven decision-making across the revenue organization.
• Build trusted relationships by combining deep financial expertise with genuine curiosity about how go-to market teams operate.

Business Planning & Forecasting

• Lead the annual operating plan (AOP) process for Sales and Marketing, partnering with leaders to build bottoms-up plans that balance growth ambitions with efficiency targets.
• Drive monthly bookings and revenue forecasting with a focus on accuracy, insight, and early identification of risks and opportunities.
• Own the quarterly re-forecast process, ensuring leadership has real-time visibility into performance against plan.
• Develop predictive models that forecast ARR growth, churn trends, and expansion opportunities - moving beyond reporting what happened to predicting what's next.
• Create scenario analyses to stress-test growth assumptions and inform investment trade-offs.

Investment Optimization & Business Case Analysis

• Lead financial analysis for growth initiatives including new market entry, channel expansion, pricing changes, and go-to-market experimentation.
• Build business cases and ROI models for Sales and Marketing investments, and headcount additions through the lens of productivity and payback.
• Conduct win/loss analysis and pricing elasticity studies to inform strategic decisions on discounting, packaging, and competitive positioning.
• Champion a culture of experimentation and measurement, helping teams learn quickly from both successes and failures.

Executive Communication & Reporting

• Prepare and present revenue performance updates for executive leadership, Board of Directors and investors with clarity and confidence.
• Translate complex SaaS metrics into compelling narratives that non-finance audiences can understand and act on.
• Proactively surface risks to bookings or revenue targets, bringing forward-looking insights that allow leaders to course-correct early.
• Partner with the broader FP&A team to ensure consistency in messaging and alignment across the organization.

Who You Are

The Foundation

• 7 - 10 years of progressive finance experience with deep expertise in FP&A supporting Sales and Marketing organizations at SaaS or subscription-based businesses.
• SaaS metrics expertise required - you've owned Bookings, ARR, Revenue, GRR, NRR, churn, LTV, CAC reporting and analysis, and understand the nuances of recurring revenue business models.
• Private equity-back or high-growth company experience strongly preferred - you understand the rigor and pace of PE-backed environments and have experience meeting aggressive growth and profitability targets.
• Experience partnering with Sales, Revenue Operations, and Marketing teams - You understand their language, challenges, and how to add value to their decision-making.
• Bachelor's degree required:MBA preferred but not required
• Expert-level proficiency in Excel and financial modeling- you can build complex revenue models, cohort analyses, and scenario plans from scratch.
• Experience with modern FP&A tools such as Adaptive Planning, Anaplan, NetSuite, PowerBI, Tableau, or similar platforms.
• Familiarity with CRM and Marketing Automation tools(Salesforce, Marketo, HubSpot, etc.) and how to extract financial insights from operational data.

The Differentiators

• Revenue Metrics expert:You don't just report GRR and NRR - you understand what drives them, where the levers are, and how to move them.
• Go-to-market mindset: You think like a sales and marketing leader, understanding concepts like sales capacity, pipeline coverage, conversion funnels, and channel attribution.
• AI-forward mindset:You're energized by technology's potential to transform finance - whether that's leveraging AI tools to accelerate analysis, building predictive models, or reimagining processes to eliminate manual work.
• Business partner DNA:You build genuine relationships with go-to-market teams by being curious, responsive, and focused on helping them win - not just policing budgets.
• Strategic thinker with analytical rigor:You can zoom out to advise on market strategy and zoom in to debug a cohort retention calculation.
• Influential communicator:You translate between the technical world and the business world, making complex concepts accessible to both audiences.
• Self-starter mentality:You manage competing priorities seamlessly, anticipate needs before being asked, and deliver high-quality work independently.
• Collaborative team player:You build bridges across teams, share knowledge generously, and elevate those around you.

The X-Factor

The best Sales and Marketing Finance partners we've worked with share a common trait; they're as excited about hitting a bookings target as the sales team is. They geek out on understanding CAC payback by channel, debate pricing strategy with product leaders, and can explain why NRR matters more than new ARR in a retention-first growth model. If that sounds like you, we want to talk.

Why ESO ?

Impact

You'll be a key architect of a new Finance Business Partner model at ESO, with the opportunity to shape how finance partners with our revenue organization for years to come. Your insights will directly influence how we acquire customers, where we invest and how we scale.

Growth

This role offers direct exposure to executive leadership, Board dynamics, and investor relations- providing a clear path to VP and C-Suite roles. You'll gain deep expertise in SaaS metrics and go-to-market strategy that's highly valued across the industry.

Culture

We're building a finance team that values curiosity, collaboration, and continuous improvement. You'll work alongside smart, driven colleagues who genuinely enjoy solving hard problems together. We're an AI-first team that embraces new technology and forward-thinking approaches - expect to experiment with cutting-edge tools and help shape the future of finance operations.

Benefits & Perks

• Competitive health plans (medical, dental, & vision insurance)
• PTO (starting at 20 days) & 12 company holidays
• 401(k) with company match
• Telemedicine service provided by ESO
• Savings accounts (FSA, HSA, DCA)
• Employee Assistance Program (EAP)
• Peace of mind benefits such as life insurance, disability insurance, and worksite benefits
• Paid parental leave, new child program, & flexible parental return-to-work options