Senior Director, Commercial FP&A

Senior Director, Commercial FP&A

How You’ll Make an Impact:

• Act as a senior Finance partner to the Chief Commercial Officer and Global Commercial Leadership Team.
• Provide insight and constructive challenge on commercial strategy, financial performance, investments, and resource allocation.
• Translate complex financial and operational information into clear, decision-oriented recommendations for senior leaders.
• Partner across Commercial, Product, Operations, Technology, Revenue Operations, and Group & Solutions’ Finance to align priorities and improve commercial execution.
• Support strategic initiatives involving pricing, packaging, client segmentation, sales coverage, channel strategy, and go-to-market investment.
• Build trusted relationships across functions and promote greater alignment between commercial priorities and financial objectives.

Lead Commercial Planning and Forecasting

• Lead the commercial components of the annual budget, periodic forecasts, and long-range planning processes.
• Develop Net Sales budgets and forecasts across business lines, products, regions, channels, sales types, and teams.
• Establish clear assumptions, timelines, ownership, financial controls, and governance for commercial planning.
• Partner with Commercial leaders on account and territory planning, pipeline conversion, cancellation risk, target setting, and investment requirements.
• Lead scenario and sensitivity analyses that help leadership evaluate opportunities, risks, and trade-offs.
• Ensure commercial plans align with Fitch Solutions’ financial objectives and strategic priorities.
• Coordinate with broader Finance and Accounting teams to maintain alignment among commercial forecasts, revenue expectations, and financial reporting.

Deliver Commercial Performance Insights

• Own the analysis and communication of commercial performance across Net Sales, Book of Business, revenue, and relevant P&L measures.
• Establish a consistent and reliable view of performance, with clear definitions, drivers, and accountability across the portfolio.
• Lead monthly and quarterly reporting against budget, forecast, prior year, and commercial targets.
• Analyze performance drivers including new-logo sales, cross-sell, upsell, pricing, renewals, cancellations, product performance, regional results, and partner channels.
• Identify emerging risks and opportunities and translate findings into actionable recommendations.
• Improve dashboards and self-service reporting to give leaders timely access to accurate commercial information.
• Establish appropriate controls to protect the quality and integrity of commercial performance data.
• Develop meaningful commercial KPIs and use them to assess performance, productivity, investment effectiveness, and growth opportunities.

Oversee Sales Planning and Incentive Governance

• Provide Finance leadership for annual sales target and quota-setting processes.
• Partner with Sales, Account Management, and Revenue Operations on book segmentation, territory coverage, quota distribution, and target phasing.
• Support the design and governance of sales compensation plans so that they remain aligned with financial and commercial objectives.
• Oversee financial controls related to individual targets, incentive-plan parameters, commission calculations, and payout approvals.
• Deliver clear reporting on performance and payouts against targets.
• Evaluate sales productivity, plan effectiveness, behavioral outcomes, and return on investment.
• Provide financial analysis and governance for proposed SPIFFs and other short-term commercial incentives.
• Improve the accuracy, efficiency, transparency, and scalability of sales-planning and commission processes.
• Communicate financial implications and recommendations clearly to Commercial, Finance, Human Resources, and other stakeholders.

Modernize Commercial FP&A

• Simplify and standardize commercial FP&A processes, reporting, and controls.
• Identify opportunities to eliminate duplicative or low-value work while maintaining appropriate financial discipline.
• Partner with Technology, Data & Analytics, and Revenue Operations to improve the accuracy, scalability, and accessibility of commercial information.
• Drive automation across forecasting, variance analysis, management reporting, commission workflows, and other recurring processes.
• Promote thoughtful adoption of AI-enabled tools to increase productivity and provide more intuitive, self-service insights.
• Support the effective use and integration of planning, ERP, CRM, commission, and business-intelligence platforms.
• Establish reporting and analytical processes that are scalable, repeatable, and decision-oriented.
• Encourage experimentation and continuous improvement while ensuring appropriate review and validation of analytical outputs.

Lead and Develop the Team

• Lead, coach, and develop a high-performing Commercial FP&A team.
• Establish clear priorities, responsibilities, service standards, and accountability.
• Build the team’s analytical, technological, commercial, and business-partnering capabilities.
• Foster a culture of collaboration, curiosity, continuous improvement, and constructive challenge.
• Strengthen connectivity and information flow across Fitch Solutions Finance and Group Finance.
• Develop talent and create meaningful opportunities for professional growth.
• Build scalable processes and ways of working that allow the team to focus on the highest-value analysis and decision support.

You May be a Good Fit if:

• Bachelor’s degree in Finance, Accounting, Economics, Business, or a related discipline.
• At least 10 years of progressive experience in FP&A, commercial finance, strategic finance, or a related discipline.
• Experience leading and developing finance professionals.
• A demonstrated ability to partner with and influence senior Commercial or business leaders.
• Strong knowledge of financial statements, budgeting, forecasting, financial modelling, and performance analysis.
• Experience with commercial planning, recurring-revenue analytics, sales performance, or incentive compensation.
• Excellent analytical skills and the ability to translate complex financial and operational information into clear business recommendations.
• Strong executive communication and presentation skills.
• Experience leading complex, cross-functional work in a matrixed organization.
• Advanced proficiency in Excel and experience with ERP, planning, CRM, commission, or business-intelligence platforms.
• Strong business judgment, attention to detail, and commitment to financial accuracy and appropriate controls.
• The ability to balance analytical rigor with the pace and practical needs of a commercial organization.

What Would Make You Stand Out:

• MBA or relevant professional certification, such as CPA, CFA, CMA, or Chartered Accountant.
• Experience in financial information services, research, data, SaaS, or another subscription-based business.
• Experience designing, managing, or governing sales compensation and incentive programs.
• Knowledge of recurring-revenue measures such as Book of Business, retention, expansion, pricing, and cancellations.
• Experience with platforms such as Oracle, SAP, Anaplan, Salesforce, Power BI, Tableau, or Qlik.
• A track record of leading finance transformation, process automation, or AI-enabled reporting initiatives.
• Experience supporting a global commercial organization across multiple products, regions, and channels.
• Demonstrated success building trusted cross-functional relationships and influencing decisions without direct authority.