Sales Controller, Global Commercial Operations

 Sales Controller, Global Commercial Operations
San Jose, California
 
We are seeking a seasoned and financially astute Sales Controller to lead global commercial governance, pricing oversight, and deal desk operations. This highly cross-functional role will serve as the commercial counterpart to the company’s Financial Controller—bringing rigor to deal economics, revenue policy compliance, and financial accountability across the go-to-market (GTM) organization. You will play a pivotal role in shaping and enforcing pricing strategies, driving deal efficiency, and aligning revenue recognition practices with operational execution.
This role requires a deep understanding of revenue accounting, pricing strategy, financial modeling, and the end-to-end quote-to-cash lifecycle, as well as strong business partnering skills with Sales, Finance, Legal, and Product leadership.

Key Responsibilities

• Serve as the primary finance and commercial advisor to GTM leadership on deal structure, pricing strategy, and revenue impact
• Own the global deal desk and commercial governance function, ensuring alignment with revenue recognition policies and profitability goals
• Lead discount and margin analysis, delivering insights that balance competitiveness with financial performance
• Oversee CPQ (Revenue Cloud Advanced) system administration and integration to support accurate and scalable quote execution
• Manage the Sales Order Administration (SOA) team to ensure order validation, QTC workflow compliance, and smooth customer onboarding
• Partner closely with Accounting on non-standard terms, bundled offerings, and SaaS/perpetual licensing models to ensure appropriate revenue treatment under ASC 606 or IFRS 15
• Act as the commercial policy steward, aligning pricing frameworks and approval matrices with financial controls
• Support RFP and Bid Management by vetting the financial viability of large, complex deals and recommending risk mitigation strategies
• Collaborate with FP&A on forecast accuracy, pricing elasticity, and cost-to-serve analysis
• Drive continuous improvement across deal velocity, commercial compliance, and sales process optimization

Qualifications

• 10+ years of progressive experience in commercial finance, sales finance, revenue operations, or accounting roles, preferably in a global B2B tech or SaaS company
• Deep knowledge of revenue recognition principles (ASC 606/IFRS 15) and their application to enterprise deals, software, and services
• Proven experience leading or partnering with deal desk, pricing, or sales operations teams
• Strong financial acumen and understanding of pricing mechanics, discounting frameworks, and revenue drivers
• Advanced Excel skills; experience with CPQ, Salesforce, and ERP systems (e.g., Oracle, SFDC) preferred
• CPA or equivalent accounting certification strongly preferred; MBA or master’s in finance/accounting is a plus
• Exceptional communication skills and business judgment; able to translate financial insights into strategic decisions

We are an equal opportunity employer and a VEVRAA federal subcontractor. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. We also complies with all applicable state and local laws governing nondiscrimination in employment.
 
Compensation: up to $225,000 USD