Senior FP&A Analyst - Sales & Marketing

Job Description

Senior FP&A – Sales & Marketing

Location: Hyderabad

Role Summary

Kore.ai is seeking a highly analytical and strategic FP&A AM to support the Sales & Marketing

organization. This role will serve as a finance business partner to Revenue and Marketing leadership,

helping drive planning, forecasting, performance analysis, resource allocation, and executive decision

support across the go-to-market organization.

This individual will play a critical role in improving visibility into bookings, pipeline, sales productivity,

marketing investment returns, and overall go-to-market efficiency. The ideal candidate combines strong

financial planning and modeling capabilities with an understanding of SaaS revenue dynamics, sales

funnel metrics, and marketing performance drivers.

Key Responsibilities

Business Partnership

• Act as the primary FP&A partner to Sales, Marketing, Revenue Operations, and other go-to-

market leaders.

• Provide financial insight and decision support on topline growth, GTM investments, headcount,

programs, territories, and productivity.

• Partner with business leaders to evaluate strategic initiatives, identify risks and opportunities, and

improve return on investment across Sales & Marketing spend.

Forecasting and Planning

• Lead monthly, quarterly, and annual planning processes for Sales & Marketing, including

budgets, forecasts, headcount plans, commission-related planning inputs, and operating expense

management.

• Support revenue forecasting by partnering with Sales leadership and Revenue Operations to

assess pipeline health, bookings outlook, conversion trends, and key assumptions.

• Develop driver-based models for sales productivity, pipeline generation, capacity planning,

customer acquisition, and marketing performance.

• Support long-range planning for go-to-market investments and growth scenarios.

Performance Analysis

• Track and analyze key business metrics such as bookings, pipeline growth, win rates, quota

attainment, sales productivity, customer acquisition cost, funnel conversion, program ROI, and

marketing-sourced contribution.

• Deliver actionable insights on business performance, including variance analysis against budget,

forecast, and prior periods.

• Monitor spend effectiveness across demand generation, events, digital programs, brand, partner

marketing, and field marketing.

• Evaluate performance of Sales & Marketing investments and recommend actions to improve

efficiency and scalability.

Executive and Board Reporting

• Prepare monthly and quarterly executive reporting packages on Sales & Marketing performance.

• Support Board materials, quarterly business reviews, and senior leadership presentations with

clear financial narratives and KPI-driven insights.

• Build standardized reporting frameworks and dashboards that improve visibility into go-to-market

health and investment returns.

Process Improvement and Cross-Functional Collaboration

• Partner with Revenue Operations, Accounting, HR, and business leaders to improve planning

processes, reporting consistency, and data quality.

• Help standardize key sales and marketing metrics, definitions, and management reporting.

• Support the design and refinement of planning processes related to segmentation, territory

planning, headcount productivity, renewals, upsell motions, and resource allocation.

• Drive continuous improvement in financial systems, reporting models, and planning tools to

support a scaling organization.

Qualifications

• Qualified CA(ICAI).

• 3+ years of progressive experience in FP&A, strategic finance, or related finance business

partnering roles.

• Experience supporting Sales, Marketing, or go-to-market functions in a SaaS, enterprise

software, or technology company strongly preferred.

• Strong understanding of SaaS business models, revenue forecasting, operating metrics, and sales

funnel dynamics.

• Advanced financial modeling, budgeting, forecasting, and analytical skills.

• Experience preparing executive-level and Board-ready presentations.

• Strong communication skills, with the ability to translate financial data into actionable business

insights.

• Proven ability to work cross-functionally in a fast-paced, high-growth environment.

• High attention to detail, strong business judgment, and the ability to manage multiple priorities

with urgency.

Preferred Skills

• Experience with planning and reporting tools such as Datarails, Adaptive, Anaplan, Pigment,

Netsuite, or similar systems.

• Strong Excel and PowerPoint skills.

• Familiarity with CRM and go-to-market systems such as Salesforce and related reporting tools.

• Experience supporting commission planning, sales capacity modeling, or marketing ROI analysis.

• Comfort working with large data sets and building KPI dashboards.

Success in This Role

In this role, success means:

• improving forecast accuracy and visibility into revenue drivers,

• enabling better Sales & Marketing investment decisions,

• strengthening management reporting and KPI discipline,

• and providing leadership with timely, clear insights that support efficient growth.