Director, Sales Finance

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Director, Sales Finance

San Francisco

Finance

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OPSWAT

Protecting the World's Critical Infrastructure

OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world's critical infrastructure and securing our way of life.

The Position: Director, Sales Finance

We are seeking a strategic Director, Sales Finance and Strategy to partner directly with our go-to-market leadership, CFO and CEO. As a direct report to Head of FP&A, you'll have a seat at the table and the opportunity to shape OPSWAT's next phase of growth, including public company readiness. This is a high-impact role responsible for providing the financial insights, planning, and operational support needed to drive profitable revenue growth.

You will lead all aspects of financial planning and analysis for the go-to-market organization, including top-line (bookings, billing, ARR and revenue), operating expense management, sales compensation design and execution, headcount planning, and capacity and productivity models. The ideal candidate is a data-driven, strategic thinker with a proven ability to influence senior leaders and translate complex financial information into actionable business insights

Why This Role Matters

We are expanding the capabilities of our finance organization to deliver faster, sharper, and more action-oriented insights that drive growth and capital efficiency. As a Finance Director, you will be the senior leader who will be responsible for transforming our forecast and planning framework, aligning related end-to-end processes, shaping go-to-market decision-making, and championing high quality profitable growth.

What You Will Be Doing

Financial Planning and Analysis:

• Drive topline (billing, revenue, ARR, etc.) annual operating planning process, quarterly forecasts, and long-range scenarios.
• Manage all headcount planning, providing models and recommendations to support hiring plans and organizational structure.
• Oversee the management and forecasting of all departmental operating expenses.
• Prepare and present monthly and quarterly financial reporting packages for go-to-market leadership, including detailed variance analysis and commentary on business drivers.
• Identify and communicate financial risks and opportunities to t he business.

Sales Compensation:

• Partner with Sales Leadership and HR to design, model, and implement annual sales compensation plans that align with corporate revenue goals and strategic objectives.
• Oversee the end-to-end administration of sales commissions, including quota and territory assignment validation, calculations, and ensuring timely and accurate payouts.
• Serve as the finance lead for the commission management system data integrity and process efficiency.
• Provide detailed analysis on the effectiveness of compensation plans, SPIFFs, and other incentive programs, measuring ROI and performance against targets.
• Act as the primary point of contact for resolving commission-related inquiries and disputes.

Go-to-market Strategy and Analytics:

• Develop, maintain, and enhance sophisticated sales capacity models to inform hiring targets, quota setting, and long-term revenue projections.
• Analyze key metrics and SaaS KPIs, such as Customer Acquisition Cost (CAC), quota attainment, pipeline velocity, and sales cycle length.
• Provide financial modeling and due diligence for strategic initiatives, including pricing strategies, capital allocation, new market entry, and partnerships.
• Collaborate closely with the Sales Operations and IT team to ensure alignment on data, systems, and reporting.

Business Partnering and Leadership:

• Act as the primary financial advisor and trusted business partner to the go-to-market leadership team.
• Effectively communicate financial performance and insights to executive stakeholders.
• Lead, mentor, and develop a small high-performing team of finance professionals.
• Drive continuous improvement and scalability in financial processes and reporting to support a growing sales organization.

What We Need from You

• 9+ years of progressively increasing responsibility in FP&A, Strategic Finance, or Corporate Finance leadership roles, ideally within SaaS/subscription and/or cybersecurity environments.
• Strong executive presence and ability to communicate complex financial insights clearly to senior leadership.
• Deep understanding of SaaS metrics (TCV, ARR, NRR, CAC, and pipeline to billings) and fluent in bookings-billings-revenue mechanics and revenue recognition guardrails.
• Demonstrated success partnering with go-to-market department heads to influence strategic decisions.
• Track record of operating driver-based models, achieving forecast accuracy, improving efficiency, and driving accountability through data.
• Bachelor's degree in finance, Accounting, Economics, or STEM field; MBA and/or CPA preferred.

We have a market-based pay structure that varies by location. The base pay for this position is dependent on location, as outlined below, as well as the candidates knowledge, skills, and experience. In addition to base pay, this role is eligible for bonuses, benefits, and equity.

Base Pay Range: San Francisco Bay Area $220,000.00 - $260,000.00

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.

Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruitment contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies currently.

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.

Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.

Related jobsHR Director, US, Europe & Meta

Human Resources

Romania, United Kingdom

Summary

OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world's critical infrastructure and securing our way of life.

A personal note from Andreea, Global Head of HR

Im Andreea, Global Head of HR at OPSWAT. OPSWAT is also the kind of place where opportunities tend to find the people willing to take them on. Things move fast, there's always something new to figure out, and you get a lot of space to make an impact. For me, HR works best when it can move at the pace of the business - close enough to understand what's really going on and quick enough to make a difference. I don't see that as a formula, though. I'd love to shape what it looks like together with someone who shares that mindset, but who will also bring their own perspective and challenge my thinking along the way. If this sounds like the kind of team and environment you'd enjoy being part of, I'd really love to hear from you.

The Position

The Director, Human Resources for Europe, META (Middle East, Turkey, and Africa), and the US, is a Senior Leadership role reporting directly to our Global Head of HR (Human Resources) and acting as a trusted partner to leadership across all three regions.

This is not a maintenance role. It is a build-and-scale opportunity for someone who wants to shape how a global cybersecurity company grows, leads, and engages its people.

You will lead the HR function across 20+ countries, manage a regional team of HR Business Partners, Talent Acquisition Business Partners and People Operations, and own the people strategy for a business expanding on every front. If you are energized by turning potential into performance, and you want to work alongside an executive team that values your voice, this is your stage.

Scope at a Glance

• Regions: Europe, META, and the US
• Countries: 20+ and growing
• Team: HR professionals across Talent Acquisition, HR Business Partnering, and People Operations
• Reports to: Global Head of HR
• Location: London or Timisoara, Hybrid

Where You Will Be Based

This is a hybrid role based in either our London (UK) or Timisoara (Romania) office. Both are anchor locations for OPSWAT, and we are open on either - the person matters more than the postcode. You will play a visible part in strengthening in-office collaboration and cultural integration in whichever location you join.

What You Will Be Doing

Strategic partnership

• Serve as a strategic partner to leadership across Europe, META, and the US, aligning people strategy with business objectives
• Translate workforce data into insight that influences executive decisions
• Lead workforce planning, organizational design, and leadership development across the regions

Building and scaling

• Build and scale core HR programs that strengthen organizational health, capability, and engagement
• Shape HR policies, practices, and systems that keep pace with OPSWAT's growth, harmonizing where it helps without flattening local nuance
• Partner with global HR to deliver a consistent employee experience across the full employee lifecycle

Regional ownership and compliance

• Own employee relations across Europe and META, ensuring fairness, consistency, and legal compliance in every jurisdiction
• Ensure labor and employment compliance across 20+ countries, working with local counsel, EOR (Employer of Record) partners, and payroll providers in markets where we hold no legal entity
• Navigate the operational realities of the META region, including visa sponsorship, workforce nationalization requirements, and multi-entity structures, in partnership with local HR
• Provide strategic oversight of US people programs in partnership with US-based HR resources, who retain day-to-day ownership of US employee relations and benefits administration

Team leadership

• Lead, coach, and grow a regional team of ten focused on speed, accountability, and impact
• Coach managers to lead effectively through change, growth, and difficult conversations

What We Need From You

Essential

• A minimum of ten years of HR leadership experience, including time in a fast-paced global technology environment
• Demonstrated ownership of HR across multiple countries and regions
• Proven ability to balance strategic thinking with hands-on execution
• Strong business acumen and executive presence - you speak the language of both people and performance
• A data-driven mindset, with the ability to turn insight into action
• Demonstrated success building high-performing teams and leading through transformation

Strongly preferred

• Experience in a company that has scaled through rapid international growth, acquisition, or IPO (Initial Public Offering) preparation
• Bachelor's or master's degree in Human Resources or a related field, or equivalent professional experience
• Familiarity with Greenhouse, BambooHR, or comparable HR systems

How you work

• You lead with clarity, empathy, and courage
• You bring a sense of urgency, humor, and heart - and a team that will need all three

Why OPSWAT, Why Now

For more than 20 years, OPSWAT has protected the world's most critical infrastructure across IT, OT, ICS, cloud, and cross-domain environments. Trusted by governments, industrial operators, and Fortune 500 enterprises worldwide, OPSWAT delivers a prevention-first cybersecurity platform purpose-built for environments where availability, safety, and compliance are non-negotiable.

You will be joining an organization that:

• Is poised for IPO, with global expansion well underway
• Invests in AI-driven HR, automation, and leadership excellence
• Values transparency, accountability, and continuous learning
• Offers a rare combination of startup agility and enterprise scale
• Operates with a people-first mindset, led by a Global Head of HR who is closely engaged and deeply invested in the growth of their leaders

If you are ready to grow with a company that is transforming cybersecurity and redefining what great leadership looks like, OPSWAT is where you belong.

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.

Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.

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Senior Commercial Counsel

Legal

AMER - Remote, Tampa

Summary

OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world's critical infrastructure and securing our way of life.

Senior Commercial Counsel

Location: Tampa Bay or Remote (US)

Reports to: General Counsel

At OPSWAT, we're on a mission to protect the world's most critical infrastructure-from nuclear facilities and global banks to the largest manufacturers and government networks. Were growing fast-double digits year after year-with a global go-to-market team across more than 20 countries. As we scale, we need legal leadership that can move with the business while protecting what matters most: our customers, our reputation, and our mission.

As Senior Commercial Counsel, youll be a strategic partner to our go-to-market teams and a trusted advisor across the business. Youll own high-stakes negotiations with some of the most security-conscious organizations on the planet and help build the legal foundation for our next phase of growth.

Youll report directly to our General Counsel and work shoulder to shoulder with sales, product, revenue operations, procurement, and executive leadership.

What Youll Do

• Lead and own negotiations for high-value commercial agreements - SaaS, OEM, MSAs, enterprise, channel, and professional services deals across critical industries
• Serve as a strategic partner to sales, product, revenue operations, procurement, and executive leaders, balancing speed with smart risk management in a fast-growth environment
• Build, maintain, and continuously improve commercial playbooks and contract templates that make the business faster, more consistent, and ready to scale
• Deliver practical, business-aligned legal guidance that protects the company while accelerating long-term growth
• Develop and roll out legal enablement and training that levels up the entire go-to-market team
• Stay ahead of the laws and regulations shaping our industry so your compliance advice is always sound

What You'll Bring

• 10+ years of legal experience in commercial transactions, in-house and/or at a law firm, ideally in B2B SaaS or cybersecurity
• Juris Doctor (JD) from an accredited law school and active membership in good standing with at least one U.S. state bar
• A track record of closing complex deals with large, regulated organizations
• Sharp communication skills, strong business acumen, and a pragmatic, solutions-first mindset
• The composure to manage competing priorities and deadlines in a fast-paced environment
• The ability to work independently while collaborating effectively across teams
• A professional presence that earns the confidence of senior stakeholders, both internal and external
• An appetite to grow into a broader leadership role within a scaling legal function

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.

#LI-ONSITE

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.

Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.

Apply for This Job

Talent Acquisition Business Partner

Human Resources

Tampa

Summary

OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world's critical infrastructure and securing our way of life.

Role Summary

The Talent Acquisition Business Partner (TABP) owns end-to-end recruitment for a dedicated business unit, acting as a strategic partner to hiring managers rather than an order-taking recruiter. This is a hunter role: the TABP does not wait for applicants to come in, but proactively sources, networks, and builds relationships to find talent before it is on the market. This role reports into the Head of Talent Acquisition and is accountable for quality of hire, pipeline health, and hiring manager trust within their assigned business area. Success in the first six to twelve months means a fully staffed pipeline built through direct sourcing and headhunting, consistently high quality-of-hire outcomes, and hiring managers who treat the TABP as a trusted advisor rather than a service desk.

Key Responsibilities

• Headhunt and proactively source passive talent through direct outreach, market mapping, and networking, rather than only relying on inbound applicants
• Build and maintain a personal network of talent and industry contacts as an ongoing pipeline, not a one-off search
• Own full-cycle recruitment for a dedicated business leader relationship, from intake through offer
• Partner with hiring managers on role scoping, market reality checks, and interview process design
• Developing hiring manager trust, understanding business forecast and aligning to the global needs of your assigned business unit
• Manage and coach external recruitment agency relationships for supplementary sourcing on owned roles
• Implement, monitor and deliver structured candidate experience at every stage, from first outreach to offer
• Flag risk (pipeline gaps, hiring manager misalignment, market constraints) early and proactively
• Contribute talent market intelligence back to the wider TA function
• Manage inbound applications through our ATS, Greenhouse
• Monitor, track and report on relevant Talent Acquisition metrics (quality of hire, pipeline health, new hire retention, etc) and deliver results against Key Performance Indicators (KPIs) for assigned business unit.
• Collaborate with regional and global talent management teams to drive and support the global HR and Talent Management agenda
• Implement and deliver Talent Acquisition automation solutions to support process improvement for assigned business unit (Artificial Intelligence, efficiency projects, etc)
• Understand and articulate business priorities for assigned business unit, driving and supporting workforce planning initiatives.

Required Qualifications

• Demonstrated strength in sourcing, networking, and relationship building, with a track record of headhunting passive candidates rather than screening inbound applicants
• Active use of sourcing, screening, and recruitment tools is compulsory in this role, not optional
• Five or more years of full-cycle recruitment experience, in-house or agency (preferred both)
• Proven track record building proactive sourcing pipelines, not just managing inbound
• Experience partnering directly with senior hiring managers or business leaders
• Strong stakeholder management and consultative communication skills
• Comfort working with applicant tracking system platforms (Greenhouse preferred) and pipeline reporting
• Fluent in English; additional regional language a plus depending on market
• Experience in sourcing from LinkedIn Recruiter is a must

Nice-to-Have

• Prior experience recruiting in cybersecurity, critical infrastructure, or adjacent technical and regulated industries
• Experience managing or coaching an external agency relationship
• Exposure to quality-of-hire measurement frameworks
• Experience in a TA function actively transitioning from reactive to strategic

Our Core Values

Own It · Deliver It · Innovate It · Earn It · Connect It

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.

Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.

Apply for This Job