Director, Sales Planning & Analysis

Ibotta is seeking a Director, Sales Planning & Analysis to join our innovative team and contribute to our mission to Make Every Purchase Rewarding. Reporting to the SVP of Strategic Finance & Investor Relations, you will own the financial and business analysis supporting our revenue function: including directing revenue planning and forecasting, scenario modeling, sales capacity planning, sales analysis, developing and implementing frameworks and KPIs to monitor sales pipeline health, and participating in go-to-market investment decisions. You will operate as a trusted strategic advisor to Revenue leadership, translating complex financial data into clear, executive-ready recommendations that shape how Ibotta goes to market and drives durable, profitable growth.

Responsibilities

Lead end-to-end sales planning and forecasting for all Revenue streams, including the Annual Plan and periodic re-forecasts; drive high forecast accuracy to enable confident decision-making; deliver actionable insights to stakeholders; Own the topline model: build and maintain a bottoms-up revenue and bookings forecast grounded in unit-level drivers (pipeline, win rates, rep productivity, ramp curves, and redemption/engagement trends); Serve as a key finance business partner to the Chief Revenue Officer and Revenue leadership team; lead monthly business reviews and bring data-driven insights and constructive challenge to key decisions; Drive sales capacity and coverage planning – headcount, quotas, territories, and productivity assumptions – connecting GTM investments to revenue targets and unit economics; Build business cases and ROI analyses for major Revenue investments (headcount, incentive programs, pricing changes, new revenue streams), and track actual results against projections; Partner with Revenue Operations and Accounting to reconcile bookings, billings, and revenue, and to ensure sound controls around commissions, incentives, and client-facing investment programs; Support sales compensation design, including quota methodology grounded in capacity analysis and incentive alignment with company goals; Steward critical Revenue metrics (gross & net revenue, bookings, pipeline health & coverage, win rate, sales productivity, market demand, category/client performance); develop reporting and self-serve dashboards that give leadership real-time visibility into performance; Contribute to board, investor, and executive materials, helping to develop the topline narrative and the story behind the numbers; Champion process improvement and modern tooling – including AI-enabled forecasting, reporting, and analysis – to increase the speed and accuracy; Embrace and uphold Ibotta's Core Values: Integrity, Boldness, Ownership, Teamwork, Transparency, & A good idea can come from anywhere

Requirements

8+ years of progressive experience in finance, with significant time in FP&A, strategic finance, or commercial/sales finance roles; Direct experience partnering with revenue and sales organizations – you understand capacity planning, quota setting, pipeline management, and forecast discipline; Expertise in revenue modeling and forecasting; able to build a forecast from unit-level drivers, not just trended dollars; Experience presenting financial and sales analysis and recommendations to senior and executive leadership; strong executive communication and the ability to challenge assumptions constructively; Advanced financial modeling skills; fluency with the modern finance and GTM tech stack (e.g., Salesforce, NetSuite, Databricks, Tableau/Looker); Bachelor's degree in Finance, Accounting, Economics, Business, or a related field; Applicants must be currently authorized to work in the United States on a full-time basis; Candidates must live in the United States

Benefits

Competitive pay; flexible time off; benefits package including medical, dental, vision; Employee Stock Purchase Program; 401k match; Denver office perks include paid parking, snacks, and occasional meals; relocation bonus for candidates not based in Denver