Director, Sales Finance

Position Summary:

The Director, Sales Finance, will lead the team’s dedicated to supporting the Chief Growth Officer.  This role will serve as a strategic finance partner driving deal quality, pricing discipline, margin performance, revenue integrity, and incentive plans while enabling sales growth and customer success. The Director will play a hands-on role in deal structuring and negotiation strategy, particularly for complex enterprise, leasing/rental, and SaaS/subscription transactions.

This leader will balance commercial enablement with financial stewardship — ensuring deals are structured to win in the market while meeting company profitability, risk, and compliance objectives.

 

Key Responsibilities:

Deal Desk Leadership

• Lead pricing, discounting, and commercial approval workflows across all customer segments.
• Partner with Sales leadership on complex deal strategy, including structure, terms, and economic optimization.
• Work closely with the Chief Accounting Officer to establish and maintain deal governance frameworks, approval thresholds, and pricing policies.
• Provide real-time deal support to accelerate sales cycles while protecting margin and risk posture.

 

Bookings & Revenue Operations

• Lead the Bookings team responsible for reviewing and processing executed agreements to ensure accuracy, completeness, and policy compliance.
• Ensure deal structures support accurate revenue recognition and efficient downstream billing, provisioning, and collections.
• Partner with Revenue Accounting, Legal, Sales Operations, and Order Management teams to ensure seamless deal execution.
• Maintain the escalation process for sharing material transactions with key executives outside of Sales.

 

Strategic Finance Partnership

• Act as a trusted advisor to Sales, Go-To-Market, and Product leadership on pricing strategy, packaging, deal economics, and monetization models.
• Support development and evolution of SaaS/subscription, leasing/rental, usage-based, and hybrid commercial models.
• Provide insights on deal profitability, customer lifetime value, and margin drivers to influence go-to-market strategy.
• Partner with Chief Growth Officer in conjunction with Sales Leadership, Finance, and HR to develop various incentive & sales compensation plans

 

Process, Systems & Scalability

• Build scalable deal desk and bookings processes aligned to growth stage and revenue complexity.
• Drive automation and system improvements across CPQ, CRM, and contract workflows.
• Work closely with the Chief Accounting Officer and Revenue Operations team to support information flow and the evolution of our revenue-related accounting systems.
• Establish KPIs and dashboards for deal velocity, margin performance, discounting trends, and booking accuracy.

 

People Leadership

• Lead by example and with the utmost integrity.
• Recruit, develop, and lead high-performing teams.
• Foster a culture of partnership, accountability, and continuous improvement.
• Provide coaching on commercial judgment, financial modeling, and negotiation support.

 

Qualifications:

• 10+ years of experience in finance, sales finance, deal desk, commercial finance, or related roles.
• 5+ years of people leadership experience in a high-growth, revenue-driven organization.
• Strong experience supporting enterprise and mid-market sales motions with complex deal structures.

 

Preferred Traits:

• Commercially minded, with strong business judgment and negotiation instincts.
• Collaborative, pragmatic, and solutions-oriented.
• Able to balance speed, rigor, and financial integrity in a fast-paced sales environments.
• Comfortable operating at both strategic and execution levels.
• Trusted partner who brings clarity and structure to complex deals.
• Experience with CPQ tools (e.g., Salesforce CPQ), CRM, and ERP systems 
• Demonstrated expertise in:
• SaaS / subscription pricing and revenue models
• Leasing, rental, or asset-based financing structures
• Discounting frameworks, margin optimization, and deal profitability analysis
• Working knowledge of revenue recognition principles (ASC 606), contract structures, and commercial risk.
• Strong business partnership skills with Sales, Legal, Product, and Revenue Operations leaders.
• Advanced financial modeling, analytical, and negotiation skills.

Since 1992, Omnicell has been committed to transforming pharmacy care through outcomes-centric innovation designed to optimize clinical and business outcomes across all settings of care. We strive to be the healthcare provider’s most trusted partner by our guiding promise of “Outcomes. Defined and Delivered.”    Our comprehensive portfolio of robotics, smart devices, intelligent software, and expert services is helping healthcare facilities worldwide to improve business and clinical outcomes as they move closer to the industry vision of the Autonomous Pharmacy.  Our guiding principles inform everything we do: 

• As Passionate Transformers, we find a better way to innovate relentlessly. 
• Being Mission Driven, we consistently deliver on our promises. 
• Our Entrepreneurial spirit makes the most of EVERY opportunity for innovation. 
• Understanding that Relationships Matter creates synergies that yield the greatest benefits for all.
• Intellectually Curious, eager to think deeper to learn and improve.
• In Doing the Right Thing, we lead by example in ALL we do. 

We are deeply committed to Environmental, Social, and Governance (ESG) initiatives. Our ESG efforts focus on creating an inclusive culture and a healthier world. This includes our Employee Impact Groups, which foster inclusion and belonging, as well as our learning and well-being programs that support personal and professional growth. We also prioritize sustainability in our operations, aiming to reduce our environmental footprint and promote responsible business practices. Join us in transforming the pharmacy care delivery model, making patient care safer and smarter for all.