Exeter / Hybrid

Sales Controller

Competitive

Ref: VR 01578 - Exeter / Hybrid - Competitive

Job type:
permanent

Job Title Sales Controller Hybrid role Office based 2/3 days week (Exeter) Employer Overview Fast growing technology business based in the south west with a strong global customer base. SaaS provider that reduces fuel costs, improves driver efficiency and reduces emissions for both individual drivers and large corporate fleets. About the Role The Sales Controller is responsible for sales forecasting, pricing, profitability, and process governance, driving accurate, commercially aligned insights that support decision-making. The Sales Controller will also act as the commercial “bridge” between Finance and Sales, ensuring revenue growth is aligned to strategic goals and risk is managed through the contracting process. This role therefore combines financial control, commercial governance, and performance management and so will also have a dotted reporting line into the Chief Financial Officer (CFO). . The role works with key stakeholders to shape pricing strategies, monitor margins, deliver reporting and analytics, and drive data-led improvements. The role also manages Salesforce governance and processes, ensuring accurate customer and pipeline data. This is an exciting opportunity to not only be a driver for revenue growth in the UK, but also continue to expand into international markets. Key Responsibilities Revenue Forecasting & Analysis • Lead monthly/quarterly rolling sales forecasts, tracking progress, accuracy, and variances. • Own and challenge the sales forecast process — pipeline validation, bookings conversion, ARR/MRR outlook. • Deliver accurate reporting on revenue, bookings, and performance vs. target. • Monitor deal slippage, conversion rates, and forecast accuracy. • Create and maintain dashboards for KPIs such as forecast accuracy, margin variance, completion rates, trade spend ROI, and pipeline health. • Produce monthly commercial performance reports. Sales Performance • Drive performance via strategic metrics across Account Management and Sales teams. • Define and track sales KPIs (quota attainment, win rates, sales cycle length, churn, upsell). • Provide actionable insights and recommendations to CRO and CFO. • Prepare board-ready reporting on sales performance and pipeline health. Commercial Governance & Deal Support • Oversee pricing strategy execution, deal-level validation with the CFO, and margin protection. • Review major deals for commercial viability (pricing, discounting, contract terms). • Partner with Sales to optimise deal structure for margin, cashflow, and revenue recognition. • Gather all necessary documentation to send to the CFO to support any credit lending decisions and work with the sales teams/account management teams to structure payment terms to alleviate any credit concerns. • Draft contracts and special terms reflecting the required commercial structure, be central in support to the contract negotiation with the client and work with the CFO to sign off the contract and any required special terms of changes. Pricing & Margin Control • Collaborate with sales leadership to shape pricing, promotional mechanics, and sales incentive structures in line with financial targets. • Maintain pricing guardrails and approval workflows. • Analyse margin impact of discounts, bundles, and incentive schemes. • Provide CFO/CRO with recommendations on pricing strategy. Sales Incentive & Compensation • Calculate any monthly commissions and bonus payments, produce supporting analysis and seek sign off from the CRO and CFO before liaising with finance on payments. • Design, model, and manage commission and incentive plans. • Ensure alignment with company objectives (ARR growth, NRR, profitability etc). • Track commission costs vs. budget and ensure timely, accurate pay-outs. Cross-Functional Collaboration • Partner with Finance on bookings ? revenue ? cash forecasting. • Align with Account Management to support renewals and upsell planning. • Work with Product and Finance on pricing models and value propositions. Systems & Processes • Own Salesforce process governance, ensuring complete and accurate data, including deal lifecycles, contract data, and pipeline tracking. • Champion ongoing process improvements in Salesforce and related tools to boost data integrity and efficiency. • Ensure compliance audit-readiness, maintain documentation repositories, and champion ISO controls where needed. • Drive CRM data quality and forecasting discipline (Salesforce, HubSpot etc.). • Build automated dashboards for sales KPIs and pipeline health. • Implement continuous improvements in reporting and analytics. Experience & Qualifications • Proven experience in Sales Finance, Commercial Finance, or Sales Operations within SaaS or subscription-based businesses. • Strong acumen in forecasting, pricing, reporting, and process optimisation. • Proficiency in Salesforce or equivalent CRM. • Skilled in forecasting, financial modelling, and data analytics with advanced Excel skills; BI or ERP system experience beneficial (SAP, Power BI etc.). • Experience in contract drafting and credit approval process/structuring. • Commercial mindset and collaborative business partner with excellent communication and stakeholder management ability, with the ability to challenge senior stakeholders. • Analytical and strategic thinker with high attention to detail. • Experience in helping design and subsequently administering sales incentive and commission plans. • Proactive, curious, and results oriented.