Senior FP&A Analyst, Services Finance

Role Overview

As a Senior FP&A Analyst for Services, you'll own the financial engine behind our services delivery: the people, partners, and hours that turn adversarial expertise into customer outcomes. You'll build services cost and margin models from scratch, turn messy operational data into decisions, and use AI to move faster than any traditional finance team.

You'll partner directly with Expertise (Services) and Delivery leadership to understand how work is scoped, staffed, and delivered, then show them exactly what it costs and where margin is won or lost. You'll own the monthly services cost close, build forecasts that inform hiring and pricing decisions, and operate with radical autonomy and speed.

What You'll Do

Own Services COGS & Margin

• Own the monthly services COGS close, including variance analysis across labor, subcontractors, travel, and tooling. Explain what moved and why, not just what the numbers are.

• Build and maintain engagement-level and practice-level margin models covering assessments, red team engagements, incident response, and retainers.

• Track utilization, realization, billable vs. non-billable time, and bench costs to surface where capacity is being lost.

Shape Pricing, Scoping & Capacity Decisions

• Build the services cost model that informs rate cards, fixed-fee vs. T&M structures, retainer economics, and deal scoping.

• Partner with Services leadership on capacity planning, forecasting headcount and subcontractor needs against pipeline and backlog.

• Model the economics of new offerings, delivery models, and staffing mixes before they launch.

Be the Data Wizard

• Pull, join, and clean data across time tracking, PSA, CRM, HRIS, and ERP systems to build a single source of truth for services performance.

• Write SQL and scripts to build models, dashboards, and KPIs that leaders actually use.

• Find the signal in messy operational data: overruns, scope creep, underpriced work, and staffing inefficiencies.

Make AI a Core Part of the Finance Workflow

• Use AI and LLM tools daily to accelerate analysis, automate cost pulls and variance commentary, and generate reporting.

• Build AI-assisted workflows that let the team close faster and forecast with more confidence.

• Evaluate and implement tools that raise the bar on planning, forecasting, and reporting.

Drive FP&A Planning & Partner with Leadership

• Own the services portions of the monthly close, quarterly forecast, and annual budget; build rolling forecasts for hiring, pricing, and resourcing.

• Present services performance and margin reviews to leadership and the board.

• Act as a true business partner on headcount, pricing, go-to-market strategy, and delivery scaling.

What You'll Bring

• 5–7 years in FP&A or finance with direct ownership of professional services, consulting, or managed services costs, ideally inside a cybersecurity or technology company with a significant services arm.

• Deep fluency in services economics: utilization, realization, blended rates, bill rates vs. cost rates, subcontractor management, and engagement-level P&L.

• Data wizard skills: advanced SQL, advanced Excel or Sheets, and scripting (Python or similar). You can pull your own data, build your own models, and automate your own reporting.

• Strong, hands-on AI skills. You already use LLM tools to work faster and can show how they've changed the way you analyze and report.

• Startup operator mentality: self-directed, comfortable with ambiguity, and owns outcomes independently.

• Clear communicator who can explain margin and cost drivers to practitioners, delivery leaders, and executives.

Even Better With

• Experience in the services finance org of a security leader such as an incident response, red team, or security consulting practice.

• Built a services margin or capacity model from scratch, or stood up services FP&A at a high-growth company.

• Experience with Harvest or similar time-tracking and PSA tools.

• Exposure to cloud, compute, or AI cost modeling.

• History of working in high-autonomy, high-stakes environments.

Location

In-office in Palo Alto, CA

Benefits & Perks | FTE

🏥 Full Health, Dental, & Vision Coverage

📈 Meaningful Equity Ownership

🥙 In-Office Meals

💸 401(k), HSA, and FSA Plans

🌴 Flexible PTO