Sales Controller

Sales Controller

A10 Networks is seeking a highly skilled and financially astute Sales Controller to lead global commercial governance, forecasting accuracy, and financial accountability across the Go-To-Market (GTM) organization. This role will report into Finance and partner closely with Sales, FP&A, and Legal leadership to align pricing, discounting, forecasting, and compensation with company financial objectives.

This is a hands-on, strategic position that requires a leader who can "own the number" —driving root-cause analysis, implementing countermeasures, and enabling data-driven decisions that improve growth, margin, and predictability.

Key Responsibilities

Strategic Financial Partnership

• Serve as the primary Finance business partner to GTM leadership, providing insight into forecasting, performance analysis, and revenue optimization
• Drive a weekly, monthly, and quarterly cadence with FP&A and Sales leadership focused on forecast accuracy, performance variance, and funnel optimization
• Deliver actionable insights that guide productive commercial decisions, including QBR materials, forecast support, pipeline analytics, and annual target-setting models
• Own the number – go beyond performance reporting to lead root-cause analysis, establish countermeasures, and ensure accountability to plan

Commercial Governance and Pricing

• Partner with Finance and Legal to ensure pricing, discounting, and quoting frameworks align with revenue recognition (ASC 606 / IFRS 15) and margin objectives
• Establish and maintain pricing and discount approval matrices, ensuring decisions balance competitiveness and profitability
• Perform margin, discount, and profitability analyses to guide strategic deal decisions and identify opportunities for cost-to-serve optimization

Commissions and Incentive Operations

• Own Global Sales Commissions operations, ensuring accuracy, transparency, and alignment with company growth and profitability goals
• Partner with Sales Operations and HR to design, model, and validate commission plans and quota structures
• Track plan effectiveness through payout accuracy, attainment analytics, and ROI evaluation

Financial Reporting and Continuous Improvement

• Partner with FP&A to enhance forecast accuracy, pipeline conversion metrics, and performance insights
• Provide executive reporting on bookings, revenue mix, pricing performance, and sales productivity
• Drive continuous improvement in forecasting methodologies, commercial analytics, and automation

Qualifications

• 15+ years of progressive experience in commercial finance, sales finance, or accounting, ideally in a global technology or SaaS environment
• Deep knowledge of revenue recognition (ASC 606 / IFRS 15) and enterprise deal structures
• Proven experience partnering with Sales, FP&A, and Legal to influence financial and commercial outcomes
• Demonstrated experience managing forecasting, pipeline analytics, and commission operations
• Strong business acumen with a proven ability to link operational drivers to financial results
• Advanced Excel and data analysis skills; experience with Salesforce, Oracle, or comparable ERP/CRM systems preferred
• CPA, CMA, or MBA strongly preferred
• Excellent communication, collaboration, and executive presentation skills

A10 Networks is an equal opportunity employer and a VEVRAA federal subcontractor. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. A10 also complies with all applicable state and local laws governing nondiscrimination in employment.