SFA/Marketplace Manager - FP&A & Strategic Analytics

Job Overview

We are seeking a highly motivated and analytical SFA/Manager to take full ownership of our global e-commerce Marketplace P&L, one of Achievers' most critical revenue streams. This role blends Finance, Business Intelligence, Customer Success, Merchandising, and Product to translate Marketplace activity into financial insights, strategic forecasting, and operational action.

You won’t just report numbers—you’ll explain what happened, forecast what comes next, and actively shape strategy to drive growth. Responsibilities include building predictive models, analyzing share-of-wallet dynamics, and partnering with Customer Success on Net Revenue Retention (NRR) and Annual Recurring Revenue (ARR) forecasting.

Candidates with experience in e-commerce, retail, or rewards/marketplace environments will excel, as they’ll leverage their understanding of redemption dynamics, catalogue economics, and customer purchasing behavior.

Key Responsibilities

Marketplace P&L Ownership & Forecasting

• Own the end-to-end Marketplace P&L (revenue and expenses), improving net margin contribution.
• Build and maintain complex forecasting models tracking Marketplace performance across pillars like promotions, merchandising, pricing, and product enhancements.
• Develop models for initiatives like Top-Up programs, pricing reviews, and share-of-wallet expansion.
• Translate high-level revenue targets into actionable customer-tier-level operating plans for clearer execution.
• Partner with Accounting to reconcile reporting discrepancies and improve data integrity.
• Deliver forecasting materials for FP&A and Board deliverables.
• Drive expense analysis to identify efficiency opportunities and optimize resource allocation.
• Standardize executive KPI reporting cadences for senior leadership and Board stakeholders.
• Build and scale the Marketplace analytics foundation, including data governance and workflows.

NRR & Existing Customer ARR Forecasting

• Forecast existing customer ARR to support NRR targets and renewal/expansion performance.
• Integrate Finance data (ARR, customer segmentation) with Marketplace redemption data.
• Develop share-of-wallet models to quantify expansion opportunities.
• Track user/member counts and organizational changes impacting retention.
• Provide financial insights into customer cohort behavior using Salesforce attributes.

Strategic Analysis & Modeling

• Conduct advanced analysis using statistical methods and predictive modeling for redemption volume, margin, and customer behavior.
• Build models depicting business outcomes from product/member behavior changes.
• Enable mix-rate reporting isolating performance impact across customers, products, and regions.
• Analyze member balance distribution to improve redemption potential and breakage risk understanding.
• Create and maintain dashboards (rebate/commission, promotions, KPI scorecards) for leadership review.
• Support RFP positioning, feature pricing analysis, and product/partnership ROI assessments.

Customer Success & Cross-Functional Partnership

• Present Marketplace performance insights at Customer Success forums.
• Meet with CSM partners to evaluate margin drivers and align actions with financial outcomes.
• Create customer target lists for high-impact growth opportunities.
• Partner with Merchandising to optimize assortment decisions and margin drivers.
• Collaborate with Product leadership to shape the strategic roadmap.
• Drive operational excellence across the Marketplace ecosystem.
• Support vendor review materials and scorecards.

Ad Hoc Analysis & Financial Alignment

• Respond to leadership questions with ad hoc analysis and forecasting.
• Support cross-departmental initiatives like product campaign efficacy and promotional impact.
• Partner with BI and IT to advance the Marketplace data agenda.
• Consolidate Marketplace data for advanced analysis using tools like Tableau Pulse and Microsoft Copilot.
• Improve predictive modeling during peak periods (e.g., holiday redemptions).

Success Metrics

• Self-starter mindset with a bias for action and independent problem-solving.
• Comprehensive analytical infrastructure connecting redemption activity, customer behavior, and financial performance.
• High forecast accuracy and depth, enabling leadership to close gaps between targets.
• Cross-functional impact across Finance, Customer Success, Merchandising, and Product.
• Operational clarity translating high-level targets into actionable plans.

Experience Requirements

• Bachelor’s degree in Finance, Business Analytics, Data Science, Statistics, or a related field.
• 5+ years of experience in strategic analytics or FP&A in a fast-paced environment.
• Strong background in advanced data analysis, statistical modeling, and predictive forecasting.
• Proficiency in data visualization tools (Tableau, Power BI) and querying languages (SQL).
• Advanced Excel skills (macros, arrays, pivots, lookups, conditional logic).
• Ability to interpret complex datasets and translate findings into executive-ready narratives.
• Deep understanding of P&L dynamics, margin analysis, and revenue forecasting.
• Proven ability to influence cross-functional teams without direct authority.
• Independent self-starter with a solution-oriented mindset.

Preferred:

• Experience in e-commerce, retail, rewards, or marketplace environments.
• Familiarity with NRR/ARR forecasting and customer retention analytics.
• Experience with Salesforce reporting and dashboard creation.
• Exposure to tools like Tableau Pulse, Microsoft Copilot, or AI-enabled analytics platforms.