David Johnston Email & Phone Number

San Francisco, Ca, Us

Us

Dublin , Ca, Us

Acted as a trusted business partner to Chief Revenue Officer (CRO) and Chief Marketing Officer (CMO) teams. -Developed and managed detailed revenue and expense plans and forecasts for $5B business-Built operational models (ARR, revenue, capacity, staffing) for five lines of business.-Managed standalone P&Ls for three acquisition. -Developed and reported key metrics to executive leadership team (C-level). -Overhauled and improved weekly forecast process, materials, and meetings.-Implemented and drove quarterly business reviews (QBR). -Led customer acquisition cost (CAC) track of companywide customer lifetime value (CLTV) project. -Built predictive models for annual contract value (ACV), retention and other KPIs. -Improved Opex forecast accuracy from 10% to 2% variance. -Hired and developed team of high performing managers and analysts.

San Francisco, Ca, Us

Reporting to the head of Finance, I was responsible for all things related to sales finance and sales compensation for high growth SaaS company.-Built and managed Capacity Planning Model-Led redesign of Sales Compensation plan and implementation of new software tool (CaptivateIQ)-Managed analyst team

Alameda, Ca, Us

Acted as strategic thought partner to global sales SVP (Senior Vice President) and leadership team for global software (SaaS) company generating $300M+ in annual revenue. -Redesigned variable compensation plan to better align sales quotas with corporate objectives, resulting in approximately $2M in annual cost savings.-Redefined the primary success metrics for the company which contributed to the most profitable year in over a decade. -Developed and presented (to executive teams) comprehensive analysis packages to provide valuable business insight to company performance and trends. -Implemented a simplified organization structure which enabled improved expense forecasting (a 50% reduction in forecast variances) and ultimately allowed for a reduction of two financial analyst resources.-Improved, automated, and reduced cycle time of territory planning and quota setting process by four weeks.

Us

Served as volunteer for San Francisco based non-profit with a $1.5M annual budget whose mission is to foster an understanding of the principles of environmental justice and urban sustainability in our young people.

San Francisco, Ca, Us

Performed various FP&A activities in support of CFO for startup software company which provided social gaming analytics tools. -Conceived model to derive customer acquisition cost and return on investment.-Conducted analysis to determine profitability by market segment.

Palo Alto, Ca, Us

Led organization with tactical oversight of $13B revenue per year.-Drove companywide revenue & margin forecasts based upon field input, leading indicator metrics (linearity, coverage) and historical trends.-Streamlined Plan of Record (Supply Plan) process to improve revenue forecast and free up executive time.-Prepared detailed analysis for quarterly press releases and financial statement inclusion.

Palo Alto, Ca, Us

Responsible for entire planning process of $6B field organization. -Established a bottoms-up planning structure and model which drove the annual operating plan.-Maintained an ongoing reconciliation which ensured that booking goals were in alignment with revenue targets. -Produced quarterly analysis package depicting results by industry, product, geography and customer.

Palo Alto, Ca, Us

Leader of FP&A Team responsible for a 2,500 employee organization with a budget of over $600M.-Orchestrated transformation of underachieving FP&A team to one valued for providing insightful analysis.-Led improvement efforts for expense reduction and control which resulted in significant annual cost savings.-Coordinated quarterly close activities including the posting of journal entries and general ledger reconciliations.

Palo Alto, Ca, Us

Served as primary business partner and managed all financial aspects for Business Unit with $200M in annual revenue.-Designed and operationalized sales allowance (pricing/discounting) policy and process which led to improved margins.-Improved and expanded financial reporting to include analysis by region, product line and customer.

Dallas, Tx, Us

Dallas, Tx, Us

Mba, Finance

Bba, Accounting