Manager/Lead - Business Finance

This is the primary value-add of the role. You are Finance’s seat at the table when commercial terms are being shaped.

• Partner with Sales and Commercial Partnerships on the financial structuring of advertiser and agency deals.
• Model the P&L impact of proposed deal terms before they go to market, so that Sales leadership makes pricing decisions with full financial visibility.
• Develop and maintain standardised commercial frameworks: deal templates, pricing guardrails, and margin thresholds that give the Sales team clear parameters within which they can negotiate.
• Evaluate non-standard deal structures: Support Sales and Commercial teams with ad hoc financial modelling: scenario analysis on proposed deal structures, what-if pricing models, and renewal negotiation prep with full margin context.
• Analyse competitive pricing dynamics: track how InMobi’s commercial terms compare to market practice across deal types, geographies, and advertiser segments, and surface opportunities to improve pricing or defend margin.

This will be carved out as a dedicated function, and hence, does not have established systems or cadences today. You will build them.

• Design and build the commercial deal tracker: a single, reliable system of record for all active advertiser and agency commercial agreements.
• Establish the review cadence for commercial deal health: define the frequency, format, and audience for commercial portfolio reviews — ensuring deal utilisation, margin trends, and upcoming renewals are surfaced to the right stakeholders at the right time, not discovered after the fact.
• Build deal utilisation monitoring: proactive tracking of actual spends and margins against committed thresholds in real time, and proactively flag accounts approaching tier break-points.
• Create renewal and renegotiation tracking: ensure every deal with an approaching expiry or renewal window is visible well in advance, with financial context prepared for the Commercial team before the negotiation begins.
• Continuously improve system accuracy and coverage: as new deal types emerge, extend the tracker to accommodate them. The system must evolve with the business.
• Optimise for auditability: every commercial commitment, calculation, and accrual should be traceable from the deal agreement through to the P&L impact. Build the tracker with this standard from day one.

• 4–6 years of experience in commercial finance, business finance, deal desk, or FP&A with a strong commercial orientation — ideally within adtech, digital media, or marketplace businesses.
• Experience with commercial deal structuring: not just analysing deals after the fact, but actively participating in how deals are shaped — modelling pricing scenarios, defining tiers, and providing financial input to sales negotiations.
• Demonstrated ability to independently own a financial workstream end-to-end: running a process, building systems, presenting outputs to stakeholders, and standing behind the numbers.
• Strong financial modelling skills: ability to build deal impact models, pricing scenarios, and portfolio profitability views in Excel/Google Sheets from scratch.
• Accruals and close-process competence: hands-on experience with monthly accrual mechanics, revenue adjustments, and reconciliation workflows.
• Systems-building mindset: you are the kind of person who, when handed a messy spreadsheet and a verbal process, designs a structured tracker with defined inputs, outputs, and review cadences — and then gets it adopted.
• Clear, structured communication: ability to present commercial finance analysis to Sales leaders and business leadership with clarity and confidence.
• MBA (Finance) from a top-tier bschool, CA, or equivalent professional qualification.

• Prior experience in adtech or programmatic advertising: familiarity with take rates, media flow, DSD, publisher cost, eCPMs, and the economics of demand-side platforms.
• Experience working at or with a deal desk, pricing function, or commercial operations team in a technology or media company.
• Familiarity with agency holding company structures and how agency-level commercial terms cascade to brand-level economics.
• Experience with reporting automation - particularly for building commercial trackers and accrual monitoring systems.
• Comfort operating in an environment where the processes you need don’t yet exist and you are expected to create them with minimal templating.

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