CFO

Willow is building the leading Operational AI platform for the built world. We help owners and operators of large, complex environments better understand, manage, and optimize their buildings and infrastructure by connecting physical, operational, and human data into a unified digital foundation. Our platform enables customers to move from fragmented systems and reactive workflows to smarter operations, better decision-making, and meaningful financial and operational outcomes.

We are at an important stage of company growth: scaling commercial momentum, increasing operating rigor, and building the foundation for long-term category leadership.

We’re seeking a CFO who is, above all else, a deeply rigorous financial operator. This is not primarily a capital-markets or fundraising-first role. We’re looking for a leader with exceptional command of the numbers, strong SaaS metrics fluency, sound commercial judgment, and the ability to move seamlessly from board-level strategy to contract-, cash-, and margin-level detail.

You’ll be a trusted thought partner to the CEO and Board while staying close to the real mechanics of the business: enterprise deal structure, procurement cycles, software and services mix, forecasting quality, revenue realization, gross margin performance, and cash discipline.

The ideal candidate is not just polished in the boardroom.  They are intellectually tough, highly detail-oriented, commercially savvy, and grounded in operational reality – as comfortable discussing a long-range operating plant with the Boards as they are diving into a major customer contract, revenue timing risk, or a procurement delay affecting cash flow.

While this role is fully remote, we are targeting candidates in the Greater Seattle Area to allow for geographical proximity to other company leaders.

Financial operations & reporting

• Lead all core finance functions, including FP&A, accounting, cash management, financial controls, budgeting, forecasting, board reporting, and strategic finance
• Build and maintain a high-integrity financial operating cadence that improves forecast accuracy, decision quality, and organizational accountability
• Strengthen financial processes, systems, controls, and reporting as the company scales, without adding unnecessary bureaucracy
• Prepare and present clear, credible, and precise materials for the Board, investors, lenders, and other key stakeholders

 

Strategic partnering

• Serve as a trusted advisor to the CEO and Board on financial performance, business health, planning scenarios, capital allocation, and operating tradeoffs
• Support strategic planning, long-range modeling, and scenario analysis tied to the company’s growth trajectory and future opportunities
• Help the company make better decisions at the intersection of growth and discipline — supporting commercial ambition while pressure-testing assumptions and avoiding financial overreach
• As needed, support future strategic finance activity, including fundraising, as a secondary capability rather than the primary focus of the role

 

SaaS metrics & revenue quality

• Bring rigor to SaaS and company performance metrics, including ARR, ACV, bookings, gross margin, churn, renewal quality, services mix, implementation timing, pipeline conversion, and cash efficiency
• Develop a clear view of revenue quality, including distinctions between contracted ARR, live ARR, collectible ARR, and realized revenue performance
• Drive operating visibility into the true economics of the business, including customer profitability, implementation and deployment dynamics, cost drivers, and expansion quality

 

Commercial partnering

• Partner closely with Sales, Legal, Delivery, and Operations on pricing, deal structure, payment terms, procurement dynamics, services attachments, margin implications, and revenue recognition considerations

• Proven finance leadership experience in a SaaS or software-enabled business, ideally in a growth-stage or scaling enterprise environment
• Experience as a CFO, VP Finance, or senior finance leader ready to step into a CFO role
• Deep command of SaaS metrics and the discipline to distinguish signal from noise in growth-stage reporting
• Exceptional financial modeling, forecasting, and analytical skills
• Strong commercial instincts and fluency in enterprise contracts, pricing models, deal economics, and procurement complexity
• Experience operating close to revenue realization, not just top-line planning
• Ability to move fluidly between strategic conversations and detailed financial analysis
• Strong understanding of accounting, cash flow management, controls, and the operational realities that shape margin and revenue outcomes
• Executive presence and communication skills that build confidence with a CEO, Board, investors, and senior functional leaders
• A hands-on, low-ego approach with a willingness to work directly in the details when needed
• High integrity, sound judgment, and a bias toward clarity, truth, and accountability

This is a pivotal leadership role at a critical stage in Willow’s evolution. The CFO will help shape how the company scales, how it measures itself, how it allocates capital, how it improves predictability, and how it balances discipline with ambition. The right person will have a meaningful hand in building a durable, high-performing company in one of the most important emerging categories in enterprise software and AI.