Senior Director, GTM Finance

Overview

Lead the financial strategy and operating cadence across the go-to-market organization, partnering with Sales, Marketing, Customer Success and GTM Operations to turn growth objectives into plans for bookings, pipeline, capacity, productivity, retention, investment and profitability.

What you'll do

• Provide a clear financial point of view on GTM performance, investments, tradeoffs and growth opportunities to Sales, Marketing, Customer Success and other GTM functions.
• Own GTM planning and forecasting across bookings, ARR, pipeline, sales capacity, productivity, headcount, operating expenses, retention and other key business drivers.
• Develop a deep understanding of GTM performance and proactively identify risks and opportunities before they appear in reported results.
• Partner with Sales and GTM Operations on capacity planning, territory and quota assumptions, ramp, productivity, pipeline coverage, conversion and resource allocation.
• Partner with Marketing leadership to evaluate demand generation performance, investment efficiency, pipeline creation, attribution and allocation of resources across programs and channels.
• Support Customer Success and Renewals leadership with retention, churn, expansion, renewal economics and capacity planning.
• Lead the financial strategy and governance for sales compensation plans, including plan design, modeling, quota economics, incentive alignment and cost forecasting.
• Oversee commissions forecasting and administration in partnership with Accounting and Sales Compensation, with a focus on accuracy, controls, scalability and clear ownership.
• Build executive-ready narratives that connect financial results with operational drivers and articulate what happened, why, and what actions should follow.
• Provide financial leadership on major GTM initiatives, including new products, geographic expansion, pricing and packaging changes, channel investments, productivity programs and other growth initiatives.
• Build and continuously improve driver-based financial models connecting pipeline, capacity, productivity, conversion, retention and investment assumptions to bookings, ARR, revenue and profitability.
• Use AI, automation and advanced analytics to improve forecasting, variance analysis, management reporting, scenario planning and recurring Finance processes.
• Identify opportunities to eliminate manual workflows and build more scalable processes across planning, reporting, commissions and business partnership activities.
• Establish clear metrics, operating cadences and management reporting that enable GTM and Finance leaders to make faster and better decisions.
• Lead, develop and raise the bar for the GTM Finance team, creating clear accountability and building strong relationships across Finance and the business.

What you'll need

• 12+ years of experience in FP&A, strategic finance or a related discipline, including leadership experience in a high-growth SaaS or recurring revenue business.
• Deep understanding of SaaS and GTM economics, including ARR, bookings, pipeline, conversion, sales capacity, rep productivity, retention and customer acquisition.
• Demonstrated experience owning or materially influencing GTM planning, forecasting and resource allocation.
• Strong experience partnering directly with senior Sales, Marketing, Customer Success and Finance executives.
• Meaningful experience with sales compensation strategy, plan modeling, quota economics, commissions forecasting or commissions administration.
• Strong command of operating expense and headcount management, with the ability to connect investments to business outcomes.
• Exceptional analytical skills and the ability to move between detailed operating analysis and executive-level strategic discussions.
• Strong financial modeling skills and experience building driver-based forecasts and scenarios in complex, rapidly changing environments.
• Ability to translate large amounts of financial and operational data into concise insights, recommendations and actions.
• Demonstrated ability to improve processes, systems, controls and operating discipline rather than simply manage existing workflows.
• Strong interest in AI and automation, with practical experience using modern tools to improve Finance productivity, analysis or decision support.
• High ownership mindset, comfortable personally driving important work while building a team that can operate independently at scale.
• Bachelor's degree in Finance, Accounting, Economics, Engineering or a related quantitative field.

Nice to have

• MBA, CPA or equivalent advanced experience.
• Experience in cybersecurity, enterprise software or another complex B2B SaaS environment.
• Experience with modern planning, BI, CRM, commissions and data platforms.
• Experience applying machine learning, data science or AI techniques to forecasting, pipeline analytics or financial planning.
• Experience supporting new product launches, multi-product expansion, international expansion, channel strategy or multi-product GTM models.

Details

• Remote, USA.
• Base salary range: $229,500 to $330,000 USD, plus potential bonus or incentive compensation, equity and benefits.