Senior Manager, FP&A - GTM

Overview

Serve as a strategic finance partner to Sales and Marketing leadership, owning the go-to-market financial planning, reporting and analysis for the organization.

What you'll do

• Serve as the strategic finance partner to Sales and Marketing leadership (CRO, CMO, and their teams), influencing go-to-market strategy, investment priorities, and resource allocation
• Own the GTM portion of the annual operating plan, quarterly reforecasts, and long-range plan, including bookings, pipeline, quota capacity, headcount, and Sales & Marketing operating expenses
• Lead capacity and productivity planning with Sales Operations: rep hiring plans, ramp assumptions, quota setting, territory coverage, and attainment
• Partner with Marketing to model and optimize demand-gen spend, pipeline contribution, funnel conversion, and channel ROI
• Own reporting and analysis of key GTM and SaaS unit economics, including ARR, net new ARR, net and gross revenue retention, churn, CAC, CAC payback, LTV:CAC, and S&M efficiency (magic number)
• Lead monthly and quarterly close for S&M: budget-vs-actual and forecast-vs-actual variance analysis, holding leaders to their budgets and explaining what drove performance
• Prepare and present Sales & Marketing performance updates, business reviews, and recommendations to the executive team, and contribute GTM content to board materials
• Build business cases and scenario models for major GTM decisions, such as new segments or geographies, pricing and packaging, partner/channel programs, and large marketing investments
• Partner with Sales Ops, Accounting, and HR/Total Rewards on sales compensation plan design, cost modeling, and commission expense forecasting
• Build, lead, and develop a team of FP&A analysts, setting priorities, coaching for growth, and raising the bar for analytical quality
• Drive scalable GTM planning and reporting by improving processes, systems, and data integration across CRM (e.g., Salesforce), planning tools, and BI dashboards

What you'll need

• Four-year university degree in Finance, Economics, Accounting, or related field
• 3+ years of experience supporting Marketing organizations and budgets
• Experience building models to evaluate Marketing program spend ROI and pipeline generation efficiency
• Knowledge of Sales/Marketing and applicable key metrics: ARR, MRR, pipeline, conversion/win rates, CAC, LTV
• Strong financial and operational planning skills
• Experience partnering with Senior Leadership and ability to influence at all levels of an organization
• Excellent communication skills (written and verbal) with experience developing and delivering presentations
• Expertise in building Excel-based financial models, with an emphasis on aggregating and analyzing data to provide actionable insights
• Ability to multi-task effectively, working in team environments or independently
• Experience with headcount reconciliation and month-end budget/forecast vs actuals reconciliation
• Experience with financial systems: Adaptive, NetSuite, Zuora, Coupa, Salesforce

Nice to have

• 8+ years of relevant finance experience
• SaaS experience

Details

• Location: Remote - United States
• Base pay range: $150,000 - $200,000
• Eligible for long-term incentives in the form of equity and short-term incentives of bonus or commission, based on level and role
• Benefits include medical, dental, vision, life and disability insurance, EAP, 401(k), uncapped PTO for exempt employees, and 14 paid holidays per year
• Primarily office-environment work, with extended periods of sitting or standing and computer-based work