Director, GTM Finance

This is a fully remote position, open to applicants in United States.

📋 Description

• Take full ownership of the GTM P&L from start to finish — encompassing revenue, gross margin, and operational expenses across Sales, Marketing, and Customer Success.

• Lead the unit economics and the growth funnel model — including CAC, LTV/CAC, payback period, magic number, and cohort/retention analysis for both self-serve and sales-assisted processes.

• Manage the ARR roll-forward, bookings, and revenue forecasting — ensuring it is auditable, reconcilable, and rigorously stress-tested against top-down assumptions.

• Collaborate with Sales and RevOps on capacity planning, deal economics, and pricing strategies — safeguarding margin and ARR quality without hindering deal velocity.

• Develop and maintain the monthly/quarterly GTM reporting package for the executive team and Board, including variance analysis to identify root causes.

• Advocate for AI-enhanced finance workflows and establish the GTM finance team as Customer.io progresses beyond $250M+ ARR.

⛳️ Requirements

• Over 10 years of experience in FP&A, strategic finance, or similar roles within complex, large organizations.

• Extensive experience in GTM business partnership with Sales, Marketing, or Customer Success teams.

• Proficient in subscription/SaaS metrics (ARR, NRR, CAC, LTV).

• Proven track record of promoting AI adoption in finance workflows.

• Demonstrated leadership skills — experience in managing and developing finance professionals.

• Strong proficiency in Excel (experience with Snowflake is a plus) and familiarity with planning/GTM systems (NetSuite, Salesforce, Gong, Drivetrain).

• Bachelor's degree in Finance, Accounting, Economics, or a related field; MBA is a plus.

🏝️ Benefits

• Comprehensive coverage of medical, dental, vision, mental health, and supplemental insurance premiums for you and your family.

• 16 weeks of paid parental leave.

• Unlimited paid time off (PTO).

• Stipends available for remote work and wellness initiatives.

• A budget allocated for professional development.