Senior Analyst – GTM Finance

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

📋 Description

• Function as the primary finance partner for the Go-to-Market division and take analytical ownership of the company's entire software revenue stack.

• Serve as the financial representative for the Chief Revenue Officer, VP of Customer Success, RevOps leadership, as well as the wider sales and marketing teams.

• Manage the ARR bridge as a recurring monthly and quarterly deliverable, encompassing new logos, expansion, contraction, and churn elements.

• Generate the weekly bookings report and monthly bookings forecast, segmented by channel.

• Develop and sustain NRR and GRR cohort analyses that identify retention trends and the factors affecting customer churn and expansion.

• Oversee the sales capacity model, which includes productive headcount, ramp curves, quota assignments, OTE, and attainment assumptions.

• Maintain CAC, LTV/CAC, and pipeline coverage analytics as ongoing GTM efficiency deliverables.

• Forecast maintenance and support renewal rates along with annual maintenance uplifts; collaborate with the VP of Customer Success on renewal economics.

• Model revenue recognition and the ARR repercussions of migrating customers from on-premise to SaaS solutions.

• Lead GTM headcount planning across Sales, SDR, Marketing, and Customer Success.

• Manage GTM compensation modeling, including OTE design and financial impact analysis of commission plans.

• Supervise the GTM software and tools budget and track expense variances against the plan.

• Conduct monthly GTM departmental expense variance analysis across Sales, Marketing, and Customer Success.

• Produce analytics on sales and marketing cost efficiency, including cost per pipeline dollar and marketing ROI metrics.

• Collaborate with RevOps on ensuring pipeline data quality, conversion analytics, and the integrity of bookings reporting.

• Contribute revenue and GTM cost elements to the consolidated monthly forecast, annual operating plan, and long-range planning process.

• Perform pricing and discount trend analysis on a quarterly basis or as requested.

⛳️ Requirements

• A Bachelor's degree in Finance, Accounting, Economics, or a related quantitative discipline is required.

• 3-5 years of progressive experience in SaaS FP&A, revenue finance, GTM analytics, or RevOps with substantial expertise in financial modeling.

• Strong commercial acumen and the ability to engage credibly with CROs, VPs of Sales, VPs of Customer Success, and RevOps leaders regarding revenue strategy and GTM economics.

• Familiarity with renewal economics and the financial dynamics of customer success, including maintenance uplift, churn forecasting, and retention modeling.

• Experience in managing the GTM software and tools budget, including platforms such as Salesforce, Clari, Gong, and similar technologies.

• Proven track record of handling monthly GTM departmental expense variance analysis across Sales, Marketing, and Customer Success cost centers.

• Expert-level proficiency in Excel and the capability to create multi-driver revenue models from scratch while reconciling complex data sources.

• Practical experience with Salesforce or comparable CRM platforms for pipeline, bookings, and revenue data management.

• Proficiency in PowerBI, Tableau, or Looker, as well as ERP systems like NetSuite or Microsoft Dynamics.

• Competence in financial planning tools such as Workday Adaptive Planning, Anaplan, OneStream, or similar applications.

• Strong written and verbal communication skills; able to translate revenue analytics into concise executive narratives.

• Willingness to work standard Central Time business hours and during close cycles, bookings cutoffs, and forecast review periods as necessary.

• Experience in designing or modeling commission plans and OTE structures.

• Working knowledge of ASC 606 revenue recognition as it pertains to SaaS, term licenses, perpetual, and maintenance revenue.

• Preferred: prior experience in a PE-backed SaaS environment with board-level revenue reporting and sponsor-driven KPI frameworks.

• Preferred: mastery of SaaS revenue metrics, such as ARR bridge construction, NRR and GRR cohort analysis, bookings-to-revenue dynamics, and pipeline coverage analytics.

• Preferred: experience in building or owning a sales capacity model.

• Preferred: experience in modeling the impacts of on-premise to SaaS migration on revenue recognition and ARR.

• Preferred: familiarity with Salesforce, Clari, Gong, and outreach platforms.

🏝️ Benefits

• Flexibility to work remotely.

• Medical, dental, and vision coverage with options for both company-paid and employee-paid plans.

• Paid holidays, sick days, and personal time off.

• Employee Resource Groups (ERGs) that promote connection and inclusivity.

• On-site amenities such as a covered basketball court, soccer field, track, pickleball/tennis courts, and gym.

• A dog-friendly campus with WiFi-enabled courtyards.

• 401(k) plan with a 5% company match.

• Coverage for employee professional development and wellness initiatives.

• Occasional travel to the Sugar Land, Texas (Houston metro) campus and leadership meetings may be required.