Senior Director, GTM Finance

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

📋 Description

• Serve as the primary Finance partner for Sales, Marketing, Customer Success, and various Go-To-Market (GTM) functions.

• Take ownership of GTM planning and forecasting, encompassing bookings, Annual Recurring Revenue (ARR), pipeline, sales capacity, productivity, headcount, operating expenses, retention, and other vital business metrics.

• Recognize risks and opportunities related to GTM performance.

• Collaborate on capacity planning, territory and quota assumptions, ramp-up, productivity, pipeline coverage, conversion rates, and resource distribution.

• Assess the efficiency of demand generation, investment performance, pipeline creation, attribution, and resource allocation.

• Assist in retention, churn management, expansion strategies, renewal economics, and Customer Success capacity planning.

• Direct the financial strategy and governance for sales compensation plans.

• Manage commissions forecasting and administration in conjunction with Accounting and Sales Compensation teams.

• Develop narratives for executives that link financial outcomes with operational drivers.

• Offer financial leadership on new product initiatives, geographic expansion, pricing and packaging strategies, channel investments, productivity programs, and growth initiatives.

• Create and refine driver-based financial models that connect operational assumptions to bookings, ARR, revenue, and profitability.

• Leverage AI, automation, and advanced analytics to enhance forecasting, variance analysis, reporting, scenario planning, and Finance operations.

• Streamline manual workflows and establish scalable planning, reporting, commissions, and business partnership processes.

• Set metrics, operating rhythms, and management reporting structures.

• Lead and nurture the GTM Finance team.

⛳️ Requirements

• A minimum of 12 years of experience in Financial Planning & Analysis (FP&A), strategic finance, or a related field.

• Proven leadership experience in a high-growth Software as a Service (SaaS) or recurring revenue environment.

• In-depth knowledge of SaaS and GTM economics, including ARR, bookings, pipeline management, conversion rates, sales capacity, representative productivity, retention, and customer acquisition.

• Experience in owning or significantly influencing GTM planning, forecasting, and resource allocation.

• Proven track record of partnering directly with senior executives in Sales, Marketing, Customer Success, and Finance.

• Familiarity with sales compensation strategies, plan modeling, quota economics, commissions forecasting, and administration.

• Strong proficiency in managing operating expenses and headcount.

• Exceptional analytical abilities.

• Strong financial modeling skills with experience in creating driver-based forecasts and scenarios.

• Capacity to distill financial and operational data into clear insights, recommendations, and actionable steps.

• Proven ability to enhance processes, systems, controls, and operational discipline.

• Enthusiastic about AI and automation, with hands-on experience using modern tools to enhance Finance productivity, analysis, or decision-making support.

• A proactive ownership mentality with the capability to drive critical initiatives while fostering a team that operates independently at scale.

• Bachelor’s degree in Finance, Accounting, Economics, Engineering, or a related quantitative discipline.

🏝️ Benefits

• Eligibility for bonus or incentive compensation.

• Equity eligibility.

• Comprehensive benefits package.