Strategic Finance Manager, GTM

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

📋 Description

• Take charge of the sales capacity and productivity model, which includes representative ramp-up, quota coverage, attainment assumptions, and evaluating whether the hiring strategy aligns with ARR growth objectives.

• Develop forecasting for pipeline-to-ARR, encompassing pipeline coverage, conversion rates, win rates, and the sales cycle, and convert this information into a reliable bookings and ARR forecast segmented across various areas.

• Manage GTM unit economics (including CAC, CAC payback, magic number, LTV to CAC, and sales and marketing efficiency) ensuring they remain rigorous, consistent, and ready for decision-making.

• Collaborate with the CRO, sales leaders, and Marketing to critically assess the ROI of GTM investments.

• Engage in pricing and packaging economics discussions.

• Prepare the GTM analysis and supporting documents for board and investor communications, working closely with the Head of Strategic Finance and CFO.

• Direct ad hoc GTM scenario analyses (such as new segments, new motions, or pricing adjustments) that facilitate quicker and more informed decision-making across the organization.

⛳️ Requirements

• 4 to 7 years of experience in strategic finance, FP&A, GTM or sales finance, investment banking, private equity, or management consulting, including experience in a high-growth software environment.

• Proficient modeling skills that connect finance and operations, covering capacity and productivity models, pipeline and bookings models, cohort and segment analysis, as well as scenario analysis.

• Extensive knowledge of GTM and SaaS unit economics, including metrics such as CAC, CAC payback, magic number, LTV to CAC, net and gross retention, sales efficiency, and pipeline coverage.

• Comfortable working directly with data, including navigating modern BI tools (like Snowflake, dbt, and Looker or Omni), and familiarity with CRM data such as Salesforce.

• Advanced proficiency in Excel or Google Sheets, maintaining a high standard for accuracy and attention to detail.

• Strong communication skills, capable of translating complex analyses into actionable narratives for GTM leaders and the board, while effectively collaborating with and influencing the CRO and senior sales leaders.

• High sense of ownership with a humble attitude, able to independently manage workstreams in a dynamic and uncertain environment.

• A foundational mindset combined with solid business judgment, exhibiting genuine curiosity regarding the workings of the go-to-market engine.

🏝️ Benefits

• Meaningful equity compensation in the form of ISO options.

• Early exercise opportunity and a 10-year post-termination exercise window.