Senior Director, GTM Finance

Accountabilities: The Senior Director, GTM Finance will oversee financial planning and analysis for the go-to-market organization, connecting business performance with strategic priorities and long-term growth. Key responsibilities include:

Lead financial partnership across Sales, Marketing, Customer Success, and other GTM functions, advising leaders on performance, investments, trade-offs, and growth opportunities.

Own planning and forecasting for bookings, annual recurring revenue (ARR), pipeline, sales capacity, productivity, headcount, operating expenses, retention, and other key performance drivers.

Identify emerging financial risks and growth opportunities through detailed analysis of operational and financial performance.

Partner with Sales and GTM Operations on territory planning, quotas, sales ramp, productivity, pipeline coverage, conversion rates, and resource allocation.

Work with Marketing leadership to assess demand generation, pipeline creation, campaign attribution, investment efficiency, and channel performance.

Support Customer Success and Renewals teams with retention, churn, expansion, renewal economics, and capacity planning.

Lead sales compensation strategy and governance, including plan design, quota economics, incentive alignment, financial modeling, and cost forecasting.

Oversee commission forecasting and administration in partnership with Accounting and Sales Compensation, maintaining accuracy, effective controls, and scalable processes.

Prepare executive-level financial narratives that explain results, underlying operational drivers, and recommended actions.

Provide financial leadership for major business initiatives, including product launches, geographic expansion, pricing and packaging changes, channel investments, and productivity programs.

Develop and refine driver-based financial models linking pipeline, capacity, productivity, conversion, retention, and investment assumptions to bookings, ARR, revenue, and profitability.

Leverage AI, automation, and advanced analytics to enhance forecasting, variance analysis, scenario planning, management reporting, and recurring finance workflows.

Identify and eliminate manual processes while improving systems, reporting, controls, and operating discipline.

Establish clear performance metrics, reporting standards, and operating cadences that support faster, better-informed decisions.

Lead, mentor, and develop the GTM Finance team, fostering accountability, collaboration, and the ability to operate effectively at scale.

Requirements:

The ideal candidate combines extensive financial leadership experience with deep knowledge of SaaS economics, strong analytical capabilities, and the ability to influence senior stakeholders. They should be comfortable balancing strategic decision-making with hands-on execution. Required qualifications and skills include:

12+ years of experience in FP&A, strategic finance, or a related discipline, including leadership experience in a high-growth SaaS or recurring-revenue business.

Deep understanding of SaaS and go-to-market economics, including ARR, bookings, pipeline, conversion, sales capacity, representative productivity, retention, and customer acquisition.

Proven experience leading or significantly influencing GTM planning, forecasting, and resource allocation.

Extensive experience partnering directly with senior leaders in Sales, Marketing, Customer Success, and Finance.

Substantial experience with sales compensation strategy, incentive plan modeling, quota economics, commission forecasting, or commission administration.

Strong expertise in operating expense and headcount management, with the ability to connect financial investments to measurable business outcomes.

Exceptional analytical and problem-solving skills, with the ability to move between detailed operational analysis and executive-level strategic discussions.

Advanced financial modeling capabilities, including driver-based forecasting and scenario planning in complex, rapidly evolving environments.

Ability to translate large volumes of financial and operational data into clear insights, practical recommendations, and actionable plans.

Demonstrated success improving processes, systems, controls, and operational discipline rather than simply maintaining existing workflows.

Strong interest in AI and automation, supported by practical experience using modern tools to improve finance productivity, analysis, or decision support.

A high-ownership mindset, with the ability to personally drive critical initiatives while building and empowering a team that can operate independently.

Bachelor's degree in Finance, Accounting, Economics, Engineering, or a related quantitative field. An MBA, CPA, or equivalent advanced experience is an advantage.

Preferred qualifications:

Experience in cybersecurity, enterprise software, or another complex B2B SaaS environment.

Familiarity with modern financial planning, business intelligence, CRM, commission management, and data platforms.

Experience applying machine learning, data science, or AI techniques to forecasting, pipeline analytics, or financial planning.

Experience supporting new product launches, multi-product expansion, international growth, channel strategy, or complex go-to-market models.

Benefits:

Base salary: $229,500–$330,000 USD, depending on skills, experience, qualifications, and geographic location.

Additional compensation: Eligibility for bonus or incentive compensation and equity.

Comprehensive benefits package: Available as part of the overall compensation offering; specific benefits are not detailed in the source description.

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