Director, Finance GTM

Overview

This role reports to the VP of FP&A and serves as the finance partner to the go-to-market (GTM) organization. Responsibilities include owning subscription revenue and ARR forecasting for the Marketing & Data Solutions business, sales capacity planning and forecasting, deal economics support, and partnering on Marketing ROI analysis and spend/investment allocation. The role ensures GTM targets are data-driven, achievable, aligned to the revenue plan, and supported by forward-looking financial insight to guide sales investment decisions.

Responsibilities

Subscription Revenue & ARR Forecasting (30%)

• Own subscription revenue and ARR forecasting.
• Own Marketing & Data Solutions revenue and ARR reporting, forecasting, and bookings analysis, including new revenue streams and commercial models within Marketing Solutions.
• Build and maintain revenue models that deliver actionable insight into growth, retention, and expansion.
• Partner with Accounting to reconcile bookings, billings, and revenue.

Sales Capacity Planning & Expense Forecasting (30%)

• Partner with the Revenue Operations team on the sales capacity model, linking headcount, ramp, productivity, and quota to the revenue plan.
• Analyze sales productivity and pipeline trends to identify opportunities and mitigate risk.
• Partner with Revenue Operations to set and align targets that are data-driven, achievable, and strategically sound.
• Own the sales and marketing expense budget and headcount plan.
  • Partner with GTM leaders to set targets, track spend against plan, manage approvals for new and backfill roles, and improve efficiency and LTV/CAC metrics tied to the organization’s value creation plan.

Finance Partnership with the GTM Organization (25%)

• Serve as the dedicated finance business partner to the President of Go-to-Market and the broader GTM leadership team.
  • Provide financial guidance on strategic proposals, new go-to-market initiatives, and investment decisions.
  • Proactively surface risks and opportunities, model the financial impact of alternative scenarios, and ensure recommendations are grounded in clear, data-driven analysis aligned to the revenue plan.
• Coordinate with Deal Desk on deal economics, revenue optimization, and non-standard deal structuring.
• Partner with Revenue Operations and Sales on strategic pricing and packaging initiatives, particularly those tied to new and emerging commercial models (e.g., usage and outcome-based).
• Support sales and marketing spend visibility and ROI across the sales and marketing organizations.
• Partner with Employee Success on hiring and recruiting plans.
• Create a standardized process for Finance review and approval across the sales and marketing organizations.

Planning & Operating Rhythm (15%)

• Support creation of the organization’s long-term strategic plan, annual operating plan, and updated quarterly forecasts.
• Build robust financial models aligned with GTM leaders on key spend priorities, including new revenue streams within Marketing and Data Solutions.
• Provide revenue and capacity inputs to the Monthly Business Review (MBR) and Board reporting cycles.
• Drive automation and AI-first ways-of-working to scale Finance capabilities alongside growth, particularly in areas impacting revenue and capacity reporting, planning, and analysis.

Requirements

• 7+ years of progressive experience in FP&A, revenue finance, strategic planning and analysis, consulting, banking, or related fields.
• Strong expertise in revenue modeling, ARR analysis, sales capacity planning, and unit economics.
• Track record of partnering with GTM/Marketing/Revenue Operations in fast-paced, high-growth environments.

Preferred Qualifications

• B2B SaaS or marketplace experience across multiple pricing models (subscription, usage-based, freemium-to-paid).
• Proven use of AI, automation, or advanced analytics to improve efficiency and decision-making.
• Proficiency in ERP and BI tools (Intacct, Looker, or similar) and CRM (Salesforce).
• Exceptional written and verbal communication; ability to distill complex analyses into executive-ready insights.
• Ability to act as “CFO” and “COO” with internal business partners.

Compensation & Benefits

Not specified.

Location

Not specified.