Director, FP&A (GTM)

Overview

This role serves as the strategic finance partner to the organization’s go-to-market (GTM) team, providing financial leadership across Sales, Marketing, Customer Success, Revenue Operations, and other commercial functions.

The Director, FP&A GTM will lead financial planning, forecasting, and performance analysis for the GTM organization—translating business activity into clear financial insights and recommendations for executive leadership. The role partners with GTM leaders to evaluate growth investments, improve productivity, assess headcount and capacity needs, and align resources to revenue and profitability goals.

Responsibilities

• Act as the primary FP&A business partner to senior GTM leaders across Sales, Marketing, Customer Success, Revenue Operations, and related commercial functions.
• Lead annual planning, forecasting, and long-range financial planning for the GTM organization, including revenue, operating expenses, headcount, commissions, and other commercial investments.
• Develop and maintain financial models supporting revenue growth, sales capacity planning, quota/productivity assumptions, hiring plans, and investment decisions.
• Partner with Sales and Revenue Operations on bookings, pipeline, attainment, sales productivity, ramp assumptions, territory capacity, and headcount planning.
• Partner with Marketing leadership to evaluate demand generation investments, customer acquisition costs, pipeline contribution, ROI, and resource allocation.
• Support Customer Success and Account Management leaders with financial analysis related to retention, expansion, churn, renewals, and customer growth.
• Provide clear, actionable analysis of actual performance versus forecast—identifying key drivers, risks, opportunities, and recommended actions.
• Evaluate GTM investments and business cases, including new roles, programs, compensation structures, market expansion, and strategic initiatives.
• Create executive-level reporting and financial insights for the CFO, CRO, COO, and other senior leaders.
• Partner cross-functionally with Accounting, People, RevOps, and business leaders to improve forecasting accuracy and ensure alignment across financial and operating plans.
• Drive improvements in GTM reporting, forecasting processes, financial models, and planning tools to increase efficiency, visibility, and decision quality.
• Establish scalable KPIs and operating metrics that connect GTM activity to revenue growth, profitability, and overall company performance.
• Provide financial leadership for strategic initiatives, organizational changes, and business transformation efforts within the GTM organization.
• Build strong relationships with business leaders and serve as a trusted advisor who challenges assumptions, identifies tradeoffs, and influences decision-making.

Requirements

• Bachelor’s degree in Finance, Accounting, Economics, Business, or a related field; MBA or advanced degree preferred.
• 10+ years of progressive finance experience, including significant experience in FP&A, commercial finance, or strategic finance roles.
• 5+ years of experience partnering directly with senior Sales, Marketing, Revenue Operations, Customer Success, or other GTM leaders.
• Strong experience in SaaS, recurring revenue, or technology-driven business models strongly preferred.
• Demonstrated expertise in revenue forecasting, financial modeling, headcount planning, sales capacity planning, and operating expense management.
• Strong understanding of key SaaS and GTM metrics, including ARR, bookings, pipeline, churn, retention, expansion, CAC, sales productivity, and quota attainment.
• Advanced Excel and financial modeling skills, with experience working with financial planning, BI, and reporting platforms.
• Proven ability to synthesize complex financial and operational data into clear recommendations for senior executives.
• Strong executive presence and communication skills, including the ability to influence leaders, challenge assumptions, and drive alignment across functions.
• Experience operating in a high-growth, evolving, or transformation-oriented environment.

Preferred Qualifications

• SaaS and GTM experience that includes partnering across Sales, Marketing, Revenue Operations, Customer Success, and/or similar GTM functions.

Compensation & Benefits

• Medical, Dental & Vision Benefits
• 401(k) Savings Plan with Company Match
• Flexible Planned Paid Time Off
• Generous Sick Leave
• Employer-Paid Parental Leave
• Employer-Paid Short-Term Disability
• Inclusive & Welcoming Environment
• Work-Life Balance
• Commitment to Community Involvement
• Remote Work Flexibility

Location

Remote work flexibility is available.

All persons hired will be required to verify identity, minimum age of 18, eligibility to work in the United States (without sponsorship), and to complete the required employment eligibility verification form upon hire.