Director, GTM Finance

Overview

The organization is seeking a Director, GTM Finance to own the go-to-market P&L end-to-end as the business scales from $100M+ ARR today to $1B+ ARR in the future.

This role emphasizes strategic finance leadership: building models from a blank page, challenging assumptions, and earning trust with senior executives. Deep GTM fluency is important, and strong business partnership skills with Sales, Marketing, and Customer Success are expected.

An AI-forward approach is required—success in this role depends on using AI to reinvent how finance operates.

Responsibilities

• Own the GTM P&L end-to-end, including revenue, gross margin, and opex across Sales, Marketing, and Customer Success.
• Drive unit economics and the growth funnel model, including CAC, LTV/CAC, payback, magic number, and cohort/retention analysis across self-serve and sales-assisted motions.
• Own ARR roll-forward, bookings, and revenue forecasting, ensuring models are auditable, reconcilable, and independently stress-tested against top-down assumptions.
• Partner with Sales and RevOps on capacity planning, deal economics, and pricing to protect margin and ARR quality while maintaining deal velocity.
• Build and own the monthly/quarterly GTM reporting package for the executive team and Board, including variance analysis that explains root cause.
• Champion AI-enabled finance workflows and build the GTM finance team as the organization scales past $250M+ ARR.

Requirements

• 10+ years in FP&A, strategic finance, or related roles at complex, scaled organizations; demonstrated first-principles modeling experience.
• Deep GTM business-partnering experience with Sales, Marketing, or Customer Success (title not required).
• Comfortable with subscription/SaaS metrics (ARR, NRR, CAC, LTV) or able to get there quickly.
• Concrete, demonstrated track record driving AI adoption in finance workflows.
• Proven people leadership experience, including managing and developing finance professionals.
• Strong Excel skills; Snowflake experience is a plus.
• Experience with planning/GTM systems, including NetSuite, Salesforce, Gong, and Drivetrain.
• Bachelor’s degree in Finance, Accounting, Economics, or related field; MBA is a plus.

Compensation & Benefits

• Starting salary: $200K–$255K USD (or equivalent in local currency), depending on experience and subject to market rate adjustment.
• Equity grant in the form of stock options.
• Benefits include 100% coverage of medical, dental, vision, mental health, and supplemental insurance premiums for you and your family.
• 16 weeks paid parental leave, unlimited PTO.
• Remote work and wellness stipends.
• Professional development budget.

Hiring Process

• Recruiter Screen (30 min)
• Hiring Manager Screen (45 min)
• Two Cross-functional conversations with team members (30 min each)
• Case study + Case Review Panel with team (45 min)

Final candidates will be asked to complete a background check and employment verifications as part of pre-employment screening.

Location

Not specified in the provided job description.