GTM Strategic Finance Manager

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Posted Sep 5, 2026

Remote · US · ask about Worldwide Full Time

$190K – $250K/yr

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Overview

This role owns the financial engine behind the go-to-market (GTM) organization as the team scales over the next 12–18 months. Responsibilities span consumption revenue forecasting, deal desk, pricing and margin governance, and sales compensation—partnering closely with the CRO and the VP of Finance.

The product is metered across agent hosting, inference, telephony, media transport, and observability, with distinct unit economics for each area.

Responsibilities

Strategic partnership & business insights: Serve as the finance partner to GTM leadership and the VP of Finance, providing guidance on investment decisions and GTM strategy.
Deal desk (run and improve): Own deal review and advisory, approval thresholds, gross margin floors by product, and discounting strategy.
GTM finance model: Translate pipeline to bookings to recognized consumption revenue; define ramp and utilization assumptions; run forecasting and annual planning; partner with GTM stakeholders.
Sales compensation: Design, own, and administer sales compensation planning, quota setting, and commission calculations.
Analytics & reporting insights: Partner with Data, RevOps, and Sales to build GTM analytics; track GTM KPIs (CAC payback, quota attainment, sales efficiency, etc.); convert insights into actionable recommendations for leadership.

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Requirements

6 to 10 years of progressive experience in GTM strategic finance, FP&A, RevOps, or deal desk at high-growth B2B technology companies.
2+ years of investment banking and/or consulting experience at a top-tier firm.
Expert financial modeling skills in Excel and Google Sheets, including the ability to build models from scratch and translate outputs into clear business insights for leadership.
Deep familiarity with GTM metrics and economics.
Hands-on experience with quota design, comp plan design, and sales capacity modeling.
Desire to work in a fast-paced, ambiguous startup environment.
Ability to influence and align decisions across teams.
Ownership mentality and a proven track record of taking initiative.

Preferred Qualifications

Voice AI, CPaaS, telecom, or real-time infrastructure background.
Experience with usage-based, consumption, or credit-denominated business models.
Early-stage startup experience.
Experience using AI tools at work (Claude, ChatGPT, etc.).
Fluency with CRM systems (Salesforce, Gong, etc.), modern billing stack (Stripe, Metronome), and commission tooling (CaptivateIQ).
Familiarity with ERP tools (QuickBooks, NetSuite).