Principal Financial Analyst, GTM Expense Management

Overview

This role serves as a lead finance business partner for GTM (go-to-market) operating expense planning, forecasting, reporting, and performance management across Sales, Rev Ops, Marketing, Customer Support/Services, and Professional Services. Responsibilities include owning the annual budget and quarterly forecast processes, partnering with department leaders to manage spend throughout the year, and providing actionable insights to leadership.

Responsibilities

• Act as the lead finance business partner for OpEx planning and management across Sales, Rev Ops, Marketing, Customer Support/Services, and Professional Services
• Own the annual budget and quarterly forecast process for GTM operating expenses, including headcount, T&E, programs, tools/software, and third-party spend
• Partner directly with department leaders and their teams to build, monitor, and course-correct budgets throughout the year
• Analyze spend trends by function and cost center, identify variances against plan, and provide clear, actionable commentary to leadership
• Build and manage reporting packages and dashboards that provide GTM leaders real-time visibility into spend against budget
• Drive cost efficiency initiatives, including vendor/tool spend reviews, cost-per-function benchmarking, and identification of savings opportunities
• Lead monthly and quarterly business reviews with GTM leadership, presenting expense performance, risks, and recommendations
• Partner with Accounting on accruals, reclasses, and month-end close activities related to GTM expenses
• Support ad hoc modeling and scenario planning (e.g., reorgs, new program investments, cost reduction scenarios) for GTM leadership and senior Finance stakeholders

Requirements

• Advanced Excel and financial modeling skills; strong experience with BI tools (Tableau, Power BI, or similar)
• Experience with financial planning systems (OneStream, Adaptive Insights, Anaplan, Workday Adaptive Planning, or similar) and ERP systems (NetSuite, Oracle, SAP)
• Demonstrated ability to operate independently and act as a trusted advisor to senior, non-finance stakeholders
• Excellent communication and presentation skills, including experience presenting to VP/SVP-level leadership
• Strong analytical rigor combined with sound business judgment and comfort navigating ambiguity
• Track record of driving process improvement and standardization across finance functions

Education & Experience

• Bachelor’s degree in Finance, Accounting, Economics, or related field; MBA a plus
• 6–9 years of experience in FP&A, financial analysis, or expense/cost management, ideally supporting Sales, Marketing, or Customer Success/Support organizations in a B2B SaaS or technology environment

Compensation & Benefits

• Annual discretionary bonus eligibility for eligible full-time, non-Sales US employees, funded based on prior year company performance
• Sales team members are eligible to participate in company commission plans
• Eligible US employees receive comprehensive benefit programs including flexible paid-time-off, health, disability, and life insurance, and a 401(k) retirement plan with company matching contributions
• The pay range for this role is 135,000 - 200,000 USD per year

Location

• Burlington, MA

Equal Opportunity

The employer is committed to equal employment opportunity for all employees and applicants for employment and providing a work environment free of discrimination and harassment. Employment decisions are based on business needs, job requirements, and individual qualifications, without regard to protected characteristics.