Senior Director, GTM Finance

Overview

The organization is seeking a Senior Director of GTM Finance to lead financial strategy and operating cadence across the go-to-market organization.

This leader partners with Sales, Marketing, Customer Success, and GTM Operations to translate growth objectives into actionable plans covering bookings, pipeline, capacity, productivity, retention, investment, and profitability. The role is highly visible and requires strong financial judgment as well as deep SaaS and GTM operating experience.

A core responsibility is modernizing how GTM Finance operates by using AI, automation, and advanced analytics to improve forecast accuracy, accelerate decision-making, strengthen controls, and reduce manual work.

Responsibilities

• Lead Finance partnership for Sales, Marketing, Customer Success, and other GTM functions, providing a clear financial point of view on performance, investments, tradeoffs, and growth opportunities.
• Own GTM planning and forecasting across bookings, ARR, pipeline, sales capacity, productivity, headcount, operating expenses, retention, and other key business drivers.
• Develop deep understanding of GTM performance and proactively identify risks and opportunities before they appear in reported results.
• Partner with Sales and GTM Operations on capacity planning, territory and quota assumptions, ramp, productivity, pipeline coverage, conversion, and resource allocation.
• Partner with Marketing leadership to evaluate demand generation performance, investment efficiency, pipeline creation, attribution, and resource allocation across programs and channels.
• Support Customer Success and Renewals leadership with retention, churn, expansion, renewal economics, and capacity planning.
• Lead financial strategy and governance for sales compensation plans, including plan design, modeling, quota economics, incentive alignment, and cost forecasting.
• Oversee commissions forecasting and administration in partnership with Accounting and Sales Compensation, emphasizing accuracy, controls, scalability, and clear ownership.
• Build executive-ready narratives connecting financial results with operational drivers, explaining what happened, why it happened, and what actions should follow.
• Provide financial leadership on major GTM initiatives, including new products, geographic expansion, pricing and packaging changes, channel investments, productivity programs, and other growth initiatives.
• Build and continuously improve driver-based financial models linking pipeline, capacity, productivity, conversion, retention, and investment assumptions to bookings, ARR, revenue, and profitability.
• Use AI, automation, and advanced analytics to improve forecasting, variance analysis, management reporting, scenario planning, and recurring Finance processes.
• Identify opportunities to eliminate manual workflows and build scalable processes across planning, reporting, commissions, and business partnership activities.
• Establish clear metrics, operating cadences, and management reporting to enable faster, better decisions for GTM and Finance leaders.
• Lead, develop, and raise the bar for the GTM Finance team, creating clear accountability while strengthening relationships across Finance and the business.

Requirements

• 12+ years of experience in FP&A, strategic finance, or a related discipline, including leadership experience in a high-growth SaaS or recurring revenue business.
• Deep understanding of SaaS and GTM economics, including ARR, bookings, pipeline, conversion, sales capacity, rep productivity, retention, and customer acquisition.
• Demonstrated experience owning or materially influencing GTM planning, forecasting, and resource allocation.
• Strong experience partnering directly with senior Sales, Marketing, Customer Success, and Finance executives.
• Meaningful experience with sales compensation strategy, plan modeling, quota economics, commissions forecasting, or commissions administration.
• Strong command of operating expense and headcount management, with the ability to connect investments to business outcomes.
• Exceptional analytical skills, able to move between detailed operating analysis and executive-level strategic discussions.
• Strong financial modeling skills, including building driver-based forecasts and scenarios in complex, rapidly changing environments.
• Ability to translate large amounts of financial and operational data into concise insights, recommendations, and actions.
• Demonstrated ability to improve processes, systems, controls, and operating discipline rather than only managing existing workflows.
• Strong interest in AI and automation, with practical experience using modern tools to improve Finance productivity, analysis, or decision support.
• High ownership mindset, comfortable driving important work personally while building a team that can operate independently at scale.
• Bachelor’s degree in Finance, Accounting, Economics, Engineering, or a related quantitative field. MBA, CPA, or equivalent advanced experience is a plus.

Preferred Qualifications

• Experience in cybersecurity, enterprise software, or another complex B2B SaaS environment.
• Experience with modern planning, BI, CRM, commissions, and data platforms.
• Experience applying machine learning, data science, or AI techniques to forecasting, pipeline analytics, or financial planning.
• Experience supporting new product launches, multi product expansion, international expansion, channel strategy, or multi-product GTM models.

Compensation & Benefits

• Base salary range: $229,500—$330,000 USD
• In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.
• Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.

Additional Information

• The organization uses AI-assisted tools to help the recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore; they do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person.
• If an applicant is successful and receives a conditional offer, pre-employment checks must be successfully completed to progress to a final offer.

Equal Opportunity

The organization is an equal opportunity employer and provides consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, or other characteristics protected by law.