Senior FP&A Manager, GTM

Overview

This role is for a Senior Sales Finance Manager who will serve as the primary finance business partner for the go-to-market organization. You will own the analytical backbone for planning, forecasting, and measuring the sales engine, including ARR and revenue forecasting, expense management, variance analysis, and headcount planning.

Responsibilities

• Act as a strategic partner to sales leadership by providing expert guidance, actionable insights, and recommendations on financial strategy, investments, and resource allocation.
• Own the go-to-market (GTM) operating model:
  • Build and maintain pipeline, retention, and ARR forecasts.
  • Drive weekly forecast cadence with sales leadership and reconcile bottoms-up views against top-down targets.
  • Pressure test gross and net retention assumptions through cohort analysis and renewal pipeline health.
  • Translate ARR forecasts into revenue forecasts using a revenue waterfall.
• Lead annual planning and quarterly forecasting cycles, including S&M expense-to-revenue targets, productivity assumptions, and scenario modeling.
• Own expense management for the sales organization by delivering variance analysis that highlights risks and opportunities.
• Support sales compensation by partnering with Sales Operations, Revenue Operations, and Accounting to manage headcount, capacity planning, and commission design aligned to go-to-market strategy.
• Elevate tooling by building durable, self-serve reporting (dashboards, models, and AI-assisted workflows) to reduce manual cycles.
• Communicate executive-level insights by preparing analyses and materials for CRO, CFO, CEO, and the Board and translating complex data into clear decisions.

Requirements

• 6–10+ years of progressive finance experience, including at least 3 years in FP&A or sales/GTM finance at a SaaS or subscription software company; public-company experience strongly preferred.
• Strong financial modeling skills.
• Strong SQL skills; comfortable pulling and validating your own data.
• Deep fluency in SaaS metrics.
• Experience with pricing/packaging transitions, consumption models, or usage-based revenue (strong plus).
• Solid grounding in core accounting concepts and revenue waterfall mechanics.
• Demonstrated experience partnering cross-functionally.
• Strong executive presence; comfortable challenging assumptions while maintaining trusted relationships.
• Meticulous attention to detail.
• Ability to lead projects and provide clear guidance to others.
• Ability to manage and prioritize multiple tasks in a fast-paced, dynamic environment.
• Ability to work independently and collaborate as part of a team.
• AI fluency using Claude to improve how Finance works (not just what Finance produces).
• Familiarity with an EPM tool such as Anaplan or Pigment.
• Experience using Salesforce to understand opportunities, accounts, and customers.
• Familiarity with Zuora and Zuora Revenue (plus).
• BA/BS in Finance, Economics, or related field; MBA/CFA (plus).

Preferred Qualifications

• Public-company experience.
• Experience with pricing/packaging transitions, consumption models, or usage-based revenue.
• Familiarity with Zuora and Zuora Revenue.
• MBA or CFA.

Compensation & Benefits

• Base salary range: 131,000 - 220,000 USD.
• This role may also be eligible for bonus, commission, and/or benefits.
• Additional benefits may include:
  • Competitive salary
  • Comprehensive benefits package
  • Flexible work arrangements
  • Company equity*
  • ESPP (Employee Stock Purchase Program)*
  • Retirement or pension plan*
  • Generous paid vacation time
  • Paid holidays and sick leave
  • Dutonian Wellness Days & HibernationDuty (companywide paid days off in addition to PTO)
  • Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and local laws are followed)*
  • Paid volunteer time off: 20 hours per year
  • Company-wide hack weeks
  • Mental wellness programs
  • Eligibility may vary by role, region, and tenure

Location

PagerDuty operates a hybrid work model with offices in 8 major cities: Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto.

Candidates must reside in an eligible location; employment is not available for candidates residing in:

• Australia: Northern Territory, Queensland, South Australia, Tasmania, Western Australia
• Canada: Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon
• United States: Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, Wyoming

Equal Opportunity Employer

An equal opportunity employer. The organization does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, or disability status.

Additional Information

The employer is committed to providing reasonable accommodations for qualified individuals with disabilities in the job application process.

The employer uses the E-Verify employment verification program.