Overview
This role involves serving as the Senior Manager, GTM Finance, acting as the dedicated finance partner for the go-to-market (GTM) organization during a period of scaling. It is a strategic position responsible for building financial models, forecasting processes, metrics, and reporting that guide growth investments. The role collaborates closely with leadership in Revenue, Marketing, Revenue Operations, and Data Science to translate data into actionable decisions. This is the first GTM-focused finance hire, with opportunities to contribute to broader company planning and foundational finance functions. Hiring may be at the Senior Manager or Manager level.
Responsibilities
Partner with GTM Leaders to Drive Growth
- Serve as a trusted finance partner to Sales and Marketing leadership, supporting daily decision-making and long-term strategy.
- Lead annual and quarterly planning for Sales and Marketing, including revenue, metrics, headcount, expense budgets, and investment prioritization.
- Develop and maintain sales capacity and productivity models to inform hiring pace, ramp expectations, and performance targets.
- Collaborate with Marketing to evaluate channel and program investments, ensuring alignment of spend with pipeline and revenue outcomes.
- Support pricing, deal evaluation, and other analyses that inform GTM strategy and investment decisions.
Own and Elevate GTM Forecasting & Reporting
- Enhance forecasting rigor and improve understanding of GTM performance.
- Maintain and improve ARR and revenue forecasting models, incorporating sales capacity, productivity, and other key revenue growth drivers.
- Create clear reporting on pipeline health, conversion rates, sales productivity, and other key SaaS metrics.
- Work closely with RevOps, BizOps, and Data Science teams to ensure GTM metrics and reporting support accurate forecasting and decision-making.
- Analyze GTM performance trends to identify key drivers and provide actionable insights for Sales, Marketing, and company leadership.
Help Build a Scalable FP&A Foundation
- Support company-wide budgeting, monthly reporting, and variance analysis.
- Contribute to board materials and company planning processes.
- Improve financial models, reporting frameworks, and planning tools as the business scales.
- Define how FP&A partners cross-functionally across the organization.
Requirements
- 6+ years of progressive experience in FP&A, Strategic Finance, and/or GTM finance.
- Direct experience supporting Sales and Marketing organizations in B2B SaaS and/or usage-based business models.
- Strong financial modeling skills using Excel and Google Sheets.
- Deep understanding of SaaS and sales metrics such as ARR, pipeline, CAC, LTV, conversion, and productivity.
- Experience building headcount and capacity models for growing teams.
- Strong analytical skills; SQL or experience working with large datasets is a plus.
- Excellent communication skills with the ability to influence cross-functional stakeholders.
- Comfortable operating in a fast-paced, evolving environment and building structure where none exists.
- Experience in high-growth startups, product-led growth (PLG) businesses, and/or scaling sales organizations is highly desirable.
Compensation & Benefits
- Eligibility for equity with early-exercise options and extended exercise windows.
- Four weeks of paid vacation.
- Fourteen weeks of fully paid parental leave for all parents to bond with a newly born, adopted, or fostered child, with support for a flexible return plan.
- Long-term disability, life insurance, and 401(k) plans.
- 100% employer-paid medical coverage and 99% employer-paid dental and vision coverage for employees and dependents; FSAs and HSAs available.
- Monthly lifestyle stipend for wellness, mental health, therapy, hobbies, etc.
- Monthly cell phone and internet subsidy.
- Commuter benefits for employees in the Bay Area and home office stipends for remote employees.
- Continuous learning benefits and related support.
Location & Eligibility
- This position is generally not eligible for new visa sponsorship. Existing visa transfers may be sponsored at the employer's discretion.
Equal Opportunity & Accommodations
The organization is an equal-opportunity employer committed to diversity and inclusion. Employment decisions are made without regard to race, religion, color, sex, age, national origin, ancestry, sexual orientation, physical or mental disability, medical condition, gender identity or expression, pregnancy, marital status, height, or weight.
Reasonable accommodations are provided to individuals with disabilities to participate in the application and interview process, perform essential job functions, and receive other employment benefits. Applicants requiring accommodation are encouraged to request it.
Candidates from underrepresented groups in technology are strongly encouraged to apply. All applicants are welcome regardless of whether they meet every listed requirement.