Senior Strategic Finance Analyst, GTM

Overview

This role serves as a trusted advisor and business partner to the Sales, Marketing, Support, and Services organizations, supporting the growth and success of the go-to-market (GTM) function.

The position includes leading strategic FP&A (financial planning and analysis) for GTM teams, driving forecast and planning processes, and partnering with Finance and GTM leadership to improve reporting, forecasting, and investment measurement.

Responsibilities

• Become a subject matter expert across Sales, Marketing, Support/Customer Success, business segments, channels, and products.
• Drive the FP&A process for GTM teams, including:
  • Headcount and operating expense management
  • Monthly, quarterly, and annual forecasts
  • Scenario modeling
  • Regular business reviews
• Partner with Marketing to review program spend and other investment opportunities.
• Collaborate with Finance and GTM leadership on top-line sales forecasting (e.g., Bookings, ARR, Net Dollar Retention, Renewals).
• Track and ensure accurate measurement of Bookings, ARR, Net Dollar Retention, Renewals, and related metrics.
• Develop, own, and maintain:
  • Quota/capacity models
  • Pipeline/waterfall models
  • TAM analysis
  • Ad hoc modeling as needed
• Define, track, and analyze unit economics and other metrics used to evaluate sales and marketing investment effectiveness, ROI/attribution, and efficiency.
• Support compensation plan design and modeling.
• Partner with Accounting, Sales Ops, and Finance to ensure financial processes and reporting scale with GTM and corporate needs.
• Provide analysis and insights for monthly and quarterly business review processes, Board of Directors (BOD) packages, and other critical reporting.
• Use AI as the default way of working, including:
  • AI-generated first drafts for analysis, modeling, and reporting
  • Faster scenario work
  • Narrative synthesis
• Build automation that scales the function (e.g., AI-powered workflows, agents, and reusable tools connected to the systems used) to reduce manual effort and enable faster self-serve visibility.
• Support scaling the finance team by advancing financial infrastructure, models, tools, reporting automation, and an AI-driven planning process.

Qualifications

• 5+ years of FP&A experience, with prior experience supporting GTM teams.
• Understanding of SaaS and consumption business model revenue drivers and metrics.
• Highly collaborative and proactive in building relationships with business and cross-functional partners.
• Ability to prioritize and balance multiple projects.
• Comfortable working in a fast-paced, dynamic environment.
• Strong written and oral communication skills.
• Advanced Excel and analytical skills; SQL is a plus.
• Hands-on proficiency and demonstrated track record of shipping real outcomes and improvements using AI tools (e.g., Claude, LLMs, AI features within finance platforms) in day-to-day financial work, including analysis, modeling, reporting, and research. Demonstrated AI usage is a core expectation.
• Prior experience with Salesforce, Sigma/BI, ERP (NetSuite), and FP&A platforms (Pigment) is a must.
• Understanding of GAAP and accounting principles.

Preferred Qualifications

• None specified.

Compensation & Benefits

Compensation

• Canada: CA$169,278 – CA$241,82 + equity
• United States: $124,250 – $177,500 + equity

Benefits and Perks

• Remote-first by design (work from home; offices in Seattle and Paris for connection and collaboration)
• Flexible schedule, with trust to manage time while delivering results
• Generous PTO
• Designated quarterly Whaleness Days
• Designated end-of-year Whaleness break
• Home office support
• Technology stipend: equivalent to US$100 net per month
• Annual learning & development stipend for conferences, courses, certifications, and continued learning
• Parental leave: 16 weeks of paid parental leave after six months of employment
• Equity for all full-time employees
• Comprehensive benefits (medical, retirement, and paid holidays vary by country)

Location

• Remote-first.
• Offices in Seattle and Paris for connection and collaboration.

Additional Information

• Visa sponsorship: not provided for this role.
• AI in hiring: AI-assisted tools may be used during the recruiting process.
• Interview recordings: Candidates may opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent.

What to Expect

First 30 days

• Learn the business and the numbers; build relationships with Sales, Marketing, and CS finance partners and Sales Ops.
• Get deep into the GTM revenue model and forecast methodology.
• Become fluent in systems (Salesforce, NetSuite, Snowflake, Pigment).
• Shadow month-end close and the monthly business review cadence; begin taking on general finance business partnership duties.
• Use AI tooling immediately and identify the first manual, repetitive workflow worth automating.

First 90 days

• Take complete ownership of planning and analysis for the Go-to-Market functions, including opex and headcount tracking, monthly forecasting, and analysis that feeds business reviews and board packages.
• Deliver the first automation (an AI-powered workflow or reusable model connected to internal systems) to reduce manual effort in forecasting or reporting.
• Bring a point of view to GTM partner questions on spend, pipeline, and capacity, translating data into clear “so what” insights and recommendations.

One Year Outlook

• Drive the entire FP&A process for GTM teams, including headcount and operating expense management, monthly/quarterly/annual forecasts, scenario modeling, and regular business reviews.
• Own an analytics and automation roadmap. Models and workflows created enable how the team and GTM leaders view performance, with measurable reduction in manual effort through AI.