Strategic Finance Manager, GTM

Overview

This role is responsible for the go-to-market (GTM) economics and forecasting that connect sales capacity, pipeline, and quota to ARR growth and retention targets.

You will build and run models that help GTM leadership understand whether capacity and spend support business targets. Working with the Head of Strategic Finance and in close partnership with RevOps, you will own capacity and productivity modeling, pipeline-to-ARR forecasting, segment-level economics, and the sales-efficiency analysis used for board reporting.

Responsibilities

• Own the sales capacity and productivity model, including:
  • Rep ramp
  • Quota coverage
  • Attainment assumptions
  • Whether the hiring plan supports ARR growth targets
• Build pipeline-to-ARR forecasting, including:
  • Pipeline coverage
  • Conversion and win rates
  • Sales cycle
  • Translate results into defensible bookings and ARR forecasts across segments
• Own GTM unit economics (and keep them rigorous, consistent, and decision-ready), including:
  • CAC
  • CAC payback
  • Magic number
  • LTV to CAC
  • Sales and marketing efficiency
• Partner with the CRO, sales leaders, and Marketing to pressure-test the ROI of GTM investments
• Partner on pricing and packaging economics
• Prepare GTM analysis and supporting materials for board and investor reporting in close partnership with the Head of Strategic Finance and CFO
• Lead ad hoc GTM scenario analysis to support faster, better-informed decisions (e.g., new segments, new motions, or pricing changes)

Requirements

• 4 to 7 years of experience in strategic finance, FP&A, GTM or sales finance, investment banking, private equity, or management consulting, including time at a high-growth software company
• Modeling skills bridging finance and operations, including:
  • Capacity and productivity models
  • Pipeline and bookings models
  • Cohort and segment analysis
  • Scenario work
• Deep command of GTM and SaaS unit economics, including:
  • CAC, CAC payback, magic number
  • LTV to CAC
  • Net and gross retention
  • Sales efficiency
  • Pipeline coverage
• Fluency working with data and comfort working within a modern BI stack (for example Snowflake, dbt, and Looker or Omni), plus comfort with CRM data such as Salesforce
• Expert proficiency in Excel or Google Sheets, with a high bar for accuracy and attention to detail
• Clear, concise communication skills, including translating complex analysis into a narrative that GTM leaders and the board can act on, and the ability to partner with and influence a CRO and senior sales leaders
• High ownership and low ego; comfortable driving workstreams independently in a fast-moving, ambiguous environment
• First-principles mindset and strong business judgment, with genuine curiosity about how the go-to-market engine works

Preferred Qualifications

• Experience scaling a GTM or sales finance function at a high-growth software company through rapid revenue growth
• Hands-on experience with quota, capacity, and territory planning, and with comp or commission plan design
• Familiarity with consumption or usage-based pricing and its effects on ARR, retention, and gross margin
• Experience partnering directly with a RevOps team and comfort working across the seam between finance ownership and revenue operations

Compensation & Benefits

• Base salary only range: $175,000−$210,000 USD per year (location independent in accordance with remote-first policy)
• Meaningful equity compensation in the form of ISO options
• Early exercise and a 10 year post-termination exercise window

Location

Remote-first; this position’s compensation range is location independent.