GTM Strategic Finance Manager
Own the financial engine for a scaling go-to-market organization, including consumption revenue forecasting, deal desk governance, pricing and margin oversight, sales compensation, and GTM analytics. Requires 6+ years in strategic finance, FP&A, RevOps, or deal desk, plus strong modeling and GTM economics expertise.
About the job
Responsibilities
- Partner with GTM leadership and the VP of Finance on investment decisions and go-to-market strategy.
- Own deal review and advisory, including approval thresholds, product-level gross-margin floors, and discounting strategy.
- Build and manage the GTM finance model, translating pipeline into bookings and recognized consumption revenue.
- Define ramp and utilization assumptions; lead forecasting and annual planning with GTM stakeholders.
- Design, administer, and improve sales compensation plans, including quota setting and commission calculations.
- Partner with Data, RevOps, and Sales to build GTM analytics and track KPIs such as CAC payback, quota attainment, and sales efficiency.
- Translate data into actionable recommendations for leadership.
Requirements
- 6–10 years of progressive experience in GTM strategic finance, FP&A, RevOps, or deal desk at high-growth B2B technology companies.
- 2+ years of investment banking and/or consulting experience at a top-tier firm.
- Expert financial modeling skills in Excel and Google Sheets, including building models from scratch and communicating business insights to leadership.
- Deep familiarity with GTM metrics and economics.
- Hands-on experience with quota design, compensation plan design, and sales capacity modeling.
- Ability to work in a fast-paced, ambiguous startup environment.
- Ability to influence and align decisions across teams.
- Ownership mentality and a track record of taking initiative.
Nice-to-haves
- Voice AI, CPaaS, telecom, or real-time infrastructure experience.
- Usage-based, consumption, or credit-denominated business model experience.
- Early-stage startup experience.
- Experience using AI tools at work, such as Claude or ChatGPT.
- Familiarity with CRM systems such as Salesforce and Gong, billing platforms such as Stripe and Metronome, commission tooling such as CaptivateIQ, and ERP tools such as QuickBooks and NetSuite.
Compensation and Benefits
- $190,000–$250,000 annual salary.
- Equity package.
- Health, dental, and vision benefits.
- Flexible vacation policy.
Skills
Financial Modeling, Excel, Google Sheets, Gtm Metrics, Quota Design, Compensation Design, Sales Capacity Modeling, Forecasting, Salesforce, Stripe, Metronome, NetSuite, Revops
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