Senior Strategic Finance Manager, GTM
Senior strategic finance leader supporting Sales, Marketing, and Customer Success through forecasting, SaaS metrics, GTM reporting, productivity analysis, and investment recommendations. Requires 6+ years of FP&A or strategic finance experience, advanced modeling skills, Salesforce and planning-system expertise, and a bachelor’s degree.
About the job
Responsibilities
Finance Partnership and Forecasting
- Serve as the primary finance partner to Sales, Marketing, and Customer Success leaders on budgets, headcount plans, forecasts, and resource allocation.
- Partner with RevOps, Marketing Ops, and Accounting to align definitions and data sources.
- Model the cost, coverage, and expected impact of incentive plan structures.
- Build and maintain driver-based forecasts for revenue, pipeline conversion, staffing, and marketing spend.
- Run scenario analyses on hiring pace, pipeline coverage, and customer acquisition cost (CAC).
- Maintain GTM headcount and compensation forecasts, including hiring timing, ramp, attrition, and commissions.
- Contribute to annual budgets and long-term strategic plans, including segment-level growth targets and GTM investment cases.
Reporting and Analytics
- Own recurring GTM reporting and contribute to executive reporting on bookings, annual recurring revenue (ARR), marketing efficiency, and forecast risks.
- Establish a single source of truth for pipeline coverage, capacity, and productivity with GTM Operations.
- Own the GTM month-end close, compare actuals to plan, explain variances, and recommend next steps.
- Define and maintain methodologies for SaaS metrics including CAC, lifetime value (LTV), LTV/CAC, ARR, net revenue retention (NRR), and gross retention.
- Analyze sales capacity and productivity, including quota coverage, ramp, attainment, and win rates by segment.
- Evaluate marketing spend by channel and segment, including CAC payback and pipeline sourced per dollar spent.
- Analyze churn, contraction, and expansion by segment and cohort, and quantify revenue implications of retention initiatives.
- Support pricing, discounting, and non-standard deal analysis, including margin and payback implications.
- Reconcile source data and automate recurring reporting to improve accuracy, consistency, and reliability.
Requirements
- 6+ years of experience in corporate FP&A or strategic finance, ideally supporting a GTM organization.
- Bachelor’s degree in Finance, Accounting, Economics, or a related field.
- Deep understanding of SaaS business models and subscription, sales productivity, and marketing efficiency metrics.
- Advanced Excel and financial modeling skills.
- Hands-on experience with Salesforce reporting and a corporate planning system such as Anaplan, Pigment, or Adaptive.
- Ability to turn ambiguous business questions into defensible, decision-ready recommendations with minimal direction.
- Ability to build shared definitions and jointly owned reporting with operations functions.
- Strong communication skills and ability to influence non-financial leaders and executives.
- Curiosity about AI tools and some hands-on experience using them for modeling, analysis, or reporting.
Nice to Have
- Master of Business Administration (MBA).
- Experience implementing a corporate planning system from the ground up.
- Experience with NetSuite and Ramp.
- Hands-on experience with Claude, Gemini, or ChatGPT for modeling, analysis automation, or reporting.
Compensation
- Base salary: $150,000–$190,000 per year.
- Bonus, equity, and benefits.
Skills
Financial Planning, Financial Modeling, Excel, Salesforce, Anaplan, Pigment, Adaptive, NetSuite, Ramp, Revenue Forecasting, SaaS Metrics, Scenario Analysis, ChatGPT, Claude, Gemini
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