GTM Strategic Finance Lead

Responsibilities

• Own the unit economics: CAC, payback, magic number, net revenue retention, contribution margin by segment and motion.
• Plan sales capacity: partner with GTM team to determine number of reps, locations, ramp speed, and quota.
• Own the GTM financial model, including bookings, ARR, sales capacity planning, and quota design.
• Lead GTM planning and budgeting processes for Sales, Marketing, and Partnerships to support top-line targets.
• Serve as financial lead for deal structuring, pricing decisions, and non-standard commercial terms.
• Identify trends, risks, and opportunities across the revenue funnel; translate into recommendations for GTM leadership and executive team.
• Establish and maintain monthly/quarterly GTM reporting package for executive team and Board (pipeline, bookings, retention metrics).
• Drive ongoing improvement of GTM financial processes, tooling, CRM integrity, forecasting accuracy, and automation.

Requirements

• 8+ years experience, including 3+ years Sales Finance experience at a high-growth and scaled enterprise software company.
• First-principles thinker who builds from a blank page and questions every input.
• Strong partner to senior GTM leaders with exceptional cross-functional communication, influence, and operational skills.
• Bias for speed, ownership of outcomes, turning analysis into decisions, and explaining in plain language.
• Deep understanding of SaaS and usage-based business models (ARR, NRR, CAC, LTV, sales productivity metrics).
• Exceptional analytical skills.
• Builder mindset; process and systems-oriented.
• Comfortable in SQL or BI tools to pull own data.
• Bachelor's degree in a quantitative field preferred.