Director, Cloud GTM Finance

What You'll Be Working On

• Revenue forecasting: Own the revenue forecast across all Cloud and Managed AI products. Build the bridge from contracted commits, deployment ramps, and on-demand utilization into an accurate, defensible forward view that the business plans around.
• Pricing and deal desk: Partner with Product, Sales, Infrastructure Finance, and Capacity Planning on pricing across reserved, on-demand, and managed offerings. Support the deal desk for strategic Cloud transactions, evaluating pricing, contract structure (commit shape, term, ramp, take-or-pay), payment terms, and margin against deployed and planned fleet economics.
• Sales compensation: Partner with RevOps and HR to design and operationalize scalable sales incentive plans. Own the financial forecast of sales compensation expenses.
• Partnership and channel economics: Model the economics of partnership, channel, and reseller arrangements, evaluating revenue share, margin impact, and strategic value. Provide the financial point of view on go/no-go and deal structuring.
• Executive and Board narrative: Be the financial voice of GTM performance to the executive team and Board. Own the GTM section of Board materials, investor updates, and lender and equity diligence. Translate complex pipeline and consumption data into a clear, narrative-driven story.
• Team and function building: Hire, coach, and develop a high-performing GTM Finance team. Stand up the systems, cadences, and tooling needed to scale finance partnership as the GTM org grows.
• Cross-functional partnership: Operate as the single financial point of contact for GTM leadership team. Influence go-to-market strategy, segmentation, and territory design with the analytical rigor to support change and the credibility to advocate for it.

What You'll Bring to the Team

• 10+ years of progressive experience in Strategic Finance, FP&A, GTM / Sales Finance, Investment Banking, Private Equity, or Management Consulting, with at least 5 years in GTM or Sales Finance at a high-growth technology company and 3+ years leading and developing teams.
• Operating experience as the embedded finance partner to a senior GTM leader (CRO, CCO, or VP Sales) in an enterprise technology company.
• Deep fluency in committed-consumption revenue mechanics: committed vs. on-demand, contract shape (term, prepayment), bookings vs. revenue, and the levers that move each.
• Demonstrated success owning sales target setting, sales compensation design, and performance reporting in close partnership with Revenue Operations.
• Track record building pricing frameworks for large, complex enterprise contracts.
• Expert-level financial modeling and strong command of FP&A and GTM tools.
• Outstanding written and verbal communication, with a track record of turning numbers into narratives that influence executives and Boards.
• Bachelor's degree in Finance, Economics, Engineering, Mathematics, or a related analytical field.

Bonus Points

• Direct GTM or Sales Finance experience at a hyperscaler (AWS, Google Cloud, Microsoft Azure), Neocloud (CoreWeave, Nebius), or other cloud infrastructure provider (Snowflake, Databricks, MongoDB).
• Experience building a GTM Finance function from scratch, including hiring the first analysts and standing up forecast, target-setting, and comp processes.
• Comfort with capex-intensive infrastructure businesses and the interplay between deployed fleet economics, capacity planning, and GTM strategy.
• MBA or CFA.