Strategic Finance Manager, GTM

What You'll Do

• Own the sales capacity and productivity model: rep ramp, quota coverage, attainment assumptions, and whether the hiring plan supports the ARR growth targets.
• Build pipeline-to-ARR forecasting, including pipeline coverage, conversion and win rates, and sales cycle, and translate all of it into a defensible bookings and ARR forecast across segments.
• Own GTM unit economics (CAC, CAC payback, magic number, LTV to CAC, and sales and marketing efficiency) and keep them rigorous, consistent, and decision-ready.
• Partner with the CRO, sales leaders, and Marketing to pressure-test the ROI of GTM investments.
• Partner on pricing and packaging economics.
• Prepare the GTM analysis and supporting materials behind board and investor reporting, in close partnership with the Head of Strategic Finance and CFO.
• Lead ad hoc GTM scenario analysis (new segments, new motions, or pricing changes) that helps leaders across the company make faster, better-informed decisions.

What We're Looking For

• 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 that bridge finance and operations, including capacity and productivity models, pipeline and bookings models, cohort and segment analysis, and scenario work.
• Deep command of GTM and SaaS unit economics, such as CAC, CAC payback, magic number, LTV to CAC, net and gross retention, sales efficiency, and pipeline coverage.
• Fluency working directly with data, including navigating 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, with the ability to translate complex analysis into a narrative that GTM leaders and the board can act on, and the presence 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.
• A first-principles mindset and strong business judgment, with genuine curiosity about how the go-to-market engine works.

Bonus If You Have

• 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 how it affects 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

Base salary only range for this position is $175,000−$210,000 USD per year, which is location independent in accordance with our remote-first policy. We also offer meaningful equity compensation in the form of ISO options, and offer early exercise and a 10 year post-termination exercise window.