Senior Director, GTM Finance

About the Role

We are looking for a Senior Director of GTM Finance to lead the financial strategy and operating cadence across our go-to-market organization.

This leader will partner closely with Sales, Marketing, Customer Success, and GTM Operations to translate company growth objectives into actionable plans across bookings, pipeline, capacity, productivity, retention, investment, and profitability.

This is a highly visible leadership role for someone who combines strong financial judgment with deep SaaS and GTM operating experience. The right candidate will be equally comfortable advising executives, challenging assumptions, building rigorous financial models, and diving into the underlying data and processes when needed.

A critical part of the role is modernizing how GTM Finance operates. We expect this leader to embrace AI, automation, and advanced analytics to improve forecast accuracy, accelerate decision-making, strengthen controls, and reduce manual work.

The role will also have meaningful responsibility for sales compensation and commissions, including plan economics, forecasting, governance, administration, and partnership with Accounting and GTM leadership.

What You Will Own

Lead Finance partnership for Sales, Marketing, Customer Success, and other GTM functions, providing a clear financial point of view on performance, investments, tradeoffs, and growth opportunities.

Own GTM planning and forecasting across bookings, ARR, pipeline, sales capacity, productivity, headcount, operating expenses, retention, and other key business drivers.

Develop a deep understanding of GTM performance and proactively identify risks and opportunities before they become visible in reported results.

Partner with Sales and GTM Operations on capacity planning, territory and quota assumptions, ramp, productivity, pipeline coverage, conversion, and resource allocation.

Partner with Marketing leadership to evaluate demand generation performance, investment efficiency, pipeline creation, attribution, and allocation of resources across programs and channels.

Support Customer Success and Renewals leadership with retention, churn, expansion, renewal economics, and capacity planning.

Lead the financial strategy and governance for sales compensation plans, including plan design, modeling, quota economics, incentive alignment, and cost forecasting.

Oversee commissions forecasting and administration in partnership with Accounting and Sales Compensation, with a strong focus on accuracy, controls, scalability, and clear ownership.

Build executive-ready narratives that connect financial results with operational drivers and clearly articulate what happened, why it happened, and what actions should follow.

Provide financial leadership on major GTM initiatives, including new products, geographic expansion, pricing and packaging changes, channel investments, productivity programs, and other growth initiatives.

Build and continuously improve driver-based financial models that connect pipeline, capacity, productivity, conversion, retention, and investment assumptions to bookings, ARR, revenue, and profitability.

Use AI, automation, and advanced analytics to improve forecasting, variance analysis, management reporting, scenario planning, and recurring Finance processes.

Identify opportunities to eliminate manual workflows and build more scalable processes across planning, reporting, commissions, and business partnership activities.

Establish clear metrics, operating cadences, and management reporting that enable GTM and Finance leaders to make faster and better decisions.

Lead, develop, and raise the bar for the GTM Finance team, creating clear accountability while building strong relationships across Finance and the business.

What We Are Looking For

12+ years experience in FP&A, strategic finance, or a related discipline, including leadership experience in a high-growth SaaS or recurring revenue business.