Director, GTM Finance & Strategy

About the role

We are looking for a Director, GTM Finance to lead financial planning and analysis across our Go-To-Market organization. You’ll own revenue forecasting, drive cost and investment discipline, and serve as a strategic Finance Partner to the GTM leadership team. You will manage a team of three and collaborate closely with other FP&A leaders to ensure alignment on company-wide targets, reporting, and strategic initiatives. 

This role reports into the VP, Finance & Strategy, and can be based anywhere in the US.

What You’ll Own:

• Revenue Forecasting
• Own the end-to-end GTM revenue forecasting process, including inputs, assumptions, pacing, and forecast accuracy.
• Partner with GTM leadership to translate pipeline, consumption, renewals, services capacity, and pricing dynamics into a cohesive forecast.
• Develop and maintain models to support scenario planning and sensitivity analysis (e.g., pricing changes, demand shifts, pipeline conversion, services utilization).
• Business Partnering with Senior GTM Leaders
• Act as the primary finance partner to senior GTM executives, providing actionable insights to support strategic and operational decisions.
• Build strong relationships across Sales, Marketing, Partner, Customer Success, and Professional Services to align performance drivers to outcomes.
• Support leadership in setting goals, evaluating tradeoffs, and measuring progress against targets.
• Cost Management
• Lead GTM opex planning, tracking, and variance analysis, highlighting risks and opportunities and recommending actions.
• Establish and reinforce cost management practices, including investment frameworks and ROI analysis for key GTM initiatives.
• Partner with functional leaders to optimize spend while enabling growth.
• Liaising with FP&A 
• Collaborate with other FP&A leaders to ensure consistent assumptions, reporting, and storylines across the business.
• Align GTM planning with broader company financial targets, including cross-functional dependencies and shared initiatives.
• Contribute to executive-level reporting packages, business reviews, and planning cycles.
• Translating Forecasts and Budgets Into Actionable Cross-functional Plans
• Convert GTM forecasts and budget decisions into clear operating plans, timelines, and ownership across partner teams (including Total Rewards, Talent Acquisition, and Operations).
• Work with Talent Acquisition to translate headcount plans into recruiting targets, pacing, and requisition prioritization, and to proactively address capacity constraints.
• Coordinate with Operations to ensure tooling, processes, and execution plans support forecast changes (e.g., territory coverage, onboarding capacity, enablement, and services delivery readiness).
• People Leadership 
• Lead, coach, and develop a high-performing team of three finance professionals.
• Establish clear priorities, strong operating rhythms, and high standards for analytical rigor and business partnership.
• Support effective collaboration across a remote and international team environment.
• Ad-hoc Financial and Strategic Analyses
• Deliver timely, high-quality analysis for evolving business questions (e.g., deal economics, comp plans, GTM productivity, services margins, pricing changes).
• Build scalable models and frameworks that can be reused across planning and decision-making.
• Lead strategic analyses related to GTM growth, efficiency, capacity planning (including Professional Services), and unit economics.
• Identify key levers to improve performance and drive initiatives that support long-term financial health.

Who You Are:

• 10+ years of GTM Finance experience, including ownership of forecasting and senior-level business partnering.
• Deep understanding of the SaaS business model, including common GTM metrics and levers.
• Experience supporting Professional Services, including capacity planning and services financial drivers.
• Familiarity with consumption-based pricing models and the forecasting challenges and dynamics associated with usage-driven revenue.
• Proven ability to manage and develop a high-performing remote, international team.
• Strong working knowledge of US GAAP, with the ability to partner effectively with Accounting and understand revenue and cost recognition considerations.
• Strong experience working with Pigment (FP&A platform), including building and maintaining forecasting and planning models, managing data inputs, and delivering scalable reporting for business partners.

What Success Looks Like

• Forecasts are trusted, timely, and explainable, with clear drivers and well-communicated risks/opportunities.
• Senior GTM leaders rely on Finance as a proactive thought partner, not just a reporting function.
• GTM investments are evaluated with discipline, and spend is managed to maximize impact.
• The team operates with strong standards, clear ownership, and scalable analytical tools.