Senior Director, GTM Finance

Responsibilities

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

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