Director, GTM Finance

About the company

Over 9,000 companies — from scrappy startups to global brands — use our platform to send billions of emails, push notifications, in-app messages, and SMS every day. We help teams send smarter, more relevant messages using real-time behavioral data.

About the role

Hi, my name is Diep Nguyen, VP of Finance here at Customer.io and I'm looking for a Director, GTM Finance to own our go-to-market P&L end-to-end as we scale from $100M+ ARR today to $1B+ ARR in the future.

We're hiring for strategic finance horsepower first: someone who builds models from a blank page, challenges assumptions, and earns trust with senior executives. Deep GTM fluency matters just as much — but for a strong finance generalist, that business partnership often shows up in the work rather than the title. You'll own our GTM P&L spanning Sales, Marketing, and Customer Success, and build the team behind it.

We're an AI-forward company: this role requires someone energized by using AI to reinvent how finance operates, not someone who merely tolerates the tools we hand them.

What we value

• Financial rigor over title-matching — we care more about how you've built and defended models than whether "GTM Finance" was ever your title.
• AI as genuine practice, not a buzzword — we want concrete stories of AI changing an outcome, not familiarity with the tools.
• Ownership from day one — you'll build and lead a team, not just execute analysis handed to you.
• Directness with data — you challenge top-down assumptions with account-level evidence, even in uncomfortable conversations.

What you’ll do

• Own the GTM P&L end-to-end — revenue, gross margin, and opex across Sales, Marketing, and Customer Success — not just a spend-efficiency lens.
• Drive unit economics and the growth funnel model — CAC, LTV/CAC, payback, magic number, and cohort/retention analysis across self-serve and sales-assisted motions.
• Own the ARR roll-forward, bookings, and revenue forecasting — auditable, reconcilable, and independently stress-tested against top-down assumptions.
• Partner with Sales and RevOps on capacity planning, deal economics, and pricing — protecting margin and ARR quality without slowing deal velocity.
• Build and own the monthly/quarterly GTM reporting package for the exec team and Board, with variance analysis that explains root cause.
• Champion AI-enabled finance workflows and build the GTM finance team as Customer.io scales past $250M+ ARR.

What we're looking for

• 10+ years in FP&A, strategic finance, or related roles at complex, scaled orgs; a first-principles modeler who builds from a blank page rather than inheriting assumptions
• Deep GTM business-partnering experience with Sales, Marketing, or Customer Success — regardless of whether "GTM Finance" was ever the title
• Comfortable with subscription/SaaS metrics (ARR, NRR, CAC, LTV) or able to get there fast
• Concrete, demonstrated track record driving AI adoption in finance workflows — not just familiarity with the tools
• Proven people leader — has managed and developed finance professionals
• Strong Excel skills (with experience using Snowflake a plus) and experience with planning/GTM systems (NetSuite, Salesforce, Gong, Drivetrain)
• Bachelor's degree in Finance, Accounting, Economics, or related field; MBA a plus

Compensation & Benefits

We believe in transparency. Starting salary for this role is $200K–$255K USD (or equivalent in local currency) depending on experience and subject to market rate adjustment.

We know our people are what make us great, and we’re committed to taking great care of them.