Strategic Finance Manager, GTM

About The Role

As our GTM Strategic Finance Manager, you will own the economics of how we go to market. You will build and run the models that connect sales capacity, pipeline, and quota to our ARR growth and retention targets, and you will be the finance partner to the CRO and GTM leaders when they need to know whether the capacity and spend actually support targets. Working alongside the Head of Strategic Finance and in close partnership with RevOps, you will own the capacity and productivity models, pipeline-to-ARR forecasting, segment-level economics, and the sales-efficiency analysis behind board reporting. You own the revenue engine: what it costs to acquire and retain a dollar of ARR, and how we deploy sales and marketing spend to hit the number efficiently. Your work will directly shape how we invest in growth at one of the fastest-growing companies in our category.

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.