Director, FP&A; GTM

Job Description The Director, FP&A GTM will serve as the strategic finance partner to the company’s go-to-market organization, providing financial leadership across Sales, Marketing, Customer Success, Revenue Operations, and other commercial functions. This role will lead financial planning, forecasting, and performance analysis for the GTM organization, translating business activity into clear financial insights and recommendations for executive leadership. The Director will partner closely with GTM leaders to evaluate growth investments, improve productivity, assess headcount and capacity needs, and ensure resources are aligned to the company’s revenue and profitability goals.

The ideal candidate brings strong SaaS and commercial finance experience, is comfortable operating in a fast-paced environment, and has a proven ability to influence senior leaders through data, financial modeling, and practical business judgment.

Serve as the primary FP&A business partner to senior GTM leaders across Sales, Marketing, Customer Success, Revenue Operations, and related commercial functions. Lead annual planning, forecasting, and long-range financial planning for the GTM organization, including revenue, operating expenses, headcount, commissions, and other commercial investments. Develop and maintain financial models that support revenue growth, sales capacity planning, quota and productivity assumptions, hiring plans, and investment decisions.

Partner with Sales and Revenue Operations on bookings, pipeline, attainment, sales productivity, ramp assumptions, territory capacity, and headcount planning. Partner with Marketing leadership to evaluate demand generation investments, customer acquisition costs, pipeline contribution, ROI, and resource allocation. Support Customer Success and Account Management leaders with financial analysis related to retention, expansion, churn, renewals, and customer growth. Provide clear and actionable analysis of actual performance versus forecast, identifying key drivers, risks, opportunities, and recommended actions.

Evaluate GTM investments and business cases, including new roles, programs, compensation structures, market expansion, and strategic initiatives. Develop executive-level reporting and financial insights for the CFO, CRO, COO, and other senior leaders. Partner cross-functionally with Accounting, People, Rev Ops, and business leaders to improve forecasting accuracy and ensure alignment across financial and operating plans. Drive improvements in GTM reporting, forecasting processes, financial models, and planning tools to increase efficiency, visibility, and decision quality.

Establish scalable KPIs and operating metrics that connect GTM activity to revenue growth, profitability, and overall company performance. Provide financial leadership for strategic initiatives, organizational changes, and business transformation efforts within the GTM organization. Build strong relationships with business leaders and act as a trusted advisor who can challenge assumptions, identify tradeoffs, and influence decision‑making.

Bachelor’s degree in Finance, Accounting, Economics, Business, or a related field; MBA or advanced degree preferred. 10+ years of progressive finance experience, including significant experience in FP&A, commercial finance, or strategic finance roles. 5+ years of experience partnering directly with senior Sales, Marketing, Revenue Operations, Customer Success, or other GTM leaders. Strong experience in SaaS, recurring revenue, or technology-driven business models strongly preferred.

Demonstrated expertise in revenue forecasting, financial modeling, headcount planning, sales capacity planning, and operating…