Director, GTM Finance

Smart Bear delivers application integrity for modern tech stacks, ensuring continuous, measurable assurance that software just works as intended with governance to operate at AI speed and scale. Smart Bear offers deep test automation, API lifecycle management, and observability capabilities. With integrations across the SDLC, it sets a new quality standard for application delivery teams.
Smart Bear is trusted by developers, testers, and software engineers across 32,000 organizations, including 75% of the largest financial institutions and industry leaders such as Adobe, Jet Blue, and Microsoft. Smart Bear’s open source tools are downloaded more than 100 million times a month and have earned over 30,000 Git Hub stars from the developer community. With its best-loved brands, including Swagger, Test Complete, Reflect, QMetry, Zephyr, and more, Smart Bear meets customers where they are to make our technology-driven world a better place.

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At Smart Bear, you will be part of a dynamic team solving one of the most critical challenges facing modern businesses: ensuring the integrity of software in an AI-driven world. Whether you are working directly with customers, driving go to market strategies, supporting operations, building products, or enabling teams, your contributions help shape the future of software quality for organizations worldwide.

Join us in our mission.

• Serve as the strategic finance partner to Sales leadership, providing actionable insight into SaaS growth, GTM investments, and operating performance.
• Lead consolidated billings, ARR, and revenue forecasting across Direct, Atlassian, and Ecommerce channels.
• Manage and develop a two-person FP&A and BI team while improving forecasting, financial models, and Tableau reporting.

• Serve as senior finance business partner to the Sales organization, partnering with the CRO and Sales leadership on strategic and operational decisions; report directly to the VP of Finance.
• Own end-to-end billings, ARR, and revenue forecasts for the Direct Channel, including new business, expansion, and renewals; consolidate results with Atlassian and Ecommerce performance to provide an enterprise-wide view.
• Build and maintain GTM financial models using Sales, Marketing, and Channel inputs; lead quarterly forecasting with Revenue Operations, Marketing Operations, product leaders, and executive stakeholders, and explain variances in key top-line metrics.
• Own Sales annual operating plans and quarterly expense forecasts, including headcount, commissions, events, and third-party spend; partner with Accounting on close, accruals, and budget-to-actual reporting.
• Evaluate GTM investment ROI and resource allocation, collaborate with GTM leaders on sales capacity models, and improve forecast accuracy, data quality, and reporting processes.
• Lead and develop two direct reports—an FP&A Manager and a BI Manager—and advance Tableau dashboards, data infrastructure, and scalable modeling and reporting standards.

• 8–12 years of progressive FP&A experience, including at least 3 years in senior finance business partnering or finance leadership, preferably in B2B SaaS.
• Deep command of SaaS metrics and economics, including ARR, NRR, GRR, billings, churn, and revenue forecasting.
• Demonstrated ownership of sales capacity planning, GTM financial modeling, and marketing funnel analysis.
• Experience influencing senior GTM stakeholders with clear financial insights and actionable recommendations.
• Proven people-management experience, including coaching and developing analysts or managers.
• Advanced financial modeling skills; proficiency with Planful, Adaptive Insights,…