Director, GTM Finance

SmartBear 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. SmartBear 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.

SmartBear is trusted by developers testers and software engineers across 32000 organizations including 75% of the largest financial institutions and industry leaders such as Adobe JetBlue and Microsoft. SmartBears open source tools are downloaded more than 100 million times a month and have earned over 30000 GitHub stars from the developer community. With its best-loved brands including Swagger TestComplete Reflect QMetry Zephyr and more SmartBear meets customers where they are to make our technology-driven world a better place. Learn more at or follow us on LinkedIn X and Reddit .

At SmartBear 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.

Director GTM Finance

• 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.

About the Role:

• 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 reportsan FP&A Manager and a BI Managerand advance Tableau dashboards data infrastructure and scalable modeling and reporting standards.

We are looking for you if you have:

• 812 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 Anaplan or comparable planning tools and Salesforce data; Tableau or Looker experience is a plus. A bachelors degree in Finance Accounting Economics or a related field is required; MBA or CPA preferred.

Why you should join the SmartBear crew:

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work collaborate and have fun.
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically the whole person.
• We celebrate our differences in experiences viewpoints and identities because we know it leads to better outcomes.

Did you know

• Our main goal at SmartBear is to make our technology-driven world a better place.
• SmartBear is committed to ethical corporate practices and social responsibility promoting good in all the communities we serve.
• SmartBear is headquartered in Somerville MA with offices across the world including Galway Ireland Bath UK Wroclaw Poland and Bangalore India.
• Weve won major industry (product and company) awards including SD Times DeveloperWeeks Devies Award the AI Breakthrough Award and BuiltIn Best Places to Work.

SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit qualifications and business needs. We do not discriminate on the basis of race color religion sex national origin age gender disability veteran status sexual orientation or any other protected status under applicable laws. We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart open driven accountable and curious.

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At SmartBear we believe transparency in pay is part of how we build trustwith our employees candidates and community. Our compensation philosophy is grounded in market competitiveness internal equity and rewarding impact.

We encourage candidates to view compensation as part of their total rewards experience at SmartBear. This includes performance-based bonuses for eligible roles a generous benefits package that supports employees health and well-being and promotes work-life balance through flexible time off and hybrid work options. You can build your career at SmartBear through professional development opportunities and an inclusive collaborative culture where everyone can thrive.

Your SmartBear total rewards compensation package includes base salary and may also include a performance bonus plan as well as equity (if eligible). The base salary range for this role is listed below . Actual compensation is determined based on several factors including relevant experience skills internal equity and geographic location.

Annual Cash Compensation

$180000 - $210000 USD

Required Experience:

Director