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. Key Responsibilities 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, RevOps, 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. Qualifications 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 expense management. Strong understanding of key SaaS and GTM metrics, including ARR, bookings, pipeline, churn, retention, expansion, CAC, sales productivity, and quota attainment. Advanced Excel and financial modeling skills, with experience working with financial planning, BI, and reporting platforms. Proven ability to synthesize complex financial and operational data into clear recommendations for senior executives. Strong executive presence and communication skills with the ability to influence leaders, challenge assumptions, and drive alignment across functions. Experience operating in a high-growth, evolving, or transformation-oriented environment. Core Competencies GTM financial planning and forecasting Revenue and bookings analysis Sales capacity and headcount planning SaaS and commercial performance metrics Strategic business partnering Financial modeling and scenario analysis Investment prioritization and ROI analysis Executive communication and influence Cross-functional leadership Process improvement and scalable financial planning About Us Momentive Software amplifies the impact of over 20,000 purpose-driven organizations in over 30 countries, with over $11 billion raised and 55 million members served to date. Mission-driven nonprofits and associations rely on Momentive's cloud-based software and services to address their most pressing challenges - from engaging their communities to simplifying operations and growing revenue. Designed to help organizations connect more, manage more, and ultimately expect more, Momentive's solutions are built with reliability at the core and strategically focus on fundraising, learning, events, careers, volunteering, accounting, and association management. Momentive partners with organizations that believe "good enough" is never enough - so they can bring on better outcomes for everyone they serve. Learn more at momentivesoftware.com. Why Work Here? At Momentive Software, we're a team of passionate problem-solvers, innovators, and volunteers who believe in using technology to make a real difference. We dream big, support each other, and take pride in creating solutions that help our customers drive meaningful change. If you're looking for a place where your work matters and your ideas are valued, you'll find it here. Medical, Dental & Vision Benefits 401(k) Savings Plan with Company Match Flexible Planned Paid Time Off Generous Sick Leave Inclusive & Welcoming Environment Purpose-Driven Culture Work-Life Balance Commitment to Community Involvement Employer-Paid Parental Leave Employer-Paid Short-Term Disability Remote Work Flexibility Momentive Software actively embraces diversity and equal opportunity in a meaningful way. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be, which is why we do not discriminate based on race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law. All persons hired will be required to verify identity, minimum age of 18, eligibility to work in the United States (without sponsorship), and to complete the required employment eligibility verification form upon hire. #J-18808-Ljbffr Community Brands