Senior Director, GTM Finance

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Director, GTM Finance based in the United States. The Senior Director, GTM Finance will lead financial strategy, planning, and performance management across a dynamic go-to-market organization. Working closely with Sales, Marketing, Customer Success, and GTM Operations, this leader will translate growth objectives into actionable financial plans. The role spans forecasting, resource allocation, sales productivity, customer retention, investment efficiency, and profitability. As a strategic partner to senior executives, the successful candidate will deliver clear insights that support informed business decisions. A key priority is modernizing financial operations through AI, automation, and advanced analytics to improve accuracy and scalability. The position also oversees sales compensation strategy and commission processes, ensuring strong governance and financial controls. This is an opportunity to shape the financial direction of a growing SaaS business while developing a high-performing finance team. Accountabilities: The Senior Director, GTM Finance will oversee financial planning and analysis for the go-to-market organization, connecting business performance with strategic priorities and long-term growth. Key responsibilities include: - Lead financial partnership across Sales, Marketing, Customer Success, and other GTM functions, advising leaders on performance, investments, trade-offs, and growth opportunities. - Own planning and forecasting for bookings, annual recurring revenue (ARR), pipeline, sales capacity, productivity, headcount, operating expenses, retention, and other key performance drivers. - Identify emerging financial risks and growth opportunities through detailed analysis of operational and financial performance.

- Partner with Sales and GTM Operations on territory planning, quotas, sales ramp, productivity, pipeline coverage, conversion rates, and resource allocation. - Work with Marketing leadership to assess demand generation, pipeline creation, campaign attribution, investment efficiency, and channel performance. - Support Customer Success and Renewals teams with retention, churn, expansion, renewal economics, and capacity planning. - Lead sales compensation strategy and governance, including plan design, quota economics, incentive alignment, financial modeling, and cost forecasting. - Oversee commission forecasting and administration in partnership with Accounting and Sales Compensation, maintaining accuracy, effective controls, and scalable processes. - Prepare executive-level financial narratives that explain results, underlying operational drivers, and recommended actions. - Provide financial leadership for major business initiatives, including product launches, geographic expansion, pricing and packaging changes, channel investments, and productivity programs. - Develop and refine driver-based financial models linking pipeline, capacity, productivity, conversion, retention, and investment assumptions to bookings, ARR, revenue, and profitability. - Leverage AI, automation, and advanced analytics to enhance forecasting, variance analysis, scenario planning, management reporting, and recurring finance workflows. - Identify and eliminate manual processes while improving systems, reporting, controls, and operating discipline. - Establish clear performance metrics, reporting standards, and operating cadences that support faster, better-informed decisions. - Lead, mentor, and develop the GTM Finance team, fostering accountability, collaboration, and the ability to operate effectively at scale. Requirements: The ideal candidate combines extensive financial leadership experience with deep knowledge of SaaS economics, strong analytical capabilities, and the ability to influence senior stakeholders.