About The RoleReporting to the VP of FP&A, the Director, Finance - GTM is the finance partner to the GTM organization, including G2's President - GTM, Chief Marketing Officer, SVP - GTM Strategy & Operations, and Sales Leadership. This role owns subscription revenue and ARR forecasting for the Marketing & Data Solutions business, sales capacity planning and forecasting, deal economics support, and partners on Marketing ROI analysis and spend/investment allocation. Partnering closely day-to-day with these leadership members, the role ensures targets are data-driven, achievable, and aligned to the revenue plan, and brings forward-looking financial insight to sales investment decisions to optimize financial outcomes and growth for G2.
In This Role, You Will: - Own Subscription Revenue & ARR Forecasting (30%)
- Own Marketing & Data Solutions revenue and ARR reporting, forecasting, and bookings analysis, including new revenue streams and commercial models within Marketing Solutions.
- Build and maintain revenue models that deliver actionable insight into growth, retention, and expansion.
- Partner with Accounting to reconcile bookings, billings, and revenue.
- Lead Sales Capacity Planning & Expense Forecasting (30%)
- Partner with the Revenue Operations team on the sales capacity model, linking headcount, ramp, productivity, and quota to the revenue plan. Analyze sales productivity and pipeline trends to identify opportunities and mitigate risk.
- Partner with Revenue Operations to set and align targets that are data-driven, achievable, and strategically sound.
- Own the sales and marketing expense budget and headcount plan, partnering with GTM leaders to set targets, track spend against plan, manage approvals for new and backfill roles, and improve efficiency and LTV/CAC metrics tied to G2's value creation plan.
- Partner with the GTM Organization (25%)
- Serve as the dedicated finance business partner to the President of Go-to-Market and the broader GTM leadership team, providing financial guidance on strategic proposals, new go-to-market initiatives, and investment decisions; proactively surface risks and opportunities, model the financial impact of alternative scenarios, and ensure recommendations are grounded in clear, data-driven analysis aligned to the revenue plan.
- Coordinate with Deal Desk on deal economics, revenue optimization, and non-standard deal structuring; partner with Revenue Operations and Sales on strategic pricing and packaging initiatives, particularly those tied to new and emerging commercial models (i.e., usage and outcome-based)
- Support S&M spend visibility and ROI across the sales and marketing organizations.
- Partner with Employee Success on hiring and recruiting plans, and create a standardized process for Finance review and approval across the sales and marketing organizations.
- Support Planning & Operating Rhythm (15%)
- Support creation of G2's long-term strategic plan, its annual operating plan, and updated quarterly forecasts; build robust financial models that are aligned with GTM leaders on key spend priorities, including new revenue streams within Marketing and Data Solutions.
- Provide revenue and capacity inputs to the Monthly Business Review (MBR) and Board reporting cycles.
- Drive automation and AI-first ways-of-working to scale Finance capabilities commensurately with the growth of the Company, particularly in areas impacting revenue and capacity reporting, planning and analysis.
Minimum Qualifications:We realize applying for jobs can feel daunting at times. Even if you don't check all the boxes in the job description, we encourage you to apply anyway.
- 7+ years of progressive experience in FP&A, revenue finance, strategic planning and analysis, consulting, banking, or related fields.
- Strong expertise in revenue modeling, ARR analysis, sales capacity planning, and unit economics.
- Track record of partnering with GTM/Marketing/Revenue Operations in fast-paced, high-growth environments.
What Can Help Your Application Stand Out:- B2B SaaS or marketplace experience across multiple pricing models (subscription, usage-based, freemium-to-paid).
- Proven use of AI, automation, or advanced analytics to improve efficiency and decision-making.
- Proficiency in ERP and BI tools (Intacct, Looker, or similar) and CRM (Salesforce).
- Exceptional written and verbal communication; ability to distill complex analyses into executive-ready insights; ability to act as "CFO" and "COO" with internal business partners.
