Job Description: Own the finance partnership for the go-to-market organization - Sales and Marketing. You build the revenue and bookings forecast, drive commercial unit economics, and turn GTM spend into ROI-based decisions. This is a hands-on partnering role for someone equally at home in a model and in a pipeline review. This role will manage all revenue inputs and drivers associated w/ new business, renewals, and revenue/transactional delivery. Additionally, the expectation is that this will be a dual role also assisting with BU Finance coverage.
Duties and Responsibilities:- Bookings, pipeline & revenue forecast - build and maintain the driver-based GTM model, both month and full-year. This includes management of the consolidated revenue rolling forecast and related metrics.
- Sales planning - capacity, quota, and territory / coverage planning.
- Unit economics - CAC, LTV, payback, and sales efficiency (magic number).
- Marketing - spend allocation and program ROI across the marketing portfolio.
- Commissions & incentives - model, accrue, and track plans with Sales Ops and HR.
- People - plan and monitor GTM headcount and productivity.
- Commercial support - pricing, packaging, and large-deal / deal-desk support.
- Reporting - deliver the monthly GTM variance and commentary into the close cycle. Own all bookings to revenue financial reporting inputs/slides.
- BU Finance support - TBD on exact BU's this role will manage.
- Perform other duties as assigned.
Education and Experience: - Bachelor's degree in Finance, Accounting, Economics or a related field.
- 5+ years in FP&A, sales / commercial finance, or a comparable analytical role.
Knowledge, Skills and Abilities:- General understanding of ASC 606 revenue recognition to inform all revenue modeling.
- Strong financial modeling and Excel skills; fluency in recurring-revenue and GTM metrics (pipeline, conversion, CAC/LTV, ARR/bookings). This also includes delivery based revenue and COGs expense drivers.
- A track record of partnering with Sales and Marketing leaders - and challenging them constructively.
- Clear, concise communication; able to turn analysis into a decision.
- Familiarity with CRM and BI tools; commissions/ICM tooling a plus. Experience with Salesforce a plus.
- A strong desire to leverage AI tools to automate repeatable tasks to professionalize reporting and focus on meaningful insights.
Work Environment:
- Office setting with a moderate noise level.
- The employee will work at an individual workstation, using a telephone and computer.
Physical Demands:
- Must be able to remain seated for extended periods.
- Regular use of a computer and other office machinery, such as printers and copy machines.
- Occasional movement around the office.
- Frequent communication via telephone.
