The Principal Financial Analyst, GTM is a senior individual contributor role within the GTM Finance team, reporting to the FP&A GTM Leadership. You will be an expert for the most complex GTM financial questions, building the models, analyses, and frameworks that Sales, Marketing, and Revenue Operations use to make investment and capacity decisions.
This role carries real influence without people management. You will set the analytical standard for the team, lead high-stakes projects end-to-end, and shape how GTM decisions are made across the organization, working closely with the Director and the team to translate strategy into executable financial plans.
KEY RESPONSIBILITIES
GTM Financial Analysis & Modeling- Support the bookings and nARR forecast for Sales, reconciling with Sales Ops and Clari calls and explaining variances to plan.
- Support the design and own the maintenance of ARR driver models, pipeline analytics, and customer lifetime value frameworks that connect GTM activity to multi-year revenue outcomes.
- Build and stress-test scenario models for campaigns, channel investments, and sales coverage changes, and provide clear recommendations on expected returns and risk.
- Lead variance analysis on GTM performance and deliver forward-looking commentary that explains what is driving results and what to do next.
- Own the commissions and sales compensation model, including plan design support, cost forecasting and accrual alignment with Accounting.
Quota Capacity & Territory Planning- Lead global quota capacity modeling across roles and regions, using sales productivity benchmarks and market coverage analysis to inform headcount and territory decisions.
- Partner with Sales Operations to improve planning precision, incorporating AI-enabled analytics to shorten planning cycles.
Decision Intelligence & Reporting- Design and own dashboards and KPI frameworks for ARR growth, margin expansion, and sales productivity, and drive adoption across GTM leadership.
- Prepare and present monthly, quarterly, and annual GTM financial analysis, and contribute materials for CFO, executive, and Board reviews.
- Champion automation and advanced analytics (including agentic tools and process automation) to reduce manual work and improve data quality.
Project Leadership & Team Influence- Lead cross-functional finance projects, such as planning platform migration work in Pigment, from scoping through delivery.
- Set the modeling and analytical standard for the GTM finance team, review complex work, and mentor analysts on storytelling and business judgment without formal people management responsibility.
- Contribute to Finance's AI-enabled ways of working, helping to standardize repeatable analysis and reusable model templates.
Qualifications- Deep command of SaaS and GTM metrics, including ARR, NRR, CAC, LTV, quota capacity modeling, pipeline conversion, and unit economics.
- Bachelor's degree in Finance, Accounting, Business, or a related field; MBA or CPA preferred.
- 7+ years of progressive experience in FP&A, GTM finance, or sales finance, including significant work in a senior analytical or project leadership capacity.
- Proven track record supporting Sales, Marketing, or Revenue Operations in a SaaS or subscription software business.
- Expert financial modeler who can turn complex business dynamics into clear, executive-ready insights.
- Strong communicator who can influence senior stakeholders and simplify financial narratives for non-finance audiences.
- Hands-on experience with EPM and planning tools (Pigment, Anaplan, or equivalent) and with CRM and GTM tools (Salesforce, Clari, Xactly, or comparable).
- Advanced proficiency in BI and data tools such as Power BI, Tableau, or advanced Excel.
Preferred
- Experience driving a financial planning platform migration.
- Experience preparing Board-level materials and presenting to CFO or executive leadership.
- Background operating in a multi-currency, global SaaS environment.
