Deep understanding of SaaS and GTM metrics like ARR, NRR, CAC, and LTV.
Bachelor's degree in Finance, Accounting, Business, or related field; MBA or CPA preferred.
7+ years in FP&A, GTM finance, or sales finance with senior analytical experience.
Proven experience supporting Sales, Marketing, or Revenue Operations in SaaS.
Expert financial modeling skills for translating complex dynamics into insights.
Strong communication skills for influencing senior stakeholders and simplifying narratives.
Hands-on experience with EPM tools (Pigment, Anaplan) and CRM tools (Salesforce, Clari).
Advanced proficiency in BI tools like Power BI or Tableau.
Responsibilities
Support bookings and nARR forecasts, reconciling with Sales Ops and explaining variances.
Design and maintain ARR driver models and customer lifetime value frameworks.
Build and stress-test scenario models for campaigns and sales coverage changes.
Lead variance analysis on GTM performance and provide forward-looking commentary.
Own the commissions and sales compensation model, including cost forecasting.
Lead global quota capacity modeling using sales productivity benchmarks.
Design dashboards and KPI frameworks for ARR growth and sales productivity.
Prepare and present GTM financial analysis for executive reviews.
Lead cross-functional finance projects from scoping to delivery.
Set analytical standards for the GTM finance team and mentor analysts.
Benefits
Opportunity to influence key financial decisions without people management responsibilities.
Work closely with senior leadership to shape GTM strategies.
Engage in high-stakes projects that impact the entire organization.
Access to advanced analytics and automation tools to enhance work efficiency.
Collaborative environment with cross-functional teams.
Full Job Description
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.
About OutSystems
OutSystems is a software company that provides a low-code platform for the development of mobile and web applications. The company was founded in 2001 in Lisbon, Portugal, and has since expanded to have offices in 11 countries. OutSystems' platform allows users to create, deploy, and manage applications without the need for extensive coding knowledge. The company has been recognized by Gartner as a leader in the low-code development space.
