The Senior Manager, GTM Finance leads Newforma's Go-to-Market Finance team within Sales Operations, Corporate FP&A and serves as the primary financial partner to the revenue organization. Working shoulder-to-shoulder with Sales Operations, the role owns the company-wide ARR and revenue forecast and the analytics that sit behind it - pipeline and marketing funnel staging, up-for-renewal (UFR) forecasting and in-period renewal rate, bookings and book-to-bill, multi-year backlog, and growth and expansion performance.
This is a hands-on, high-visibility role. The forecast this person owns is the overall revenue number, the executive team, the Board, and the sponsor manage the business against, so it must be built on a single, defensible source of truth shared between Finance and Sales Operations.
In this role, your responsibilities will include:Sales Operations Partnership
- This role and Sales Operations jointly own the integrity of the numbers the revenue organization runs on. Specific shared responsibilities include:
- CRM and data integrity - partner with Sales Operations to define and enforce opportunity stage definitions, close-date discipline, product/segment tagging, and renewal record hygiene in Salesforce so that Finance and Sales report the same pipeline.
- Forecast cadence - co-own the weekly and monthly forecast call process; reconcile the rep-submitted CRM forecast to the Finance-modeled forecast and explain the delta to leadership rather than presenting two competing numbers.
- Territory, quota, and capacity planning - provide the financial modeling behind annual territory and quota setting, ramp assumptions, productivity-per-rep, and headcount capacity plans.
- Sales compensation - design and model commission and SPIFF plans with Sales Operations and HR; validate plan cost against budget, review commission achievement and accrual, and support accurate payout.
- Deal desk and pricing approvals - support Sales Operations on non-standard deal structures, discount governance, and multi-year and ramped contract shapes, quantifying the ARR, cash, and revenue-recognition impact before approval.
- Systems and reporting alignment - ensure the metric definitions in NetSuite, Salesforce, and executive dashboards reconcile, so one agreed ARR number exists across the company.
Sales Performance & Pipeline Analysis
- Drive the monthly deep-dive analytics on UFR, ARR, pipeline, and channel and alliance performance, presenting the drivers and the actions to senior leadership.
- Own pipeline and marketing funnel staging analytics - coverage ratios, stage conversion, velocity, and in-quarter linearity - and flag risk early enough to act on it.
- Track book-to-bill, TCV vs. ACV mix, and multi-year contract mix, and explain what each implies for future revenue and backlog durability.
- Analyze net revenue retention and gross retention by product, segment, and cohort, and identify the specific drivers of expansion and of loss.
- Measure the ROI and payback of GTM campaigns, channel and alliance investments, and new product line launches.
- Report on CAC, CAC payback, magic number, and sales productivity, and benchmark them against best-in-class SaaS ranges.
Financial Strategy & Business Partnering
- Partner with the CRO, VP Marketing, CPO, and COO to translate GTM strategy into financial plans, and to translate financial results back into GTM actions.
- Build the business cases behind growth initiatives - new product lines, channel and partner programs, services attach, pricing changes, and market expansion.
- Support the sponsor and executive team with analysis for strategic initiatives, including diligence support, value-creation-plan tracking, and add-on acquisition modeling.
- Pressure-test assumptions in the operating model and maintain scenario and sensitivity views for the revenue plan.
Pricing, Packaging & Revenue Models
- Develop and evaluate pricing and packaging structures that support competitive positioning across the product portfolio and drive ARR growth.
- Model the financial impact of pricing changes, uplift and escalator terms, and migration paths for legacy customers moving onto subscription.
- Own the analytics behind sales compensation design so that plans drive the mix of new logo, expansion, and multi-year business the plan requires.
Budget Management
- Own the sales and marketing budget, monitor spend against plan, and prepare monthly forecasts and variance analysis with clear commentary on drivers.
- Manage GTM headcount planning and cost-per-head modeling in partnership with Sales Operations and HR.
Reporting & Governance
- Prepare the GTM sections of the monthly and quarterly Board and sponsor reporting package, delivered on the close calendar without exception.
- Maintain documented definitions for every reported GTM metric so that reporting is consistent period over period and survives audit and diligence scrutiny.
- Ensure compliance with company policy, internal controls, and applicable financial regulations.
Requirements for the position include:- Bachelor's degree in Finance, Accounting, Business Administration, or a related field.
- 8+ years of experience in financial planning and analysis, with a concentration in GTM finance, sales finance, or revenue finance in a B2B SaaS environment.
- 6+ years of direct partnership with and support of global Sales Operations and GTM leadership.
- 7+ years of hands-on experience with Salesforce or an equivalent CRM, at an advanced level - able to build and validate reporting independently rather than relying on others to pull data.
- Demonstrated ownership of a company-level ARR or revenue forecast, including accountability for forecast accuracy.
- Strong command of SaaS metrics: ARR, NRR and GRR, UFR and in-period renewal rate, book-to-bill, TCV and ACV, backlog/RPO, CAC payback, and Rule of 40.
- Advanced financial modeling skills and the ability to build models that others can audit and maintain.
- Experience with ERP systems (NetSuite, SAP, or Oracle).
- Excellent communication and presentation skills, with a track record of making financial information usable for non-financial stakeholders.
- Strong organizational skills and attention to detail, with the ability to manage competing priorities against a fixed close and Board calendar.
Nice to have qualifications for this position include:- MBA or a relevant professional certification (CFA, CPA).
- Experience in a private equity or sponsor-backed environment, including Board and lender reporting and value-creation-plan tracking.
- Experience in AEC technology, construction software, or another vertical SaaS market with project-based, multi-year customer contracts.
- Experience supporting a channel, partner, or alliance revenue motion, and a professional services attach.
- Familiarity with a multi-product portfolio that includes both mature and newly launched product lines.
- Working knowledge of ASC 606 and deferred revenue mechanics.
- Experience with NetSuite specifically, and with BI tooling for self-serve GTM reporting.
