About the roleWe're looking for a strategic finance partner to own the GTM side of our finance function. You'll be the dedicated finance counterpart to our Sales leaders: taking over and running our revenue model end-to-end, building the systems and metrics that help us scale, and giving GTM leadership a real-time, finance-grounded view of the business.
This is not a typical B2B SaaS business, and fal is not a typical environment: we're a deliberately flat organization with very few titles or layers, moving extremely fast with data and processes still being built. The ideal person is interdisciplinary, resourceful, low-ego, and energized by ambiguity and a high-urgency pace.
What you'll do- Own the revenue model: Take over, maintain, and extend our bottoms-up revenue model across GTM motions and products, including how pipeline and conversion flow through to revenue forecasting.
- Forecast new user and pipeline growth: Build new-user and growth forecasts that inform marketing investment and translate into Sales pipeline.
- Lead GTM budget and forecast cycles: Own the spend and headcount plan for Sales and Marketing, run variance against plan, and inform broader headcount decisions.
- Partner on GTM economics: Be the embedded finance partner to Sales (and Marketing) - pressure-test and forecast the sales comp plan they design, and bring an independent finance POV.
- Reporting: Partner with accounting and data on monthly revenue reporting with accurate product- and customer-level breakdowns for margin analysis.
- Visibility: Build dashboards giving leadership real-time visibility into ARR, pipeline, channel performance, and cohort health; analyze sales & marketing efficiency including LTV/CAC.
- Make the data usable: Go into the data (e.g. BigQuery), spot what's wrong, and drive it to a fix with the right people; we're a lean team without a dedicated analyst, so this is core to the job.
- Automate: Use AI tools to automate recurring financial workflows.
What we're looking forRequired:
- In-house GTM finance: ~5-8 years total, including 2-3 years at a top-tier investment bank (or PE) followed by an in-house strategic finance role supporting GTM at a high-growth startup. The in-house GTM finance experience is a must.
- Concrete proof points: direct, hands-on experience with Salesforce, sales commissions calculations, and revenue forecasting. We want someone who has actually done this work in-house, not only advised on it.
- Experience forecasting usage-based / consumption revenue.
- Data savviness: able to read and troubleshoot data and validate metrics independently. You don't need to hand-write SQL, but you must read a table, find what's wrong, and problem-solve it.
- Experience partnering on sales comp plans - enough to hold a strong point of view (design lives with Sales).
- Working knowledge of accounting concepts (billings, deferred revenue, AR, rev rec) and able to translate them for non-finance stakeholders.
- Deep financial-modeling skill; can distill complex data into clear, actionable insight.
- Strong cross-functional communication and influencing skills across Sales, Marketing, Accounting, and Data.
- Resourceful, low-ego, high-urgency, and genuinely excited to operate in a fast-changing AI startup with evolving processes.
Preferred:
- Experience in AI, cloud, or large-scale computing infrastructure.
- Experience with a modern FP&A platform.
- Track record of building/using AI tools to automate financial workflows.
How we work (please read)fal is intentionally flat: there are very few titles, and almost everyone reports to a senior leader rather than a layer of managers. People here are excited about the AI space, take real ownership, move fast, and aren't focused on titles or hierarchy. If a messy, high-autonomy, build-as-you-go environment sounds energizing rather than stressful, you'll thrive.
Why joinOwn GTM finance for one of the fastest-growing companies in AI, working directly with senior leadership and marquee enterprise customers. High autonomy, real ownership over core financial analysis, and competitive compensation, equity, and benefits.
