Director, Finance GTM

2d•$180,000 - $210,000

About The Position

G2 is the world's largest and most trusted software marketplace, helping businesses reach their peak potential by powering decisions and strategies with trusted insights from real software users. Having joined forces with Capterra, SoftwareAdvice, and GetApp, G2 is now the largest source of online data and software insights to fuel intelligent buying in the age of AI. The company is setting out to transform the global B2B software industry and become the most trusted data foundation for buyers and sellers of software for the age of AI. At G2, the PEAK values (Performance + Entrepreneurship + Authenticity + Kindness) ground the company culture, fostering a value-driven, growing global community. The team is described as global, diverse, smart, dedicated, and kind, with people-led ERGs celebrating diverse identities and a commitment to DEI and philanthropic work through the G2 Gives program. Reporting to the VP of FP&A, the Director, Finance - GTM serves as the finance partner to the Go-to-Market (GTM) organization, including G2’s President - GTM, Chief Marketing Officer, SVP - GTM Strategy & Operations, and Sales Leadership. This role is responsible for subscription revenue and ARR forecasting for the Marketing & Data Solutions business, sales capacity planning and forecasting, deal economics support, and partnering on Marketing ROI analysis and spend/investment allocation. The role ensures targets are data-driven, achievable, and aligned to the revenue plan, and provides forward-looking financial insight to sales investment decisions to optimize financial outcomes and growth for G2.

Requirements

7+ years of progressive experience in FP&A, revenue finance, strategic planning and analysis, consulting, banking, or related fields.
Strong expertise in revenue modeling, ARR analysis, sales capacity planning, and unit economics.
Track record of partnering with GTM/Marketing/Revenue Operations in fast-paced, high-growth environments.

Nice To Haves

B2B SaaS or marketplace experience across multiple pricing models (subscription, usage-based, freemium-to-paid).
Proven use of AI, automation, or advanced analytics to improve efficiency and decision-making.
Proficiency in ERP and BI tools (Intacct, Looker, or similar) and CRM (Salesforce).
Exceptional written and verbal communication; ability to distill complex analyses into executive-ready insights; ability to act as “CFO” and “COO” with internal business partners.

Responsibilities

Own Subscription Revenue & ARR Forecasting (30%)
Own Marketing & Data Solutions revenue and ARR reporting, forecasting, and bookings analysis, including new revenue streams and commercial models within Marketing Solutions.
Build and maintain revenue models that deliver actionable insight into growth, retention, and expansion.
Partner with Accounting to reconcile bookings, billings, and revenue.
Lead Sales Capacity Planning & Expense Forecasting (30%)
Partner with the Revenue Operations team on the sales capacity model, linking headcount, ramp, productivity, and quota to the revenue plan. Analyze sales productivity and pipeline trends to identify opportunities and mitigate risk.
Partner with Revenue Operations to set and align targets that are data-driven, achievable, and strategically sound.
Own the sales and marketing expense budget and headcount plan, partnering with GTM leaders to set targets, track spend against plan, manage approvals for new and backfill roles, and improve efficiency and LTV/CAC metrics tied to G2’s value creation plan.
Partner with the GTM Organization (25%)
Serve as the dedicated finance business partner to the President of Go-to-Market and the broader GTM leadership team, providing financial guidance on strategic proposals, new go-to-market initiatives, and investment decisions; proactively surface risks and opportunities, model the financial impact of alternative scenarios, and ensure recommendations are grounded in clear, data-driven analysis aligned to the revenue plan.
Coordinate with Deal Desk on deal economics, revenue optimization, and non-standard deal structuring; partner with Revenue Operations and Sales on strategic pricing and packaging initiatives, particularly those tied to new and emerging commercial models (i.e., usage and outcome-based)
Support S&M spend visibility and ROI across the sales and marketing organizations.
Partner with Employee Success on hiring and recruiting plans, and create a standardized process for Finance review and approval across the sales and marketing organizations.
Support Planning & Operating Rhythm (15%)
Support creation of G2’s long-term strategic plan, its annual operating plan, and updated quarterly forecasts; build robust financial models that are aligned with GTM leaders on key spend priorities, including new revenue streams within Marketing and Data Solutions.
Provide revenue and capacity inputs to the Monthly Business Review (MBR) and Board reporting cycles.
Drive automation and AI-first ways-of-working to scale Finance capabilities commensurately with the growth of the Company, particularly in areas impacting revenue and capacity reporting, planning and analysis.