Director, Financial Analysis - GTM

OutSystems•Boston, MA

11d•$181,050 - $220,455

About The Position

The FP&A Director – GTM is a senior role serving as the primary financial thought partner to Sales and Marketing leadership. The position turns data and insight into decisions that support revenue growth and margin improvement, with cross-functional influence over go-to-market investment and strategy. The role owns GTM financial planning end to end, including ARR modeling, quota capacity planning, and board-level reporting. It also helps embed standardized, data-driven decision-making into OutSystems’ growth engine. The Director leads and develops a team of GTM finance analysts, supports AI-enabled and scalable ways of working, and communicates financial insights to executive and non-finance audiences. The position oversees annual planning, rolling forecasts, scenario analysis, driver-based models, SaaS metrics, and GTM reporting. It partners with Sales Operations on quota capacity, headcount, and territory planning; contributes to pricing strategy; and advances decision intelligence through dashboards, analytics, and automation. The role uses the Pigment EPM platform as it replaces legacy planning processes and prepares reporting for the CFO, executive team, and Board.

Requirements

Bachelor’s degree in Finance, Accounting, Business, or a related field.
10+ years of progressive experience in FP&A or GTM/Sales Finance, including at least 3 years in a senior leadership role.
Proven experience supporting Sales, Marketing, or Revenue Operations in a SaaS or subscription software business.
Deep command of SaaS and GTM metrics, including ARR, NRR, CAC, LTV, quota capacity modeling, pipeline conversion, and unit economics.
Expert financial modeling and analytical skills, with the ability to distill complex business dynamics into clear executive-ready insights.
Strong communication skills and executive presence to influence senior stakeholders and simplify financial narratives for non-finance audiences.
Experience with EPM and planning tools.
Proficiency in CRM and GTM tools such as Salesforce, Clari, Xactly, or comparable platforms.
Hands-on experience with BI and data tools such as Power BI, Tableau, advanced Excel, or equivalent.

Nice To Haves

MBA or CPA.
Experience with Pigment, Anaplan, or equivalent EPM and planning tools.
Experience driving a financial planning platform migration.
Familiarity with consumption-based or AI-product pricing models.
Experience preparing Board-level materials and presenting to CFO or executive leadership.
Background operating in a multi-currency, global SaaS environment.

Responsibilities

Serve as the dedicated financial business partner to Sales, Marketing, and Revenue Operations leadership, translating strategy into financial plans and data into executive decisions.
Develop and maintain ARR driver models, pipeline analytics, and customer lifetime value frameworks connecting GTM activity to multi-year revenue outcomes and targets.
Evaluate ROI on campaigns, channel investments, and sales coverage models using the company-wide standardized ROI framework.
Manage, mentor, and grow a team of GTM finance analysts, fostering a high-performance culture grounded in Finance’s values of Trust, Stakeholder Success, Innovation, and Alignment.
Champion AI-enabled, scalable ways of working and contribute to redesigning the talent model for AI-first output, automation, and leverage-driven productivity.
Develop the team’s ability to communicate financial and data insights through compelling storytelling to executive and non-finance audiences.
Own the annual GTM financial plan, rolling forecasts, and scenario analysis for Sales and Marketing P&Ls, and ensure plans are reflected in the Pigment EPM platform.
Build and maintain driver-based models consistent with the multiyear strategic model linking GTM execution to financial outcomes.
Develop and refine SaaS metrics and create visibility for the CFO, CEO, and Board.
Partner with Sales Operations on global quota capacity planning across roles and regions, based on sales productivity benchmarks and market coverage analysis.
Lead GTM headcount and territory planning, using AI-enabled analytics to improve precision and reduce planning cycle time.
Support pricing strategy evolution, including AI and consumption-based model economics, with the cross-functional pricing team.
Translate operational KPIs tied to ARR growth, margin expansion, and productivity into actionable dashboards and insights for GTM leaders.
Prepare, review, and present monthly, quarterly, and annual GTM financial reports to the CFO and executive team; support Board presentations with variance analysis and forward-looking commentary.
Drive GTM adoption of advanced analytics outputs, including advanced decision models, agentic tools, and process automation.