Director, GTM Finance
About The Position
The Director, GTM Finance serves as the senior strategic finance partner to SmartBear’s Sales organization, partnering with the CRO and Sales leadership on strategic and operational decisions. The role reports to the VP of Finance and provides actionable insight into SaaS growth, go-to-market investments, and operating performance. The position owns end-to-end billings, ARR, and revenue forecasting for the Direct Channel, including new business, expansion, and renewals, and consolidates that work with Atlassian and Ecommerce performance for an enterprise-wide view. It develops and maintains go-to-market financial models, leads quarterly forecasting with cross-functional and executive stakeholders, and explains variances in key top-line metrics. The role also owns Sales annual operating plans and quarterly expense forecasts, evaluates investment returns and resource allocation, and partners with Accounting on close, accruals, and budget-to-actual reporting. The Director manages and develops two direct reports—an FP&A Manager and a BI Manager—and advances Tableau dashboards, data infrastructure, and scalable modeling and reporting standards. The position is based in a hybrid work context, and the stated annual cash compensation range is $180,000–$210,000 USD.
Requirements
- 8–12 years of progressive FP&A experience, including at least 3 years in senior finance business partnering or finance leadership; B2B SaaS experience is preferred.
- Deep command of SaaS metrics and economics, including ARR, NRR, GRR, billings, churn, and revenue forecasting.
- Demonstrated ownership of sales capacity planning, GTM financial modeling, and marketing funnel analysis.
- Experience influencing senior GTM stakeholders with clear financial insights and actionable recommendations.
- Proven people-management experience, including coaching and developing analysts or managers.
- Advanced financial modeling skills.
- Proficiency with Planful, Adaptive Insights, Anaplan, or comparable planning tools and Salesforce data.
- Bachelor’s degree in Finance, Accounting, Economics, or a related field.
Nice To Haves
- B2B SaaS experience.
- Tableau or Looker experience.
- MBA or CPA.
Responsibilities
- Serve as senior finance business partner to the Sales organization, partnering with the CRO and Sales leadership on strategic and operational decisions.
- Own end-to-end billings, ARR, and revenue forecasts for the Direct Channel, covering new business, expansion, and renewals; consolidate results with Atlassian and Ecommerce performance.
- Build and maintain GTM financial models using Sales, Marketing, and Channel inputs.
- Lead quarterly forecasting with Revenue Operations, Marketing Operations, product leaders, and executive stakeholders, and explain variances in key top-line metrics.
- Own Sales annual operating plans and quarterly expense forecasts, including headcount, commissions, events, and third-party spend.
- Partner with Accounting on close, accruals, and budget-to-actual reporting.
- Evaluate GTM investment ROI and resource allocation, and collaborate with GTM leaders on sales capacity models.
- Improve forecast accuracy, data quality, and reporting processes.
- Lead and develop two direct reports: an FP&A Manager and a BI Manager.
- Advance Tableau dashboards, data infrastructure, and scalable modeling and reporting standards.
Benefits
- Performance-based bonuses for eligible roles; the total rewards package may include a performance bonus plan and equity if eligible.
- Generous benefits package supporting health and well-being.
- Flexible time off.
- Hybrid work options.
- Professional development opportunities.
- Employees are encouraged to take their birthdays off.
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What This Job Offers
Job Type
Full-time
Career Level
Director
