Director, GTM Finance

SmartBear•Somerville, MA

5d•Hybrid

About The Position

Serve as the strategic finance partner to Sales leadership, providing actionable insight into SaaS growth, go-to-market investments, and operating performance. The role owns consolidated billings, ARR, and revenue forecasting across Direct, Atlassian, and Ecommerce channels, and leads a two-person FP&A and BI team while improving forecasting, financial models, and Tableau reporting. As a senior finance business partner to the Sales organization, this role partners with the CRO and Sales leadership on strategic and operational decisions and reports directly to the VP of Finance. It owns end-to-end billings, ARR, and revenue forecasts for the Direct Channel, including new business, expansion, and renewals, and consolidates these results with Atlassian and Ecommerce performance to provide an enterprise-wide view. The Director builds and maintains GTM financial models using Sales, Marketing, and Channel inputs; leads quarterly forecasting with Revenue Operations, Marketing Operations, product leaders, and executive stakeholders; and explains variances in key top-line metrics. The role also owns Sales annual operating plans and quarterly expense forecasts, evaluates GTM investment returns and resource allocation, collaborates with GTM leaders on sales capacity models, and improves forecast accuracy, data quality, and reporting processes. The position leads 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.

Requirements

8–12 years of progressive FP&A experience, including at least 3 years in senior finance business partnering or finance leadership.
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 is preferred.
Tableau or Looker experience is a plus.
MBA or CPA preferred.

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, including new business, expansion, and renewals.
Consolidate Direct Channel results with Atlassian and Ecommerce performance to provide an enterprise-wide view.
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.
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.