GTM Economics & Profitability Manager

Trace3•Irvine, CA

About The Position

The GTM Economics & Profitability Manager is part of GTM Strategy & Operations and develops and maintains analytical frameworks to measure customer profitability, commercial performance, and returns on go-to-market investments. The role partners with Finance, Revenue Operations, Sales Leadership, business units, and data teams to align commercial and financial insights, establish performance metrics, and identify opportunities to improve growth, profitability, and operational efficiency. The position analyzes customer profitability, cost-to-serve, customer lifetime value (LTV), customer acquisition cost (CAC), and related commercial economics. Through financial modeling, reporting, and scenario analysis, it provides insights and recommendations that support planning, forecasting, investment decisions, coverage strategies, and go-to-market initiatives.

Requirements

Bachelor’s degree in Finance, Economics, Business, Accounting, Analytics, Data Science, or a related field, or an equivalent combination of education and experience.
At least 5 years of experience in finance, FP&A, commercial analytics, revenue operations, sales operations, pricing strategy, customer profitability, management consulting, or a related analytical discipline.
Demonstrated experience developing and managing profitability, cost-to-serve, LTV, CAC, contribution margin, or return-on-investment models in a complex business environment.
Strong understanding of commercial and financial performance metrics, including LTV, CAC, LTV:CAC, payback, retention, gross profit, contribution margin, sales productivity, operating leverage, and return on investment.
Advanced financial modeling, forecasting, and scenario analysis skills, including the ability to connect operational drivers to revenue, profitability, expense management, and business performance.
Advanced Microsoft Excel and Power BI skills.
Experience integrating, reconciling, and analyzing commercial and financial data from multiple systems while establishing governed metrics, controls, and scalable analytical processes.
Ability to identify trends, anomalies, risks, and opportunities in complex datasets and translate findings into actionable business recommendations.
Ability to challenge assumptions constructively through fact-based analysis and provide objective recommendations that influence planning, forecasting, investment, and go-to-market decisions.
Strong business acumen and executive presence, with the ability to build effective partnerships across Sales, Finance, Revenue Operations, business units, and senior leadership.
Excellent written, verbal, and presentation skills, including the ability to explain complex financial and analytical concepts to technical and non-technical audiences.

Nice To Haves

Experience with CRM, ERP, data warehouse, and planning platforms such as Microsoft Dynamics 365, Salesforce, NetSuite, or Workday Adaptive Planning.
Experience in a technology, value-added reseller (VAR), distribution, managed services, professional services, or other multi-solution commercial environment.

Responsibilities

Develop and maintain customer profitability and cost-to-serve models across customers, segments, regions, offerings, and routes to market.
Support the development and refinement of commercial cost frameworks covering sales compensation and management, presales, customer success, renewals, delivery support, and other revenue-supporting resources.
Partner with Finance, Revenue Operations, and business leaders to define, measure, and report commercial performance metrics such as LTV, CAC, LTV:CAC, payback, contribution margin, and return on investment.
Create and maintain recurring dashboards, reports, and analyses measuring profitability, cost-to-serve, margin performance, and commercial efficiency.
Analyze financial and operational data to identify trends, risks, opportunities, cost inefficiencies, and margin improvement opportunities.
Evaluate the profitability impact of sales motions, account segmentation, coverage models, pricing approaches, service offerings, and customer complexity.
Develop financial models and scenario analyses to assess changes in productivity, headcount, support ratios, commission structures, retention, share of wallet, and growth investments.
Support annual planning, forecasting, budgeting, and investment decisions with data-driven analysis and business cases.
Investigate anomalies in GTM and financial data, identify root causes, and recommend corrective actions where appropriate.
Translate analytical findings into actionable recommendations to improve revenue growth, profitability, and operational effectiveness.
Provide decision-making insights to GTM Strategy & Operations leadership, Finance, and executive stakeholders on strategic initiatives and business performance.
Document models, assumptions, methodologies, data sources, and reporting standards to support consistency, transparency, and auditability.
Collaborate with BI, CRM, ERP, Finance, and data teams to improve data quality, automate reporting, and enhance analytical capabilities.
Communicate complex financial and operational insights through clear, concise, business-focused presentations, reports, and recommendations.