GTM Finance Manager

Abnormal•San Francisco, CA

11h

About The Position

About the Role Abnormal AI is hiring a GTM Finance Manager to serve as the financial backbone of our Go-To-Market (GTM) organization—Sales, Customer Success, and Marketing. Reporting to the Sr. Director of GTM Finance, this role will drive planning, expense management, and operational visibility across the full GTM P&L. This is both a strategic and highly operational role. You’ll lead annual and quarterly GTM planning cycles, build headcount and capacity models, and deliver executive-ready reporting that drives accountability and transparency. You’ll partner cross-functionally with GTM Ops and Finance leaders to harmonize planning frameworks, refine key metrics, and perform scenario analyses that inform international expansion, new GTM motions, and investment trade-offs. The ideal candidate is an expert in GTM financial management with a forward-looking mindset—equally comfortable optimizing expenses, evaluating business cases, and deploying AI-enabled forecasting tools to improve accuracy and scalability. In a fast-growing, global cybersecurity enterprise, your impact will shape how we invest resources, measure performance, and accelerate sustainable growth.

Requirements

5–8+ years of progressive experience in FP&A, Strategic Finance, or BizOps, preferably within high-growth B2B SaaS or cybersecurity.
Proven track record supporting GTM functions (Sales, Customer Success, Marketing) with financial planning, reporting, and investment decision-making.
Expert financial modeling capabilities, with the ability to build driver-based, headcount, capacity, and scenario models from the ground up.
Hands-on experience managing and consolidating multi-department P&Ls, ensuring visibility, accountability, and actionable insights across functions.
Exceptional cross-functional influence and communication skills, able to partner credibly with GTM leaders, Ops teams, and executives to align on strategy and execution.
Advanced proficiency in Excel / Google Sheets, with experience using modern planning platforms (Pigment, Anaplan, Adaptive, or equivalent) to scale processes.
Analytical storytelling expertise, capable of translating complex data and models into clear, compelling narratives for senior leadership.
Comfort with ambiguity and fast-paced environments, operating with ownership, urgency, and precision while scaling processes in a dynamic global business.
Forward-looking, technology-driven mindset, with exposure to AI-enabled forecasting, planning automation, or advanced analytics tools preferred.

Nice To Haves

Experience with AI-enabled finance platforms or predictive analytics for planning/forecasting.
Exposure to cybersecurity, SaaS enterprise GTM , or global expansion models.
Familiarity with usage-based pricing, multi-product GTM, or enterprise deal economics .
Experience supporting pre-IPO or post-IPO operating rhythms .
Background in consulting, strategic operations, or investor-facing finance roles.

Responsibilities

Lead GTM Planning Cycles: Drive annual, quarterly, and monthly GTM planning processes, consolidating inputs across Sales, Customer Success, and Marketing to ensure alignment with corporate goals.
Own the GTM P&L: Consolidate and manage the GTM P&L, providing financial visibility, transparency, and accountability across all customer-facing functions.
Headcount & Capacity Modeling: Build and maintain headcount, capacity, and productivity models that guide hiring strategies, productivity benchmarks, and long-term growth decisions.
Cross-Functional Partnership: Partner closely with Sales Ops, CS Ops, and Marketing Ops to harmonize planning frameworks, align performance metrics, and ensure operational execution supports financial objectives.
Scenario Planning & Sensitivity Analysis: Perform scenario modeling and sensitivity analyses to assess evolving business models, international expansion, pricing strategies, and new GTM motions.
Executive Reporting & Insights: Deliver executive-ready reporting and analysis for GTM and Finance leadership, including variance analyses, ROI tracking, investment trade-offs, and strategic recommendations.
Ad Hoc Strategic Projects: Support and lead special projects that cut across GTM functions, providing financial insight, bandwidth, and connective tissue between business units.
Champion Forecasting Innovation: Introduce and champion modern, AI-enabled forecasting tools and methodologies to improve accuracy, scalability, and speed of decision-making
Expense Optimization: Identify, track, and optimize GTM operating expenses, ensuring resources are allocated efficiently to maximize return on investment.
KPI Development & Governance: Define, monitor, and refine key GTM financial and operational metrics, establishing a governance framework that drives accountability across functions.
Investment Business Cases: Develop financial models and business cases for incremental GTM investments (e.g., new markets, programs, or partnerships) to guide strategic decision-making.
Process Standardization & Automation: Build repeatable, scalable processes for planning and expense management, leveraging automation and advanced analytics to reduce manual effort.