GTM And Strategic Finance

Sanas•Palo Alto, CA

2d•Hybrid

About The Position

Sanas is looking for a Head of GTM and Strategic Finance reporting to the CFO to build the operating backbone that connects our go-to-market strategy, financial plan, and execution. This leader will sit at the intersection of Finance, Sales, Marketing, Customer Success, Product, and Partnerships, translating growth strategy, pipeline, capacity, productivity, customer economics, and product priorities into the financial forecasts and operating plans that drive executive decision-making. The role will establish a single, objective view of GTM performance and economics across functions and create the planning and reporting rigor required to scale the business. This is a hybrid role by design: we need someone fluent in both financial rigor (ARR/bookings models, unit economics, CAC/payback, capacity planning, and budgeting) and GTM operations (pipeline, forecasting, productivity, systems, and performance management).

Requirements

10+ years of experience in Revenue/Finance, FP&A with solid understanding of Revenue Operations and GTM Strategy at a high-growth SaaS or B2B software company.
Track record building and owning GTM KPI frameworks and executive/Board-level reporting.
Experience with partnership or channel economics, attribution, incentive design is strongly preferred.
Experience with CRM and GTM systems (Salesforce, CPQ, forecasting/BI tooling) and a bias toward automation over manual reporting.

Nice To Haves

MBA, management consulting experience is a plus.

Responsibilities

Own the GTM operating model connecting bookings, ARR, pipeline, conversion, capacity, productivity, retention/expansion, headcount, and investment.
Identify and prioritize growth opportunities across verticals, segments, products, geographies, and routes-to-market; develop business cases and test-and-scale plans for high-potential opportunities.
Provide an objective, data-driven view of GTM performance and surface gaps, risks, and trade-offs to executive leadership.
Own pipeline health: coverage, velocity, conversion, and attrition, source mix and turn gaps into concrete action with GTM leadership.
Lead annual and in-year sales capacity planning: headcount, ramp timing, comp planning in partnership with GTM Leadership.
Maintain the quota-to-plan and capacity-to-plan bridges, ensuring bookings targets are supported by realistic capacity, pipeline, productivity, and conversion assumptions.
Define and continuously improve the core GTM KPI framework (pipeline conversion, sales productivity, win rates, cycle time, NRR, CAC/payback, magic number, etc.).
Establish clear accountability across Sales, Marketing, and Customer Success for the metrics and operating assumptions that drive the company plan.
Drive data quality and reporting scalability across GTM systems partnering with system owners to improve forecasting accuracy.
Drive CAC, customer acquisition efficiency, payback, unit economics, and ROI analysis by segment, product, channel, and customer cohort.
Develop scenario models that allow leadership to understand trade-offs among growth, investment, capacity, and profitability.
Create the analytical foundation for resource allocation decisions across GTM functions.
Serve as the strategic and financial lead for partnership and channel motions: deal structuring, pricing, revenue share, and incentive alignment.
Define incrementality, channel attribution, and success metrics for partner-sourced and partner-influenced revenue; integrate these into the broader GTM forecast.
Partner with Product, Engineering, and GTM to translate roadmap priorities into investment cases, operating plans, and measurable return expectations.
Support modeling of product and infrastructure economics, including inference and cost-per-minute economics, and their implications for pricing, gross margin, and product investment decisions.
Partner on pricing decisions, and other strategic investment analyses.
Own the GTM financial model: bookings, ARR, sales capacity, and quota design as the connective tissue between Finance and GTM execution.
Lead GTM planning and budgeting cycles, ensuring investment across Sales, Marketing, and Partnerships is sized appropriately against topline targets.