Senior Financial Analyst, GTM Business Partner

Armadin•Palo Alto, CA

1d•Onsite

About The Position

As Sr Financial Analyst for GTM, you'll own the financial engine of our GTM organization. You'll manage top-line revenue and bookings, oversee commissions and incentive structures, track and control GTM OpEx (travel & expenses by region), and forecast with the precision that informs hiring, compensation, and strategic decisions. You'll partner directly with our Sales and Marketing leaders. You'll need to speak their language: understand territory dynamics, compensation mechanics, and contract structures. You'll also need to own the spreadsheets: build models, analyze actuals vs. forecast, and explain variance to leadership.

Requirements

5–7 years GTM finance or FP&A; SaaS background valuable
Fluent in sales language: bookings, revenue, ARR, ACV, commission mechanics, and sales rep economics
Advanced Excel, SQL/API, and automation skills; can build complex models and dashboards
Startup operator mentality: works independently in fast-growing environments, comfortable with ambiguity and evolving processes
Translates unit economics into executive narratives, builds trust with GTM leaders, and holds sales accountable to their number

Nice To Haves

Experience scaling a sales organization (10 → 75+ reps) in high-growth SaaS or B2B enterprise software with complex deal mechanics
Background designing or managing commission structures and incentive alignment
Proficiency with sales tools (Salesforce, HubSpot); can pull data and build dashboards
Exposure to financial forecasting models and scenario planning
Established relationships with GTM leaders across sales, marketing, or customer success

Responsibilities

Own Sales Revenue & Bookings Management
Maintain source of truth for sales metrics and dashboards (ARR, TCV, bookings, pipeline by stage, win rates, conversion rates, deal size, sales cycle)
Reconcile CRM bookings (Hubspot/Salesforce) to accounting; ensure revenue recognition and billings align
Forecast quarterly/annual bookings by region (East/West) and product line, updated monthly with wins and pipeline movement
Manage Sales Commissions & Incentive Structures
Oversee accurate, timely monthly/quarterly commission payouts
Model how commission structure changes affect rep behavior and margins
Investigate and settle commission disputes
Track commission expense vs. budget and forecast burn as headcount scales
Control & Forecast GTM OpEx
Approve T&E requests within policy; track spend by region, team, and role; flag anomalies
Forecast T&E growth with headcount and new regions; partner with operations to optimize policy and resource allocation
Report monthly on T&E vs. budget, accrued commissions, and total sales operations cost
Build & Maintain Sales Forecasting Models
Build multi-scenario sales forecasts (base/upside/downside); forecast headcount impact; conduct monthly variance analysis
Model cost of sales (CAC, commission, T&E) and pricing scenarios against bookings and margins
Partner with Sales Leadership on Strategic Decisions including regular presentations to the VP of Sales, CEO, and CFO to inform territory design, pricing strategy, compensation changes, and hiring plans.
Analyze customer/segment economics (retention, margin, expansion potential)
Present sales performance to board and leadership (actual vs. quota, bookings trends, forecast, commission expense)
Build Systems & Standards as We Scale
Define financial standards, cadences (weekly pipelines, monthly forecasts, quarterly reviews), and playbooks for scalable FP&A operations
Automate commission calculations and payouts (Excel models or Salesforce/Clari)
Build real-time sales dashboards for leadership and reps to track quota progress