About the Role
We are looking for a Senior Director of GTM Finance to lead the financial strategy and operating cadence across our go-to-market organization.
This leader will partner closely with Sales, Marketing, Customer Success, and GTM Operations to translate company growth objectives into actionable plans across bookings, pipeline, capacity, productivity, retention, investment, and profitability.
This is a highly visible leadership role for someone who combines strong financial judgment with deep SaaS and GTM operating experience. The right candidate will be equally comfortable advising executives, challenging assumptions, building rigorous financial models, and diving into the underlying data and processes when needed.
A critical part of the role is modernizing how GTM Finance operates. We expect this leader to embrace AI, automation, and advanced analytics to improve forecast accuracy, accelerate decision-making, strengthen controls, and reduce manual work.
The role will also have meaningful responsibility for sales compensation and commissions, including plan economics, forecasting, governance, administration, and partnership with Accounting and GTM leadership.
What You Will Own
- Lead Finance partnership for Sales, Marketing, Customer Success, and other GTM functions, providing a clear financial point of view on performance, investments, tradeoffs, and growth opportunities.
- Own GTM planning and forecasting across bookings, ARR, pipeline, sales capacity, productivity, headcount, operating expenses, retention, and other key business drivers.
- Develop a deep understanding of GTM performance and proactively identify risks and opportunities before they become visible in reported results.
- Partner with Sales and GTM Operations on capacity planning, territory and quota assumptions, ramp, productivity, pipeline coverage, conversion, and resource allocation.
- Partner with Marketing leadership to evaluate demand generation performance, investment efficiency, pipeline creation, attribution, and allocation of resources across programs and channels.
- Support Customer Success and Renewals leadership with retention, churn, expansion, renewal economics, and capacity planning.
- Lead the financial strategy and governance for sales compensation plans, including plan design, modeling, quota economics, incentive alignment, and cost forecasting.
- Oversee commissions forecasting and administration in partnership with Accounting and Sales Compensation, with a strong focus on accuracy, controls, scalability, and clear ownership.
- Build executive-ready narratives that connect financial results with operational drivers and clearly articulate what happened, why it happened, and what actions should follow.
- Provide financial leadership on major GTM initiatives, including new products, geographic expansion, pricing and packaging changes, channel investments, productivity programs, and other growth initiatives.
- Build and continuously improve driver-based financial models that connect pipeline, capacity, productivity, conversion, retention, and investment assumptions to bookings, ARR, revenue, and profitability.
- Use AI, automation, and advanced analytics to improve forecasting, variance analysis, management reporting, scenario planning, and recurring Finance processes.
- Identify opportunities to eliminate manual workflows and build more scalable processes across planning, reporting, commissions, and business partnership activities.
- Establish clear metrics, operating cadences, and management reporting that enable GTM and Finance leaders to make faster and better decisions.
- Lead, develop, and raise the bar for the GTM Finance team, creating clear accountability while building strong relationships across Finance and the business.
What We Are Looking For
- 12+ years experience in FP&A, strategic finance, or a related discipline, including leadership experience in a high-growth SaaS or recurring revenue business.
- Deep understanding of SaaS and GTM economics, including ARR, bookings, pipeline, conversion, sales capacity, rep productivity, retention, and customer acquisition.
- Demonstrated experience owning or materially influencing GTM planning, forecasting, and resource allocation.
- Strong experience partnering directly with senior Sales, Marketing, Customer Success, and Finance executives.
- Meaningful experience with sales compensation strategy, plan modeling, quota economics, commissions forecasting, or commissions administration.
- Strong command of operating expense and headcount management, with the ability to connect investments to business outcomes.
- Exceptional analytical skills and the ability to move comfortably between detailed operating analysis and executive-level strategic discussions.
- Strong financial modeling skills and experience building driver-based forecasts and scenarios in complex, rapidly changing environments.
- Ability to translate large amounts of financial and operational data into concise insights, recommendations, and actions.
- Demonstrated ability to improve processes, systems, controls, and operating discipline rather than simply manage existing workflows.
- Strong interest in AI and automation, with practical experience using modern tools to improve Finance productivity, analysis, or decision support.
- High ownership mindset. Comfortable personally driving important work while also building a team that can operate independently at scale.
- Bachelor’s degree in Finance, Accounting, Economics, Engineering, or a related quantitative field. MBA, CPA, or equivalent advanced experience is a plus.
Nice to Have
- Experience in cybersecurity, enterprise software, or another complex B2B SaaS environment.
- Experience with modern planning, BI, CRM, commissions, and data platforms.
- Experience applying machine learning, data science, or AI techniques to forecasting, pipeline analytics, or financial planning.
- Experience supporting new product launches, multi product expansion, international expansion, channel strategy, or multi-product GTM models.
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A note on AI in our process:
Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore.They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards.
Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.
