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San Francisco, California, United States
Remote only
About the Role
We're looking for a Strategic Finance Manager, GTM to serve as the primary finance partner to our Sales, Marketing, and Customer Success leadership. This is a high-visibility, high-impact role sitting at the center of GTM decision-making — helping leadership optimize investment, improve productivity, and drive predictable ARR growth.
You'll assist in owning end-to-end financial planning for our go-to-market functions, including commissions modeling, sales capacity planning, and GTM efficiency metrics. You'll bring both analytical rigor and strong executive presence, translating complex financial data into clear, actionable insights for senior stakeholders. This role is ideal for someone who thrives in a fast-paced environment, can operate with autonomy, and is energized by the intersection of finance, strategy, and revenue operations.
Strategic Partnership & Business Insights
Serve as the dedicated finance partner to GTM leadership (Sales, Marketing, Customer Success), providing data-driven guidance on investments, resource allocation, and strategic trade-offs
Translate complex financial models and SaaS operating metrics into clear narratives and recommendations for VP- and C-level stakeholders
Proactively surface risks, opportunities, and efficiency improvements across the GTM organization
Planning, Forecasting & Reporting
Assist in the annual operating plan (AOP), rolling forecasts, and long-range planning for all GTM functions
Build and maintain the topline capacity model and net new ARR forecast, including headcount, quota coverage, ramp assumptions, and pipeline inputs
Partner with Ops teams to align financial models with CRM data and GTM operating rhythms
Deliver monthly and quarterly variance analysis with crisp commentary for leadership and board-level reporting
Assist in commissions process including calculation, reporting, modeling for GTM teams and leadership compensation plans
Partner with GTM leadership and HR to help design, model, and stress-test new comp plan structures
Leverage CaptivateIQ's own platform to drive accuracy, automation, and transparency in commissions reporting — you'll be a power user of the product you help sell
SaaS Metrics & Unit Economics
Build and track GTM financial frameworks including CAC, LTV, payback period, sales productivity, and revenue efficiency metrics
Benchmark performance against SaaS industry peers and surface insights to guide GTM investment decisions
Develop ROI models for key GTM initiatives (new segments, headcount investments, marketing programs)
Systems, Automation & Process Improvement
Drive adoption and optimization of planning tools including Adaptive Insights (Workday Adaptive Planning) and other EPM platforms
Champion AI-powered automation to improve forecast accuracy, reduce manual work, and scale finance processes
Partner with Finance leadership on systems roadmap and tooling investments
Experience
5–8 years of progressive experience in GTM FP&A, strategic finance, or investment banking, with direct exposure to SaaS or high-growth B2B technology companies
Proven track record as a finance business partner to Sales, Marketing, or Customer Success organizations
Hands-on experience owning commissions modeling and/or variable compensation plan design
Background in investment banking or corporate finance at a bulge bracket or middle market firm is equally valued
Technical Skills
Expert financial modeler in Excel and/or Google Sheets; ability to build complex, dynamic models independently
Direct experience with Adaptive Insights (Workday Adaptive Planning) strongly preferred; familiarity with other EPM tools (Pigment, Anaplan, Mosaic) a plus
Proficiency with CRM reporting (Salesforce) and comfort working with large datasets; SQL experience a bonus
Familiarity with AI-driven automation tools and a desire to apply them to finance workflows
Domain Knowledge
Deep fluency in SaaS business metrics: ARR, ACV, NRR, CAC, churn, LTV, pipeline velocity, sales capacity
Strong understanding of incentive compensation mechanics and commission plan design
Knowledge of quota-setting frameworks, sales productivity benchmarks, and GTM efficiency ratios
Soft Skills
Exceptional communicator — able to present complex financial analysis to non-finance leaders clearly and confidently
Strong ownership mindset with the ability to operate independently in a fast-moving, ambiguous environment
Collaborative partner who earns trust across Sales, RevOps, HR, and the broader Finance team
Intellectual curiosity and a bias toward continuous improvement
Direct experience using CaptivateIQ or similar incentive compensation platforms
Prior experience at a company that went through a hyper-growth phase or public market preparation
MBA or advanced degree in Finance, Business, or a related field
