Strategic Finance Manager, GTM

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

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

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)

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

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

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

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

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