Strategic Finance Lead, Go-To-Market

About the role

The is responsible for owning the end-to-end revenue forecast and financial modeling for the entire commercial organization. This role serves as the primary financial steward for the Go-To-Market engine, ensuring all revenue assumptions are grounded in data and aligned with strategic objectives. You will manage the intricate relationship between quota setting, pipeline coverage, and realized revenue, providing a single source of truth for all commercial performance. The position requires a deep dive into booking trends, churn, and expansion metrics to safeguard the integrity of our financial planning process. You will architect the commercial metrics framework that dictates how success is measured across Sales, Marketing, and Customer Success. This role is pivotal in de-risking our revenue trajectory by applying rigorous scenario analysis to every major initiative. You will synthesize complex commercial activity into concise financial narratives that directly inform executive decision-making. Ultimately, you act as the financial compass ensuring our go-to-market investments generate the intended business value.

Key facts

What you'll do

• Assume ownership of the comprehensive revenue forecast model, synthesizing pipeline, bookings, churn, and expansion data into a unified view.
• Act as the definitive finance business partner to the Chief Commercial Officer, providing analytical leadership for all strategic Go-To-Market decisions.
• Architect and maintain the quota and quota attainment methodology, analyzing variance between plan, forecast, and actual performance.
• Drive the standardization of commercial metrics across Sales, Marketing, and Customer Success to ensure data consistency and transparency.
• Partner with Sales Leadership to dissect pipeline coverage ratios, identifying gaps and advising on corrective actions to meet targets.
• Conduct in-depth variance analysis on revenue performance, isolating root causes and prescribing actionable remedies for commercial teams.
• Collaborate with Customer Success to model net revenue retention, expansion revenue, and churn, embedding financial rigor into retention strategies.
• Translate complex market and sales dynamics into sophisticated financial models that evaluate the ROI of new GTM initiatives and marketing campaigns.
• Establish the governance framework for sales compensation plans, ensuring they are both financially sound and strategically aligned.
• Challenge existing assumptions by performing scenario and sensitivity analyses to test the robustness of our commercial strategy under various conditions.
• Define and monitor the key drivers of pipeline velocity, analyzing the efficiency of our sales funnel from lead to cash.
• Provide executive-level reporting on commercial health, distilling large datasets into clear insights that guide resource allocation.
• Work cross-functionally with Product and Operations to assess the financial implications of new product features or market entries.
• Maintain a relentless focus on data integrity, ensuring all financial models are accurate, auditable, and scalable as the business grows.

Requirements

• Bachelor's degree in Finance, Accounting, Economics, or a related quantitative field; advanced degree preferred.
• 8+ years of progressive finance experience, with at least 3 years in a Business Partner or FP&A role within a SaaS or high-growth environment.
• Demonstrated expertise in building and maintaining complex financial models and revenue forecasting methodologies.
• 8+ years of professional experience leveraging Excel and Google Sheets for advanced financial analysis and reporting.
• Proven ability to manage large datasets and perform statistical analysis to derive actionable business insights.
• Exceptional written and verbal communication skills, with the ability to translate financial jargon into actionable guidance for non-finance stakeholders.
• Deep understanding of subscription-based revenue recognition principles and SaaS metrics such as ARR, MRR, Churn, and LTV.
• Strong judgment and the ability to operate independently while managing multiple priorities in a fast-paced, dynamic environment.
• Experience working directly with executive leadership to influence strategy and drive business decisions.
• Demonstrated success in quota setting and territory planning within a enterprise software context.

Nice to have

• Experience in the energy, sustainability, or climate technology sector.
• Familiarity with enterprise software go-to-market motions and ENGIE business units.
• Knowledge of CRM platforms (e.g., Salesforce) and data visualization tools (e.g., Tableau).

Practical notes

Arcadia is open to fully remote candidates and employees have access to co-working spaces.