Director, GTM Finance

About the role

Customer.io is seeking a Director of Go-to-Market Finance to oversee the entire GTM P&L as the company expands from over $100 million in Annual Recurring Revenue towards $1 billion. This role requires a strategic finance professional with a strong understanding of go-to-market operations, capable of building financial models from scratch and partnering effectively with executive leadership. The position will also involve building and leading a finance team.

Key facts

What you'll do

• Manage the complete go-to-market P&L, encompassing revenue, gross margin, and operating expenses for Sales, Marketing, and Customer Success.
• Develop and manage unit economics and growth funnel models, including CAC, LTV/CAC, payback periods, magic number, and cohort analysis for both self-serve and sales-assisted channels.
• Own the ARR roll-forward, bookings, and revenue forecasting processes, ensuring accuracy, reconcilability, and independent stress-testing against assumptions.
• Collaborate with Sales and RevOps on capacity planning, deal economics, and pricing strategies to maintain margin and ARR quality without hindering sales velocity.
• Create and present the monthly and quarterly GTM reporting package to the executive team and Board, including variance analysis with root cause explanations.
• Advocate for and implement AI-driven finance workflows and build out the GTM finance team as Customer.io grows beyond $250 million in ARR.

Requirements

• A minimum of 10 years of experience in Financial Planning & Analysis (FP&A), strategic finance, or similar roles within established organizations.
• Proven ability to construct financial models from the ground up, rather than relying on pre-existing structures.
• Extensive experience partnering with Sales, Marketing, or Customer Success teams on go-to-market strategies and financial planning.
• Familiarity with subscription/SaaS metrics such as ARR, NRR, CAC, and LTV, or the ability to quickly acquire this knowledge.
• Demonstrated success in integrating AI into finance workflows, with concrete examples of impact.
• Experience leading and developing finance professionals.
• Proficiency in Excel and experience with planning and GTM systems, including NetSuite, Salesforce, Gong, and Drivetrain. Snowflake experience is a plus.
• A Bachelor's degree in Finance, Accounting, Economics, or a related field.

Nice to have

• An MBA.

Skills & tools

• Excel
• Snowflake (plus)
• NetSuite
• Salesforce
• Gong
• Drivetrain

Practical notes

• Salary range: $200,000-$255,000 USD.
• Benefits include 100% coverage of medical, dental, vision, mental health, and supplemental insurance premiums for employees and their families.
• 16 weeks paid parental leave.
• Unlimited Paid Time Off (PTO).
• Stipends for remote work and wellness.
• Professional development budget.
• Interviews will be conducted via Zoom.
• All final candidates will undergo a background check and employment verification.