Strategic Finance Manager, GTM

About the role

You will own the end-to-end sales capacity modeling for the GTM organization, translating pipeline targets into a rigorous headcount plan, ramp timeline, quota structure, and territory design in partnership with Pre-Sales, Post-Sales, and RevOps. You will drive the quarterly and annual planning cycle for the entire go-to-market organization, ensuring alignment between strategy, capacity, and financial constraints. This role requires you to design, own, and administer the GTM incentive and commission framework, including plan design, payout calculations, and ongoing governance to ensure fairness and effectiveness. You will serve as the embedded finance partner to the CRO and CCO, sitting in on their deals and influencing hiring decisions as an extension of their leadership team. You will build and maintain the GTM financial model that covers pipeline coverage, bookings, ARR, churn, and expansion to present the full revenue picture to leadership. You will define and track GTM-specific KPIs such as CAC, payback period, sales efficiency, and quota attainment, then deliver crisp reporting packages to both leadership and the Board. You will partner with RevOps to construct dashboards and forecasting infrastructure that provide the sales organization with real-time visibility into performance and health metrics. You will operate with a high ownership mentality, taking initiative, driving projects to completion, and holding yourself to a high bar in a fast-paced, dynamic environment.

Key facts

What you'll do

• Own sales capacity modeling end-to-end - headcount planning, ramp assumptions, quota-setting, and territory design - partnering with Pre-Sales, Post-Sales, and RevOps to translate revenue targets into a credible plan.
• Drive the quarterly and annual planning cycle for the GTM org, translating strategic bets into resource plans and scenario analyses.
• Design, own, and administer the GTM incentive and commission framework, including plan design, payout calculations, and ongoing governance.
• Serve as the embedded finance partner to the CRO and CCO - in their deals, in their hiring decisions; you are an extension of their leadership team.
• Build and maintain the GTM financial model: pipeline coverage, bookings, ARR, churn, and expansion - the full revenue picture.
• Define and track GTM-specific KPIs (CAC, payback period, sales efficiency, quota attainment) and deliver crisp reporting packages to leadership and the Board.
• Partner with RevOps to build dashboards and forecasting infrastructure that give the sales org real-time visibility into performance.
• Translate board-level expectations into operating plans and metrics that the GTM team can execute against.
• Conduct deep-dive variance analyses against plan, diagnosing root causes and recommending corrective actions.
• Act as the central owner of data integrity for GTM metrics, ensuring definitions are consistent across systems and stakeholders.
• Run scenario planning exercises to evaluate trade-offs between hiring, quota, and compensation investments.
• Collaborate closely with Product and Customer Success to align GTM strategy with product adoption and retention outcomes.
• Champion the use of data and structured frameworks to replace gut-based decision making in sales execution.
• Mentor junior finance and RevOps partners on modeling best practices and rigorous analysis.

Requirements

• 8-10 years of experience in Strategic Finance, Corporate Finance, GTM Finance, Revenue Ops or a closely related role at a high-growth technology company.
• 2+ years of investment banking at a top-tier firm.
• Expert financial modeling skills - you can build from scratch, stress-test assumptions, and translate outputs into clear business narratives.
• Deep familiarity with SaaS revenue metrics and GTM economics - ARR, NRR, CAC, LTV, payback period, sales efficiency; you speak the language of a revenue org.
• Hands-on experience with sales capacity modeling, quota design, and GTM incentive plan design - variable pay structures, SPIFs, commission mechanics.
• Comfort working directly with CRM and RevOps data (Salesforce, Gong, etc.) to build bottoms-up forecasts and pipeline analytics.
• Strong analytical instincts and the ability to distill complexity into structured frameworks and actionable recommendations.
• Demonstrated ability to influence without authority - you can get alignment across teams who do not report to you.
• High ownership mentality - you take initiative, drive projects to completion, and hold yourself to a high bar.
• Comfortable working in a fast-paced, dynamic environment where priorities can shift quickly.
• Proficiency in Google Sheets / Excel; experience with SQL or BI tools a strong plus.
• You are based in New York City and able to work in-office full-time.
• You are legally authorized to work in the United States without sponsorship at this time.
• You bring a proven track record of operating in regulated industries and understanding compliance implications for finance operations.
• You have experience managing sensitive compensation and incentive programs that tie directly to revenue outcomes.

Nice to have

• Experience in industries where conversational AI or embedded customer support is a core product theme.
• Background in companies that have scaled GTM organizations from early-stage to enterprise-grade maturity.
• Familiarity with modern RevOps platforms and data orchestration tools beyond Salesforce and Gong.
• Prior collaboration with investor-facing reporting and board-level finance processes.

Practical notes

This role is based in New York City and requires full-time in-office presence. The position reports to the leadership team and operates at the intersection of finance, revenue operations, and GTM strategy. You must be comfortable with frequent priority shifts and rapid execution cycles. The successful candidate will directly support the CRO and CCO in scaling the sales engine while maintaining financial rigor and transparency.