Strategic Finance Manager, GTM
Job description
About the role
You own the economics of how we go to market at Hightouch as our GTM Strategic Finance Manager. You will build and run the models that connect sales capacity, pipeline, and quota to our ARR growth and retention targets. You will be the finance partner to the CRO and GTM leaders when they need to know whether the capacity and spend actually support targets. Working alongside the Head of Strategic Finance and in close partnership with RevOps, you will own the capacity and productivity models, pipeline-to-ARR forecasting, segment-level economics, and the sales-efficiency analysis behind board reporting. You own the revenue engine: what it costs to acquire and retain a dollar of ARR, and how we deploy sales and marketing spend to hit the number efficiently. Your work will directly shape how we invest in growth at one of the fastest-growing companies in our category, ensuring every decision is backed by rigorous analysis and clear narrative.
Key facts
What you'll do
Own the sales capacity and productivity model: rep ramp, quota coverage, attainment assumptions, and whether the hiring plan supports the ARR growth targets.
Build pipeline-to-ARR forecasting, including pipeline coverage, conversion and win rates, and sales cycle, and translate all of it into a defensible bookings and ARR forecast across segments.
Own GTM unit economics (CAC, CAC payback, magic number, LTV to CAC, and sales and marketing efficiency) and keep them rigorous, consistent, and decision-ready.
Partner with the CRO, sales leaders, and Marketing to pressure-test the ROI of GTM investments.
Partner on pricing and packaging economics.
Prepare the GTM analysis and supporting materials behind board and investor reporting, in close partnership with the Head of Strategic Finance and CFO.
Lead ad hoc GTM scenario analysis (new segments, new motions, or pricing changes) that helps leaders across the company make faster, better-informed decisions.
Requirements
4 to 7 years of experience in strategic finance, FP&A, GTM or sales finance, investment banking, private equity, or management consulting, including time at a high-growth software company.
Modeling skills that bridge finance and operations, including capacity and productivity models, pipeline and bookings models, cohort and segment analysis, and scenario work.
Deep command of GTM and SaaS unit economics, such as CAC, CAC payback, magic number, LTV to CAC, net and gross retention, sales efficiency, and pipeline coverage.
Fluency working directly with data, including navigating a modern BI stack (for example Snowflake, dbt, and Looker or Omni), plus comfort with CRM data such as Salesforce.
Expert proficiency in Excel or Google Sheets, with a high bar for accuracy and attention to detail.
Clear, concise communication, with the ability to translate complex analysis into a narrative that GTM leaders and the board can act on, and the presence to partner with and influence a CRO and senior sales leaders.
High ownership and low ego, comfortable driving workstreams independently in a fast-moving, ambiguous environment.
A first-principles mindset and strong business judgment, with genuine curiosity about how the go-to-market engine works.
Nice to have
Experience scaling a GTM or sales finance function at a high-growth software company through rapid revenue growth.
Hands-on experience with quota, capacity, and territory planning, and with comp or commission plan design.
Familiarity with consumption or usage-based pricing and how it affects ARR, retention, and gross margin.
Experience partnering directly with a RevOps team, and comfort working across the seam between finance ownership and revenue operations.
Practical notes
E-Verify Statement: Hightouch participates in E-Verify. After you join the team, we'll verify your eligibility to work in the U.S. by submitting information from your Form I-9 to the Social Security Administration and, if needed, the Department of Homeland Security. This process happens post-hire only - we never use E-Verify to pre-screen applicants.
E-Verify Notice: https://www.rhoworld.com/wp-content/uploads/E-Verify_Participation_Poster-1.pdf
E-Verify Notice (Spanish): https://www.rhoworld.com/wp-content/uploads/E-Verify_Participation_Poster_ES-1.pdf
Right to Work Notice: https://www.rhoworld.com/wp-content/uploads/ier_poster_final.pdf
Right to Work Notice (Spanish): https://www.rhoworld.com/wp-content/uploads/spanish_ier_poster_final.pdf