Director, GTM Finance & Topline Metrics

About the Role

Zscaler is seeking a Director, GTM Finance & Topline Metrics to own the financial architecture that shapes how our go-to-market performance is measured and understood. This role is responsible for constructing the bridge models and cohort analyses that translate raw business signals into a coherent ARR and ACV story. You will serve as the primary financial strategist for the GTM organization, ensuring that data drives decision-making and executive narratives are grounded in evidence. Your role sits at the intersection of detailed financial modeling and strategic communication, translating complex data into actionable operating language. Impact in this role is defined by the quality of your insights and the clarity with which you guides leadership. You will be instrumental in designing the quantitative frameworks that define how success is measured across the organization. The position requires a deep partnership with commercial teams to ensure the integrity of the metrics that guide strategic investment. Ultimately, you will own the story of the business, ensuring it is told accurately and persuasively to guide the company's future.

Key Facts

This role is based in San Jose, California, USA. It is a Hybrid position with a standard reporting relationship to the VP of GTM FP&A. The compensation package includes a base salary of $190,000, a target bonus of $25,000, and equity grants.

What You'll Do

You will architect the single source of truth for Annual Contract Value and Annual Recurring Revenue, building the bridge and cohort models used by Finance, Sales Operations, and executive leadership. You will design and forecast pipeline and ACV bookings by integrating Salesforce data with additional signals, testing multiple scenarios in partnership with GTM leaders. A core responsibility is modeling gross and net churn by cohort, segment, and product line, using product usage and support data to build predictive risk indicators for at-risk accounts. You will lead the topline planning for Annual Operating Plan cycles, creating multi-scenario financial models and preparing board-level earnings narratives. You will challenge existing pipeline and deal assumptions during forecast calls, aligning quota logic and deal economics with operational reality. When executive questions arise, you will translate them into analytical workstreams, converting vague concerns into clear metrics and timely dashboards. You will partner closely with Sales and Marketing to ensure data definitions remain consistent across all go-to-market channels. Finally, you will guide cross-functional partners in interpreting data, enabling them to make faster and higher-quality decisions. You will establish rigorous processes for data validation to ensure the accuracy of the metrics produced. The role demands a high level of intellectual curiosity to dissect complex datasets and uncover underlying trends. You will own the calculation and tracking of key performance indicators that influence strategic priorities. This position requires the ability to communicate sophisticated financial concepts to non-financial stakeholders effectively. You will play a key role in aligning the GTM organization around a shared set of metrics and goals. The work will involve a significant amount of collaboration with data engineering and product teams.

Requirements

You must approach messy business problems with structured thinking, replacing noise with clear frameworks and measurable outcomes. You must thrive in environments with ambiguity, building robust models even when inputs are limited and iterating quickly as strategy and data evolve. You must act as an owner, navigating seamlessly between detailed quantitative modeling and high-stakes executive conversations. You must move with urgency, compressing timelines for insight delivery without sacrificing accuracy or clarity. You must build deep trust across Sales, Marketing, and Operations, sustaining candid dialogue that aligns leaders around execution. You must have a strong understanding of SaaS business models, including how subscription revenue is recognized and measured. You must be highly proficient in Excel and Google Sheets, capable of building complex models without relying on inefficient methods. You must be comfortable working directly with large datasets and extracting insights using SQL or similar querying languages. You must possess excellent written and verbal communication skills to articulate findings and recommendations clearly. You must have a bachelor's degree in Finance, Economics, Mathematics, or a related quantitative field. You must have at least five years of progressive experience in financial planning and analysis, with a focus on GTM or revenue operations. You must demonstrate a track record of managing multiple priorities in a fast-paced, dynamic environment. You must be comfortable making decisions based on incomplete information and documenting the rationale clearly. You must have experience collaborating with cross-functional teams to solve complex business problems. You must be detail-oriented, with the ability to manage multiple projects and ensure timely delivery of accurate results. You must be comfortable presenting complex financial information to senior executives. You must be a self-starter with a strong sense of accountability for outcomes.

Nice to have

Prior experience in enterprise SaaS environments where finance, sales, and product data intersect is valuable. Comfort with tools that connect, model, and visualize data without relying on manual spreadsheets is preferred.

Practical Notes

Please confirm specific details regarding location and application procedures on the official page. This role represents a new duty order within Zscaler's finance organization, designed to support the company's AI-forward strategy and commitment to customer obsession. Your contributions will directly influence how Zscaler secures its position in the AI age. Please note that this is a Hybrid position, and specific hours will be confirmed during the interview process. Candidates must be authorized to work in the United States without sponsorship for this role. The start date is contingent upon business needs and the successful completion of the hiring process.