Senior Director, GTM Finance

The role

The Senior Director of GTM Finance leads financial strategy and operating cadence across the go-to-market organization. This leader partners with Sales, Marketing, Customer Success, and GTM Operations to translate growth objectives into actionable plans.

What you will do

• Lead Finance partnership for Sales, Marketing, Customer Success, and other GTM functions
• Own GTM planning and forecasting across bookings, ARR, pipeline, sales capacity, productivity, headcount, operating expenses, and retention
• Partner with Sales and GTM Operations on capacity planning, territory and quota assumptions, and resource allocation
• Partner with Marketing leadership to evaluate demand generation performance and investment efficiency
• Support Customer Success and Renewals leadership with retention, churn, expansion, and renewal economics
• Lead financial strategy and governance for sales compensation plans
• Oversee commissions forecasting and administration
• Build executive-ready narratives connecting financial results with operational drivers
• Provide financial leadership on major GTM initiatives like new products and geographic expansion
• Build and improve driver-based financial models

Required qualifications

• 12+ years experience in FP&A, strategic finance, or a related discipline
• Leadership experience in a high-growth SaaS or recurring revenue business
• Deep understanding of SaaS and GTM economics
• Demonstrated experience owning or materially influencing GTM planning, forecasting, and resource allocation
• Strong experience partnering directly with senior Sales, Marketing, Customer Success, and Finance executives
• Meaningful experience with sales compensation strategy, plan modeling, quota economics, commissions forecasting, or commissions administration
• Strong command of operating expense and headcount management
• Exceptional analytical skills
• Strong financial modeling skills
• Ability to translate large amounts of financial and operational data into concise insights
• Demonstrated ability to improve processes, systems, controls, and operating discipline
• Strong interest in AI and automation, with practical experience using modern tools

Nice to have

• MBA, CPA, or equivalent advanced experience
• Experience in cybersecurity, enterprise software, or another complex B2B SaaS environment
• Experience with modern planning, BI, CRM, commissions, and data platforms
• Experience applying machine learning, data science, or AI techniques to forecasting, pipeline analytics, or financial planning
• Experience supporting new product launches, multi product expansion, international expansion, channel strategy, or multi-product GTM models

Benefits

• Base salary
• Bonus or incentive compensation
• Equity
• Comprehensive benefits package

Before you apply

• Successful candidates must successfully complete pre-employment checks to progress to a final offer

About the company

abnormalsecurity is an equal opportunity employer.