Director, GTM Finance

The role

The Director, GTM Finance serves as a strategic finance partner to Sales leadership. This person will lead revenue forecasting, manage a two-person FP&A and BI team, and own GTM financial models.

What you will do

• Serve as senior finance business partner to the Sales organization
• Own end-to-end billings, ARR, and revenue forecasts for the Direct Channel
• Build and maintain GTM financial models using Sales, Marketing, and Channel inputs
• Lead quarterly forecasting with Revenue Operations, Marketing Operations, product leaders, and executive stakeholders
• Own Sales annual operating plans and quarterly expense forecasts
• Partner with Accounting on close, accruals, and budget-to-actual reporting
• Evaluate GTM investment ROI and resource allocation
• Collaborate with GTM leaders on sales capacity models
• Lead and develop two direct reports
• Advance Tableau dashboards, data infrastructure, and scalable modeling and reporting standards

Required qualifications

• 8–12 years of progressive FP&A experience
• At least 3 years in senior finance business partnering or finance leadership
• Deep command of SaaS metrics and economics, including ARR, NRR, GRR, billings, churn, and revenue forecasting
• Demonstrated ownership of sales capacity planning, GTM financial modeling, and marketing funnel analysis
• Experience influencing senior GTM stakeholders
• Proven people-management experience, including coaching and developing analysts or managers
• Advanced financial modeling skills
• Proficiency with Planful, Adaptive Insights, Anaplan, or comparable planning tools and Salesforce data
• Bachelor’s degree in Finance, Accounting, Economics, or a related field

Nice to have

• preferably in B2B SaaS
• Tableau or Looker experience
• MBA
• CPA

Benefits

• performance-based bonuses for eligible roles
• generous benefits package that supports employees' health and well-being
• flexible time off
• hybrid work options
• professional development opportunities
• equity if eligible

About the company

SmartBear delivers application integrity for modern tech stacks, offering deep test automation, API lifecycle management, and observability capabilities. The company is trusted by developers, testers, and software engineers across 32,000 organizations.