← All roles

Strategic Finance Manager, GTM

CaptivateIQ· G&A – Finance Team
Apply on company site
Remote$145k - $195kFull-timePosted 4mo ago

About the role

Strategic Finance Manager, GTM serves as the primary finance partner to Sales, Marketing, and Customer Success leadership, owning end-to-end financial planning for go-to-market functions, including commissions modeling, sales capacity planning, and GTM efficiency metrics to drive ARR growth.

Responsibilities

  • Serve as the dedicated finance partner to GTM leadership (Sales, Marketing, Customer Success), providing data-driven guidance on investments, resource allocation, and strategic trade-offs
  • Translate complex financial models and SaaS operating metrics into clear narratives and recommendations for VP- and C-level stakeholders
  • Proactively surface risks, opportunities, and efficiency improvements across the GTM organization
  • Assist in the annual operating plan (AOP), rolling forecasts, and long-range planning for all GTM functions
  • Build and maintain the topline capacity model and net new ARR forecast, including headcount, quota coverage, ramp assumptions, and pipeline inputs
  • Partner with Ops teams to align financial models with CRM data and GTM operating rhythms
  • Deliver monthly and quarterly variance analysis with crisp commentary for leadership and board-level reporting
  • Assist in commissions process including calculation, reporting, modeling for GTM teams and leadership compensation plans
  • Partner with GTM leadership and HR to help design, model, and stress-test new comp plan structures
  • Leverage CaptivateIQ's platform to drive accuracy, automation, and transparency in commissions reporting
  • Build and track GTM financial frameworks including CAC, LTV, payback period, sales productivity, and revenue efficiency metrics
  • Benchmark performance against SaaS industry peers and surface insights to guide GTM investment decisions
  • Develop ROI models for key GTM initiatives (new segments, headcount investments, marketing programs)
  • Drive adoption and optimization of planning tools including Adaptive Insights (Workday Adaptive Planning) and other EPM platforms
  • Champion AI-powered automation to improve forecast accuracy, reduce manual work, and scale finance processes
  • Partner with Finance leadership on systems roadmap and tooling investments

Qualifications

  • 5–8 years of progressive experience in GTM FP&A, strategic finance, or investment banking, with direct exposure to SaaS or high-growth B2B technology companies
  • Proven track record as a finance business partner to Sales, Marketing, or Customer Success organizations
  • Hands-on experience owning commissions modeling and/or variable compensation plan design
  • Background in investment banking or corporate finance at a bulge bracket or middle market firm is equally valued
  • Expert financial modeler in Excel and/or Google Sheets; ability to build complex, dynamic models independently
  • Direct experience with Adaptive Insights (Workday Adaptive Planning) strongly preferred; familiarity with other EPM tools (Pigment, Anaplan, Mosaic) a plus
  • Proficiency with CRM reporting (Salesforce) and comfort working with large datasets; SQL experience a bonus
  • Familiarity with AI-driven automation tools and a desire to apply them to finance workflows
  • Deep fluency in SaaS business metrics: ARR, ACV, NRR, CAC, churn, LTV, pipeline velocity, sales capacity
  • Strong understanding of incentive compensation mechanics and commission plan design
  • Knowledge of quota-setting frameworks, sales productivity benchmarks, and GTM efficiency ratios
  • Exceptional communicator — able to present complex financial analysis to non-finance leaders clearly and confidently
  • Strong ownership mindset with the ability to operate independently in a fast-moving, ambiguous environment
  • Collaborative partner who earns trust across Sales, RevOps, HR, and the broader Finance team
  • Intellectual curiosity and a bias toward continuous improvement
  • Direct experience using CaptivateIQ or similar incentive compensation platforms (bonus)
  • Prior experience at a hyper-growth or pre-IPO company (bonus)
  • MBA or advanced degree in Finance, Business, or related field (bonus)

Skills

Required:GTM FP&A partnershipsCommissions modelingFinancial modeling (Excel/Sheets)CRM data analysis (Salesforce)
Nice to have:Adaptive Insights / Workday Adaptive PlanningSQL (bonus)

Benefits

  • Comprehensive Healthcare: 100% coverage for medical, dental, and vision for all FTEs, with roughly 75% coverage for dependents
  • Flexible Time Off: Flexible vacation days plus quarterly mental health days
  • Annual Stipends: Professional development and caretaking funds
  • Work Anniversary Bonuses: Annual bonuses
  • Retirement Savings (US-Only): 401(k) plan
  • Premium Tools: Latest Apple hardware
  • Inclusive Community: Employee Resource Groups supporting DEI goals
Last updated Oct 21, 2026. Interested? Apply on the company site.
CaptivateIQ logo

About CaptivateIQ

Agile commission software to design, deploy & adapt commission plans.

CaptivateIQ is on a journey to modernize the world of incentive compensation. Our hope is that people will feel more connected at work if there is greater transparency in how they are rewarded for their efforts. We partner with amazing companies like Carta, Intercom, Gong, and Newfront Insurance to simplify their commissions. Since launching in 2017, we have raised $63M and are backed by leading investors including Sequoia Capital, Accel, S28 Capital, Amity Ventures, and Y Combinator.

saas
Company profileWebsite

More open roles at CaptivateIQ