Director, Cloud GTM Finance

jobr.pro

Sunnyvale (CA)

On-site

USD 202,000 - 253,000

Full time

14 days+

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Benefits offered by this job

Competitive compensation packages

Comprehensive health, dental & vision insurance

401(k) Retirement plan with company match

Paid time off

Professional development & tuition reimbursement

Job summary

jobr.pro is seeking a Director, Cloud GTM Finance to partner with their Cloud GTM organization in Sunnyvale, California. This strategic role involves shaping the GTM Finance function, developing a team, and influencing significant financial decisions.

The ideal candidate will have over 10 years of experience in strategic finance, especially within high-growth technology companies, alongside strong leadership skills and expertise in revenue mechanics and sales compensation.

Qualifications

10+ years of experience in Strategic Finance, FP&A, or GTM/Sales Finance.
Experience as finance partner to senior GTM leaders in tech companies.
Deep understanding of revenue mechanics and pricing frameworks.

Responsibilities

Own revenue forecasting across Cloud and Managed AI products.
Design scalable sales incentive plans with RevOps and HR.
Model economics of partnerships, channel, and reseller agreements.

Skills

Strategic Finance

FP&A

GTM / Sales Finance

Investment Banking

Private Equity

Management Consulting

Education

Bachelor's degree in Finance or related field

Tools

Financial modeling tools

FP&A tools

Job description

About the Role

The Director, Cloud GTM Finance is the strategic finance business partner to Crusoe's Cloud GTM organization, including Sales, Customer Success, Solutions Engineering, Partnerships, and Revenue Operations. Reporting into the head of Cloud Finance and working hand-in-hand with the GTM leadership team.

This is a builder role. You will shape the GTM Finance function from the ground up, hire and develop a small team of analysts, and become the connective tissue between Sales execution, pricing and capacity strategy, and the company's long-range financial plan. Your work will directly inform investment decisions made by the CFO, COO, CEO, and the Board of Directors.

What You’ll Be Working On

Revenue forecasting: Own the revenue forecast across all Cloud and Managed AI products. Build the bridge from contracted commits, deployment ramps, and on-demand utilization into an accurate, defensible forward view that the business plans around.
Pricing and deal desk: Partner with Product, Sales, Infrastructure Finance, and Capacity Planning on pricing across reserved, on-demand, and managed offerings. Support the deal desk for strategic Cloud transactions, evaluating pricing, contract structure (commit shape, term, ramp, take-or-pay), payment terms, and margin against deployed and planned fleet economics.
Sales compensation: Partner with RevOps and HR to design and operationalize scalable sales incentive plans. Own the financial forecast of sales compensation expenses.
Partnership and channel economics: Model the economics of partnership, channel, and reseller arrangements, evaluating revenue share, margin impact, and strategic value. Provide the financial point of view on go/no-go and deal structuring.
Executive and Board narrative: Be the financial voice of GTM performance to the executive team and Board. Own the GTM section of Board materials, investor updates, and lender and equity diligence. Translate complex pipeline and consumption data into a clear, narrative-driven story.
Team and function building: Hire, coach, and develop a high-performing GTM Finance team. Stand up the systems, cadences, and tooling needed to scale finance partnership as the GTM org grows
Cross-functional partnership: Operate as the single financial point of contact for GTM leadership team. Influence go-to-market strategy, segmentation, and territory design with the analytical rigor to support change and the credibility to advocate for it.

What You’ll Bring to the Team

10+ years of progressive experience in Strategic Finance, FP&A, GTM / Sales Finance, Investment Banking, Private Equity, or Management Consulting, with at least 5 years in GTM or Sales Finance at a high-growth technology company and 3+ years leading and developing teams.
Operating experience as the embedded finance partner to a senior GTM leader (CRO, CCO, or VP Sales) in an enterprise technology company
Deep fluency in committed-consumption revenue mechanics: committed vs. on-demand, contract shape (term, prepayment), bookings vs. revenue, and the levers that move each.
Demonstrated success owning sales target setting, sales compensation design, and performance reporting in close partnership with Revenue Operations.
Track record building pricing frameworks for large, complex enterprise contracts.
Expert-level financial modeling and strong command of FP&A and GTM tools
Outstanding written and verbal communication, with a track record of turning numbers into narratives that influence executives and Boards.
Bachelor's degree in Finance, Economics, Engineering, Mathematics, or a related analytical field

Bonus Points

Direct GTM or Sales Finance experience at a hyperscaler (AWS, Google Cloud, Microsoft Azure), Neocloud (CoreWeave, Nebius), or other cloud infrastructure provider (Snowflake, Databricks, MongoDB)
Experience building a GTM Finance function from scratch, including hiring the first analysts and standing up forecast, target-setting, and comp processes.
Comfort with capex-intensive infrastructure businesses and the interplay between deployed fleet economics, capacity planning, and GTM strategy.
MBA or CFA

Benefits