Director, Financial Analysis - GTM

Financeroles; Boston (MA); On-site; USD 181,000 - 220,000; Full time

Job summary

OutSystems is seeking an FP&A Director - GTM to partner with Sales and Marketing leadership, turning data into strategic decisions that drive revenue and margin growth.

You will lead ARR and LTV analytics, build driver-based financial plans, and inform pricing and investment decisions with senior leadership. This role emphasizes AI-enabled analytics, scalable processes, and clear storytelling for executives.

Qualifications

• Bachelor’s degree in Finance, Accounting, Business or related field; MBA or CPA preferred.
• 10+ years of progressive FP&A or GTM/Sales Finance experience, with at least 3 years in a senior leadership role.
• Proven track record supporting Sales, Marketing, or Revenue Operations in a SaaS or subscription software business.
• Deep command of SaaS and GTM metrics: ARR, NRR, CAC, LTV, quota capacity modeling, pipeline conversion.

Responsibilities

• Act as the dedicated financial business partner to Sales, Marketing, and Revenue Operations leadership - translating strategy into financial plans.
• Develop and maintain ARR driver models, pipeline analytics, and customer lifetime value frameworks.
• Evaluate ROI on campaigns, channel investments, and sales coverage models using the standardized ROI framework.

Skills

ARR modelling

LTV modeling

GTM finance

ROI analysis

Executive storytelling

Education

Bachelor’s degree in Finance/Accounting/Business

MBA or CPA preferred

Job description

There are NO limits to your career: come shape the future and be part of a truly unique global culture at OutSystems!

The FP&A Director - GTM is a high-impact senior role that will serve as the primary financial thought partner to Sales and Marketing leadership, converting data and insight into decisions that accelerate revenue growth and margin improvement.

Key Responsibilities

GTM Strategic Partnership

• Act as the dedicated financial business partner to Sales, Marketing, and Revenue Operations leadership - translating strategy into financial plans and financial data into executive decisions.
• Develop and maintain ARR driver models, pipeline analytics, and customer lifetime value frameworks that connect GTM activity to multi-year revenue outcomes aligned to targets.
• Evaluate ROI on campaigns, channel investments, and sales coverage models using the standardized ROI framework being rolled out company-wide.

Team Leadership & Organizational Development

• Manage, mentor, and grow a team of GTM finance analysts, fostering a high-performance culture grounded in Finance's core values of Trust, Stakeholder Success, Innovation, and Alignment.
• Champion AI-enabled, scalable ways of working, actively contributing to the talent model redesign for AI-first output, automation, and leverage-driven productivity.
• Build the team's ability to communicate financial and data insights through compelling storytelling to executive and non-finance audiences.

Financial Planning & Forecasting

• Own the annual GTM financial plan, rolling forecasts, and scenario analysis for Sales and Marketing P&Ls; ensure plans are reflected in the Pigment EPM platform as it replaces legacy processes.
• Build and maintain driver-based models, consistent with the multiyear strategic model linking GTM execution to financial outcomes.
• Develop and refine SaaS metrics and create visibility for the CFO, CEO, and Board.

Revenue & Quota Operations

• Partner with Sales Operations to drive global quota capacity planning across roles and regions based on sales productivity benchmarks and market coverage analysis.
• Lead GTM headcount and territory planning, incorporating AI-enabled analytics to improve precision and reduce planning cycle time.
• Support pricing strategy evolution, including AI and consumption-based model economics, in partnership with the cross-functional pricing team.

Decision Intelligence & Reporting

• Translate operational KPIs tied to ARR growth, margin expansion, and productivity into actionable dashboards and insights for GTM leaders, advancing the goal of standardizing decision intelligence as a core operating model.
• Prepare, review, and present monthly, quarterly, and annual GTM financial reports to the CFO and executive team; support Board presentations with rigorous variance analysis and forward-looking commentary.
• Drive adoption of advanced analytics outputs (advanced decision models, agentic tools, process automation) within GTM.

Salary Determination: Our salary range …

In determining salary ranges, we consider factors such as:

• Market Research: Industry reports, salary surveys, and online salary databases
• Company Performance: Financial performance, revenue growth, and budget allocation
• Job Requirements: Skills, experience, and qualifications necessary for the role
• Geographic Location: Cost of living, market conditions, and industry standards in our region
• $181,050 - $220,455 Base Salary

QualificationsRequired

• Bachelor's degree in Finance, Accounting, Business, or related field; MBA or CPA preferred.
• 10+ years of progressive experience in FP&A or GTM/Sales Finance, with at least 3 years in a senior leadership role.
• Proven track record supporting Sales, Marketing, or Revenue Operations in a SaaS or subscription software business.
• Deep command of SaaS and GTM metrics: ARR, NRR, CAC, LTV, quota capacity modeling, pipeline conversion