Director, GTM Finance

SmartBear; Somerville (MA); Hybrid; USD 180,000 - 210,000; Full time

Benefits offered by this job

Hybrid work options

Job summary

SmartBear is seeking a Director, GTM Finance to partner with Sales leadership and shape strategic financial decisions. You will own end-to-end billings, ARR, and revenue forecasts for the Direct Channel, and coordinate with Atlassian and Ecommerce results for an enterprise-wide view.

You will build GTM models, lead quarterly forecasting, and manage a small FP&A/BI team while driving forecasting accuracy and data quality across the organization.

Qualifications

• 8–12 years of progressive FP&A experience with senior partnering
• Experience influencing senior GTM stakeholders with financial insights

Responsibilities

• Serve as strategic finance partner to Sales leadership; report to VP of Finance
• Own end-to-end billings, ARR, and revenue forecasts for Direct Channel
• Build and maintain GTM financial models using inputs from Sales, Marketing, Channel
• Lead quarterly forecasting with Revenue Ops, Marketing Ops, product leaders and execs
• Manage two direct reports and advance Tableau dashboards and data infrastructure
• Oversee sales capacity planning and reporting accuracy

Skills

FP&A leadership

SaaS metrics

Forecasting

Financial modeling

Tableau/Looker

Salesforce data

Education

Bachelor's degree in Finance/Accounting/Economics

Tools

Planful

Adaptive Insights

Anaplan

Salesforce

Tableau/Looker

Job description

SmartBear delivers application integrity for modern tech stacks, ensuring continuous, measurable assurance that software just works as intended with governance to operate at AI speed and scale. SmartBear offers deep test automation, API lifecycle management, and observability capabilities. With integrations across the SDLC, it sets a new quality standard for application delivery teams.
SmartBear is trusted by developers, testers, and software engineers across 32,000 organizations, including 75% of the largest financial institutions and industry leaders such as Adobe, JetBlue, and Microsoft. SmartBear’s open source tools are downloaded more than 100 million times a month and have earned over 30,000 GitHub stars from the developer community. With its best-loved brands, including Swagger, TestComplete, Reflect, QMetry, Zephyr, and more, SmartBear meets customers where they are to make our technology-driven world a better place. Learn more at www.smartbear.com, or follow us on LinkedIn, X, and Reddit.
At SmartBear, you will be part of a dynamic team solving one of the most critical challenges facing modern businesses: ensuring the integrity of software in an AI-driven world. Whether you are working directly with customers, driving go to market strategies, supporting operations, building products, or enabling teams, your contributions help shape the future of software quality for organizations worldwide. Join us in our mission.

Director, GTM Finance

• Serve as the strategic finance partner to Sales leadership, providing actionable insight into SaaS growth, GTM investments, and operating performance.
• Lead consolidated billings, ARR, and revenue forecasting across Direct, Atlassian, and Ecommerce channels.
• Manage and develop a two-person FP&A and BI team while improving forecasting, financial models, and Tableau reporting.

About the Role:

• Serve as senior finance business partner to the Sales organization, partnering with the CRO and Sales leadership on strategic and operational decisions; report directly to the VP of Finance.
• Own end-to-end billings, ARR, and revenue forecasts for the Direct Channel, including new business, expansion, and renewals; consolidate results with Atlassian and Ecommerce performance to provide an enterprise-wide view.
• 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, and explain variances in key top-line metrics.
• Own Sales annual operating plans and quarterly expense forecasts, including headcount, commissions, events, and third-party spend; 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, and improve forecast accuracy, data quality, and reporting processes.
• Lead and develop two direct reports—an FP&A Manager and a BI Manager—and advance Tableau dashboards, data infrastructure, and scalable modeling and reporting standards.

We are looking for you if you have:

• 8–12 years of progressive FP&A experience, including at least 3 years in senior finance business partnering or finance leadership, preferably in B2B SaaS.
• 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 with clear financial insights and actionable recommendations.
• 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; Tableau or Looker experience is a plus. A bachelor’s degree in Finance, Accounting, Economics, or a related field is required; MBA or CPA preferred.

Why you should join the SmartBear crew:

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

Did you know?

• Our main goal at SmartBear is to make our technology-driven world a better place.
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
• We’ve won major industry (product and company) awards including SD Times, DeveloperWeek's Devies Award, the AI Breakthrough Award, and BuiltIn Best Places to Work.

SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws. We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.

At SmartBear, we believe transparency in pay is part of how we build trust—with our employees, candidates, and community. Our compensation philosophy is grounded in market competitiveness, internal equity, and rewarding impact. We encourage candidates to view compensation as part of their total rewards experience at SmartBear. This includes performance-based bonuses for eligible roles, a generous benefits package that supports employees’ health and well-being, and promotes work-life balance through flexible time off and hybrid work options. You can build your career at SmartBear through professional development opportunities, and an inclusive, collaborative culture where everyone can thrive.Your SmartBear total rewards compensation package includes base salary and may also include a performance bonus plan, as well as equity (if eligible). The base salary range for this role is listed below. Actual compensation is determined based on several factors, including relevant experience, skills, internal equity, and geographic location.

Annual Cash Compensation: $180,000 USD - $210,000 USD