Director, GTM Finance

WeHireYou; United States; Remote; USD 200,000 - 255,000; Full time

Job summary

Customer.io is seeking a Director of GTM Finance to own the end-to-end GTM P&L across Sales, Marketing, and Customer Success as we scale from $100M+ ARR toward $1B+ ARR.

We value strategic finance horsepower, first-principles modeling, and AI-driven processes. You’ll lead a team, challenge assumptions, and partner with executives to protect margin and ARR quality while driving transformative AI-enabled finance workflows.

Qualifications

• 10+ years in FP&A, strategic finance, or related roles at complex, scaled orgs
• Deep GTM business-partnering experience with Sales, Marketing, or Customer Success
• Comfortable with subscription/SaaS metrics (ARR, NRR, CAC, LTV)
• Concrete track record driving AI adoption in finance workflows
• Proven people leader with experience developing finance professionals
• Strong Excel skills and experience with planning/GTM systems like NetSuite/Salesforce

Responsibilities

• Own the GTM P&L end-to-end across Sales, Marketing, and Customer Success
• Drive unit economics and growth funnel model (CAC, LTV/CAC, payback, cohort analysis)
• Own ARR roll-forward, bookings, and revenue forecasting with audit-ready processes
• Partner with Sales and RevOps on capacity planning and pricing to protect margin
• Build and own monthly/quarterly GTM reporting package for exec team and Board
• Champion AI-enabled finance workflows and build the GTM finance team as ARR grows

Skills

GTM finance partnering

First-principles modeling

AI in finance

People leadership

Excel proficiency

Education

Bachelor's degree in Finance or related

MBA a plus

Tools

Snowflake

NetSuite

Salesforce

Gong

Drivetrain

Excel

Job description

Director, GTM Finance

About Customer.io

Over 9,000 companies — from scrappy startups to global brands — use our platform to send billions of emails, push notifications, in-app messages, and SMS every day. Customer.io powers automated communication that people actually want to receive. We help teams send smarter, more relevant messages using real-time behavioral data.

About the role

Hi, my name is Diep Nguyen, VP of Finance here at Customer.io, and I'm looking for a Director, GTM Finance to own our go-to-market P&L end-to-end as we scale from $100M+ ARR today to $1B+ ARR in the future.

We're hiring for strategic finance horsepower first: someone who builds models from a blank page, challenges assumptions, and earns trust with senior executives. Deep GTM fluency matters just as much — but for a strong finance generalist, that business partnership often shows up in the work rather than the title. You'll own our GTM P&L spanning Sales, Marketing, and Customer Success, and build the team behind it.

We're an AI-forward company: this role requires someone energized by using AI to reinvent how finance operates, not someone who merely tolerates the tools we hand them.

What we value

• Financial rigor over title-matching — we care more about how you've built and defended models than whether "GTM Finance" was ever your title.
• AI as genuine practice, not a buzzword — we want concrete stories of AI changing an outcome, not familiarity with the tools.
• Ownership from day one — you'll build and lead a team, not just execute analysis handed to you.
• Directness with data — you challenge top-down assumptions with account-level evidence, even in uncomfortable conversations.

What you’ll do

• Own the GTM P&L end-to-end — revenue, gross margin, and opex across Sales, Marketing, and Customer Success — not just a spend-efficiency lens.
• Drive unit economics and the growth funnel model — CAC, LTV/CAC, payback, magic number, and cohort/retention analysis across self-serve and sales-assisted motions.
• Own the ARR roll-forward, bookings, and revenue forecasting — auditable, reconcilable, and independently stress-tested against top-down assumptions.
• Partner with Sales and RevOps on capacity planning, deal economics, and pricing — protecting margin and ARR quality without slowing deal velocity.
• Build and own the monthly/quarterly GTM reporting package for the exec team and Board, with variance analysis that explains root cause.
• Champion AI-enabled finance workflows and build the GTM finance team as Customer.io scales past $250M+ ARR.

What we're looking for

• 10+ years in FP&A, strategic finance, or related roles at complex, scaled orgs; a first-principles modeler who builds from a blank page rather than inheriting assumptions
• Deep GTM business-partnering experience with Sales, Marketing, or Customer Success — regardless of whether "GTM Finance" was ever the title
• Comfortable with subscription/SaaS metrics (ARR, NRR, CAC, LTV) or able to get there fast
• Concrete, demonstrated track record driving AI adoption in finance workflows — not just familiarity with the tools
• Proven people leader — has managed and developed finance professionals
• Strong Excel skills (with experience using Snowflake a plus) and experience with planning/GTM systems (NetSuite, Salesforce, Gong, Drivetrain)
• Bachelor's degree in Finance, accounting, economics, or related field; MBA a plus

Compensation & Benefits

We believe in transparency. Starting salary for this role is $200K–$255K USD (or equivalent in local currency) depending on experience and subject to market rate adjustment.

We know our people are what make us great, and we’re committed to taking great care of them. Our inclusive benefits package supports your well-being and growth, including 100% coverage of medical, dental, vision, mental health, and supplemental insurance premiums for you and your family. We also offer 16 weeks paid parental leave, unlimited PTO, stipends for remote work and wellness, a professional development budget, and more.

Our Process

• Recruiter Screen (30 min)
• Hiring Manager Screen (45 min)
• Two Cross-functional conversations with team members (30 min each)
• Case study + Case Review Panel with team (45 min)

All final candidates will be asked to complete a background check and employment verifications as part of our pre-employment process.

Customer.io recognizes the stifling impact of systemic injustice on diverse communities. We commit to using our influence to increase inclusion and equity within the tech industry. We strive to build an inclusive team culture, implement bias-free hiring practices, and develop community partnerships to expand our global impact.

Zoom is the only video conference platform that we use, virtual interviews will be conducted using the video capability (i.e., not via the chat), and offers will be extended in writing on official Customer.io letterhead. Please be vigilant in all of your job search activity, and if you have any questions please contact [e-mail].

Join us!

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