Director, GTM Finance — Growth & Forecasting Leader

Stoplight, Inc.; Somerville (MA); On-site; USD 180,000 - 210,000; Full time

Job summary

SmartBear in Somerville, MA is seeking a Director of GTM Finance to partner with Sales leadership, delivering actionable insights into SaaS growth and operating performance. You will own direct channel billings, ARR, and revenue forecasts, collaborating with Atlassian and Ecommerce to present an enterprise-wide view.

You will lead an FP&A and BI team, build GTM financial models, run quarterly forecasts with cross-functional partners, and guide headcount, commissions, and budget-to-actual

Qualifications

• 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.

Responsibilities

• 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.

Job description

SmartBear in Somerville, MA is seeking a Director of GTM Finance to partner with Sales leadership, delivering actionable insights into SaaS growth and operating performance. You will own direct channel billings, ARR, and revenue forecasts, collaborating with Atlassian and Ecommerce to present an enterprise-wide view.

You will lead an FP&A and BI team, build GTM financial models, run quarterly forecasts with cross-functional partners, and guide headcount, commissions, and budget-to-actual