Director, GTM Finance & Topline Metrics

Zscaler; San Jose (CA); Hybrid; USD 175,000 - 250,000; Full time

Benefits offered by this job

Health plans

Parental leave

Education reimbursement

Job summary

Zscaler is seeking a data-driven FP&A leader in the San Jose area to own topline architecture, including ACV, ARR, pipeline, and churn. You will partner with GTM and Sales Ops to drive forecast accuracy and strategic insights across the organization.

You will translate data into actionable plans, build predictive models, and contribute to board-level reporting in a fast-growing SaaS environment. This hybrid role offers collaboration across multiple teams and a path to impact.

Qualifications

• Build sophisticated ARR bridge models and churn cohorts from scratch.
• 8+ years of progressive FP&A, GTM Finance, Revenue Operations, or Sales Strategy in a high-growth enterprise SaaS.
• Deep expertise in SaaS topline metrics (ACV, ARR, NRR, churn, pipeline analytics).
• Engage as analytically credible peer with senior GTM operators and Sales Ops leadership.
• Hands-on proficiency with Salesforce for pipeline, opportunity, and revenue analytics.

Responsibilities

• Build and maintain ARR bridge and driver-based models as the single source of truth across Finance, Sales Ops, and leadership.
• Partner with GTM leadership to challenge pipeline assumptions, deal economics, and quota attainment during forecast calls.
• Drive ACV bookings forecasting and pipeline conversion modeling across direct and partner channels by integrating Salesforce and signal data.
• Model gross and net churn by cohort, segment, and product line, building predictive models for at-risk accounts.
• Lead topline workstreams for annual planning, multi-scenario financial modeling, earnings prep, and board reporting.

Skills

ARR bridge modeling

Churn cohort modeling

Pipeline analytics

Forecasting

Data-driven decision making

Cross-functional collaboration

Tools

Salesforce

Workday Adaptive Planning

SQL

Python

BI tools

Job description

About Zscaler

Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.

Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability.

We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity.

We are looking for a Director, GTM Finance & Topline Metrics to join our team. This is a Hybrid role, reporting to the VP, GTM FP&A in the Finance Organization. As an analytically elite and operationally credible leader, you will own Zscaler's topline financial architecture across ACV, ARR, pipeline, and churn while serving as a strategic finance voice in executive GTM strategy and operational reviews.

What you’ll do (Role Expectations)

• Build and maintain the ARR bridge and driver-based cohort models as the single source of truth across Finance, Sales Ops, and executive leadership
• Partner directly with GTM leadership to challenge and align on pipeline assumptions, deal economics, and quota attainability during forecast calls and strategy sessions
• Drive ACV bookings forecasting and pipeline conversion modeling across direct and partner channels by integrating Salesforce and signal data
• Model gross and net churn by cohort, segment, and product line, building predictive models for at-risk accounts using product usage and support data
• Lead topline workstreams for Annual Operating Plan cycles, multi-scenario financial modeling, quarterly earnings preparation, and board-level reporting

Who You Are (Success Profile)

• You are data-driven. You use data and analytics to find the truth, measure what matters, and guide informed decisions, replacing assumptions with evidence to drive better outcomes.
• You thrive in ambiguity. You excel at creating frameworks and bringing clarity to fast-moving, complex enterprise SaaS environments.
• You act like an owner. You take end-to-end accountability for topline architecture, navigating seamlessly between complex quantitative modeling and executive leadership.
• You operate with urgency. You maintain a relentless focus on execution, delivering high-impact financial insights quickly to support high-growth sales motions.
• You are a high-trust collaborator. You build strong, direct partnerships across Sales, Marketing, and Operations, delivering candid feedback with clarity and respect to align executive teams.

What We’re Looking for (Minimum Qualifications)

• Demonstrated ability to build sophisticated ARR bridge models, churn cohort models, and pipeline conversion frameworks from scratch and in an AI forward way
• 8+ years of progressive experience in FP&A, GTM Finance, Revenue Operations, or Sales Strategy at a high-growth enterprise SaaS company
• Deep expertise in SaaS topline metrics, including ACV, TCV, ARR, NRR, GRR, churn, and pipeline analytics
• Proven ability to engage as an analytically credible peer with senior GTM operators and Sales Operations leadership
• Track record of leading high-performing analytical finance professionalsHands-on proficiency with Salesforce for pipeline, opportunity, and revenue analytics

What Will Make You Stand Out (Preferred Qualifications)

• Prior finance or GTM strategy experience in a $1B+ ARR SaaS or cybersecurity organization
• Proficiency with Workday Adaptive Planning, SQL, Python, or advanced BI tools for complex self-serve data analysis
• Proven experience directly partnering with Sales Operations or GTM Strategy leadership to align forecasting methodologies

#LI-SanJose #LI-RL2 #LI-Hybrid

Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training.

The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.

Base Pay Range

$175,000 — $250,000 USD

At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.

Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:

• Various health plans
• Time off plans for vacation and sick time
• Parental leave options
• Retirement options
• Education reimbursement
• In-office perks, and more!

Learn more about Zscaler's hybrid working model and benefits here.

By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.

Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link.

Pay Transparency

Zscaler complies with all applicable federal, state, and local pay transparency rules.

Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.