GTM And Strategic Finance

Sanas; Palo Alto (CA); Hybrid; USD 180,000 - 260,000; Full time

Job summary

Sanas is seeking a Head of GTM and Strategic Finance reporting to the CFO to align our go-to-market strategy with the financial plan and execution. This role sits at the intersection of Finance, Sales, Marketing, Customer Success, Product, and Partnerships, translating growth plans into forecasts and operating plans that guide executive decisions.

The hybrid role requires fluency in financial rigor and GTM operations, with responsibility for pricing decisions, investments, and scalable reporting

Qualifications

• 10+ years of experience in Revenue/Sales Finance, FP&A with solid understanding of Revenue Operations and GTM Strategy in a high-growth SaaS or B2B software company.
• Track record building and owning GTM KPI frameworks and executive/Board-level reporting.
• Experience with partnership or channel economics, attribution and incentive design.
• Experience with CRM and GTM systems (Salesforce, CPQ, forecasting/BI tooling) and a bias toward automation over manual reporting.
• MBA, management consulting experience is a plus.

Responsibilities

• Own GTM operating model connecting bookings, ARR, pipeline, capacity, productivity, and headcount planning.
• Develop business cases and test-and-scale plans for high-potential opportunities across verticals, segments, products, geographies, and routes-to-market.
• Define and drive objective GTM performance metrics and provide data-driven insights to leadership.

Skills

Revenue/Sales Finance

GTM Strategy

CRM & GTM systems

Executive reporting

Data-driven decision making

Education

MBA

Management consulting experience

Tools

Salesforce

CPQ

Forecasting/BI tools

Job description

About this position

Sanas is pioneering the future of human communication. Founded by a team of Stanford researchers and entrepreneurs with deep industry experience, Sanas has developed the world's first real-time speech AI platform capable of accent translation, noise cancellation, speech enhancement, cross-language communication, and more.

Sanas makes conversations clearer, more inclusive, and more effective, removing barriers that prevent people from being understood, regardless of accent, background noise, or native language.

Sanas is currently one of the fastest growing startups in Silicon Valley, growing from $16M to $50M ARR in 2025. The company's core business is profitable and is on track to end 2026 with >$77M ARR. Our team combines deep expertise in model innovation and systems engineering with a design-minded product engineering culture to build and ship cutting-edge AI models and experiences — entirely in-house.

Sanas is a 130 person team, established in 2020. In this short span, we've successfully secured over $100 million in funding. Our innovation has been supported by the industry's leading investors, including Insight Partners, Google Ventures, Quadrille Capital, General Catalyst, Quiet Capital, and other influential investors. Our reputation is further solidified by collaborations with numerous Fortune 100 companies. With Sanas, you're not just adopting a product; you're investing in the future of communication.

If you’re looking to have a significant role in roadmapping and driving technical directions, if you’re looking to deploy challenging and big ideas without much overhead or slowness, if you're looking to leave your mark on an ambitious, generational mission to change how the worlds thinks about speech + AI, then Sanas is a well-suited place for you.

About the Role

Sanas is looking for a Head of GTM and Strategic Finance reporting to the CFO to build the operating backbone that connects our go-to-market strategy, financial plan, and execution This leader will sit at the intersection of Finance, Sales, Marketing, Customer Success, Product, and Partnerships- translating growth strategy, pipeline, capacity, productivity, customer economics, and product priorities into the financial forecasts and operating plans that drive executive decision-making. The role will establish a single, objective view of GTM performance and economics across functions and create the planning and reporting rigor required to scale the business.

This is a hybrid role by design: we need someone fluent in both financial rigor (ARR/bookings models, unit economics, CAC/payback, capacity planning, and budgeting) and GTM operations (pipeline, forecasting, productivity, systems, and performance management).

Key Responsibilities

• GTM operating model connecting bookings, ARR, pipeline, conversion, capacity, productivity, retention/expansion, headcount, and investment.
• Identify and prioritize growth opportunities across verticals, segments, products, geographies, and routes-to-market; develop business cases and test-and-scale plans for high-potential opportunities.
• Provide an objective, data-driven view of GTM performance and surface gaps, risks, and trade-offs to executive leadership.

Pipeline, Capacity & Quota Planning

• Own pipeline health- coverage, velocity, conversion, and attrition, source mix and turn gaps into concrete action with GTM leadership.
• Lead annual and in-year sales capacity planning: headcount, ramp timing, comp planning in partnership with GTM Leadership
• Maintain the quota-to-plan and capacity-to-plan bridges, ensuring bookings targets are supported by realistic capacity, pipeline, productivity, and conversion assumptions.

GTM KPIs & Reporting

• Define and continuously improve the core GTM KPI framework (pipeline conversion, sales productivity, win rates, cycle time, NRR, CAC/payback, magic number, etc.).
• Establish clear accountability across Sales, Marketing, and Customer Success for the metrics and operating assumptions that drive the company plan.
• Drive data quality and reporting scalability across GTM systems partnering with system owners to improve forecasting accuracy.
• Drive CAC, customer acquisition efficiency, payback, unit economics, and ROI analysis by segment, product, channel, and customer cohort.
• Develop scenario models that allow leadership to understand trade-offs among growth, investment, capacity, and profitability.
• Create the analytical foundation for resource allocation decisions across GTM functions..

Partnerships & Channel

• Serve as the strategic and financial lead for partnership and channel motions- deal structuring, pricing, revenue share, and incentive alignment.
• Define incrementality, channel attribution, and success metrics for partner-sourced and partner-influenced revenue; integrate these into the broader GTM forecast.

R&D Finance:

• Partner with Product, Engineering, and GTM to translate roadmap priorities into investment cases, operating plans, and measurable return expectations.
• Support modeling of product and infrastructure economics, including inference and cost-per-minute economics, and their implications for pricing, gross margin, and product investment decisions.
• Partner on pricing decisions, and other strategic investment analyses.
• Own the GTM financial model- bookings, ARR, sales capacity, and quota design- as the connective tissue between Finance and GTM execution.
• Lead GTM planning and budgeting cycles, ensuring investment across Sales, Marketing, and Partnerships is sized appropriately against topline targets.

Qualifications

• 10+ years of experience in Revenue/Sales Finance, FP&A with solid understanding of Revenue Operations and GTM Strategy at a high-growth SaaS or B2B software company,
• Track record building and owning GTM KPI frameworks and executive/Board-level reporting.
• Experience with partnership or channel economics, attribution, incentive design is strongly preferred.
• Experience with CRM and GTM systems (Salesforce, CPQ, forecasting/BI tooling) and a bias toward automation over manual reporting.
• MBA, management consulting experience is a plus.