GTM Finance Lead: AI Growth & Strategy

OpenRouter, Inc; New York (NY); On-site; USD 150,000 - 210,000; Full time

Job summary

OpenRouter, Inc. is seeking a GTM Finance Manager to partner with the SVP of Sales and the finance partner for the entire GTM organization.

You will translate ambiguity into plans people can actually use while owning the financial modeling for revenue, headcount, and ROI in a fast-growing AI company. You will shape territory design, quota economics, GTM budget, and executive reporting, leveraging AI to automate planning and reporting and delivering insights for leadership and fundraising

Qualifications

• 4+ years in strategic finance within high-growth tech or consulting.
• Extensive financial analysis used to drive business decisions.
• Ability to structure solutions in ambiguous areas of opportunity.
• Proven ability to build collaborative working relationships with business partners.
• Enthusiastic roll-up-your-sleeves mentality.
• Working knowledge of financial statements and accounting principles.

Responsibilities

• Own the sales capacity model: build and maintain a driver-based model that rolls up to new, expansion, and usage revenue across Enterprise.
• Own GTM headcount planning: run the role-by-role hiring plan for AEs, CS, BDRs, and SEs across the annual plan and quarterly reforecasts; partner with People/Recruiting on timing, sequencing, and hiring-trigger criteria.
• Partner with the Head of GTM: be the finance thought partner on territory/segment design, quota setting, coverage ratios, and where to deploy the next dollar of GTM spend.
• Sales comp & quota economics: model and stress-test comp plans and quota attainment scenarios; partner with RevOps on administration.
• GTM budget & forecast: own GTM opex, budget-vs-actuals, and variance reporting; contribute the GTM view to the company forecast and long-range plan.
• Unit economics & productivity: track CAC, payback, magic number, NRR/GRR, rep productivity, and ramp-to-quota; build ROI cases for new headcount and programs.
• Executive reporting: build the GTM performance narrative for leadership, board, and fundraising materials.
• Build with AI: automate the planning and reporting cadence instead of maintaining it by hand.

Skills

Strategic finance

Financial modeling

Stakeholder management

Ambiguity handling

Collaboration

Accounting basics

Job description

OpenRouter, Inc. is seeking a GTM Finance Manager to partner with the SVP of Sales and the finance partner for the entire GTM organization.

You will translate ambiguity into plans people can actually use while owning the financial modeling for revenue, headcount, and ROI in a fast-growing AI company. You will shape territory design, quota economics, GTM budget, and executive reporting, leveraging AI to automate planning and reporting and delivering insights for leadership and fundraising