GTM Finance Manager

OpenRouter, Inc; Chicago (IL); Remote; USD 150,000 - 180,000; Full time

Job summary

OpenRouter, Inc is seeking a GTM Finance Manager to serve as the strategic finance partner to the SVP of Sales and the entire GTM organization. You will transform ambiguity into actionable plans and work closely with business leaders to influence territory design, quota setting, and GTM investments.

You will own sales capacity modeling, headcount planning, and the GTM budget, while building ROI cases for new programs and headcount. This role emphasizes automation and data-driven decision making.

Qualifications

• 4+ years of strategic finance experience in high-growth tech companies, investment banking, or consulting.
• Extensive experience building detailed financial analyses to drive business decisions.
• Ability to structure solutions in ambiguous opportunities and thrive in a fast-moving setting.
• Proven ability to build collaborative relationships with business partners.
• Roll-up-your-sleeves mindset and strong accounting principles knowledge.

Responsibilities

• Own the sales capacity model and driver-based revenue projections for Enterprise, Expansion, and Usage.
• Lead GTM headcount planning across AEs, CS, BDRs, and SEs with quarterly reforecasts.
• Partner with Head of GTM on territory design, quota setting, and GTM spend allocation.
• Model and stress-test sales compensation plans and quota attainment; coordinate with RevOps on administration.
• Own GTM opex, budget vs. actuals, and variance reporting; contribute to company forecast and long-range plan.
• Track unit economics such as CAC, payback, magic number, NRR/GRR, and ramp-to-quota; build ROI cases for headcount.Provide executive reporting and craft GTM performance narratives for leadership and fundraising.

Skills

Strategic finance

Financial modeling

High-growth environments

Cross-functional collaboration

Education

Bachelor's in Finance/Accounting

Job description

Location

Remote (US)

Employment Type

Full time

Location Type

Remote

Department

Operations

Compensation

$150K - $180K Offers Equity

Overview

OpenRouter sits at the center of the AI economy: one API to hundreds of models, trusted by developers and a fast-growing roster of enterprises. Our go-to-market team is scaling quickly, and we need a finance partner who can help it scale well.

The Role

As our GTM Finance Manager, you'll be the strategic partner to our SVP of Sales and the finance partner for the entire GTM organization. If you like being close to the business, turning ambiguity into plans people actually use, and building with AI, you'll have real ownership and outsized impact here.

What you'll do

• 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.

Qualifications

• 4+ years of relevant experience in strategic finance, ideally within high-growth technology companies, investment banking or consulting
• Extensive experience building detailed financial analysis that is used to drive business decisions
• Ability to structure solutions in ambiguous areas of opportunity and thrive in a fast-moving, dynamic setting
• Proven ability to build strong collaborative working relationships with business partners
• An enthusiastic "roll up your sleeves" mentality
• Working knowledge of financial statements and accounting principles