GTM Finance Manager

Druva; Santa Clara (CA); On-site; USD 139,000 - 194,000; Full time

Job summary

Druva is seeking a Finance Manager of GTM Finance to drive strategic financial planning and analytics for sales and marketing. You will partner with CRO, CMO, CFO, and GTM leaders to build actionable insights, models, and budgets that influence resource allocation and performance across the revenue engine.

You will own and optimize Opex, headcount, and incentive forecasting, develop ROI analyses, and advance automation for reporting and forecasting.

Qualifications

• Bachelor’s degree in Finance, Accounting, Economics (MBA or CFA strongly preferred).
• 5+ years of experience in Finance, with at least 3 years supporting GTM teams in a SaaS environment.
• Strong understanding of SaaS financial and operational metrics (ARR, churn, CAC, NRR, sales efficiency, quota attainment, commission, ROI, Pipeline).
• Exceptional stakeholder management and communication skills; you can influence at all levels.
• Experience with financial planning tools (Adaptive, Dashboard, SQL), Salesforce CRM, Clari and data analytics platforms. Fast learner on AI tools.
• Exceptional modeling skills and the ability to synthesize complex data into clear, actionable insights. Details oriented.
• Ownership mindset — An A-player mindset with a strong bias for action.

Responsibilities

• Strategic Business Partnership: Partner with CRO, CMO, and GTM leadership to translate business strategy into financial plans and insights.
• Own Sales and Marketing Opex, headcount, T&E, and commission forecasting; drive budgeting and forecasting processes.
• Sales Capacity: Analyze hiring, attrition, ramp, and productivity on ACV targets and sales performance.
• Sales ROI & Economics: Build fully loaded P&L and ROI models for sales theaters to evaluate investments.
• Marketing Pipeline & ROI: Manage pipeline-to-bookings models and ROI of campaigns and MDF investments.
• Strategic Planning & Automation: Lead long-range planning and leverage AI to streamline reporting and forecasting.
• Cross-Functional Leadership: Collaborate with Sales, Marketing, Operations, HR, and Finance to drive performance.

Skills

GTM Finance

Stakeholder management

Financial modeling

SQL

Salesforce CRM

Data analytics platforms

AI tools

Education

Bachelor's degree in Finance, Accounting, Economics

MBA or CFA strongly preferred

Tools

Adaptive

Dashboard

Salesforce CRM

Clari

Job description

About Druva

Druva is the resilience foundation for the AI enterprise, helping organizations secure and recover from connected risk across data, cyber, identity, and AI. The Resilience Cloud is a fully managed, cloud-native SaaS platform that delivers air-gapped and immutable protection across cloud, SaaS, on-premises, endpoint, and edge environments. Powered by Dru MetaGraph, Druva’s graph-powered intelligence layer, the platform connects critical business context so customers can understand risk, respond faster, recover cleanly, and govern data with greater confidence.

About Druva

Druva is the resilience foundation for the AI enterprise, helping organizations secure and recover from connected risk across data, cyber, identity, and AI. The Resilience Cloud is a fully managed, cloud-native SaaS platform that delivers air-gapped and immutable protection across cloud, SaaS, on-premises, endpoint, and edge environments. Powered by Dru MetaGraph, Druva’s graph-powered intelligence layer, the platform connects critical business context so customers can understand risk, respond faster, recover cleanly, and govern data with greater confidence.
Trusted by nearly 7,500 customers, including 75 of the Fortune 500, Druva helps safeguard the critical information and systems businesses depend on in an increasingly connected world.
Visit druva.com and follow us on LinkedIn, X and Facebook.

The Role & Team

The FP&A team is responsible for providing data-driven insights to inform strategic, financial, and operational decision-making across Druva. We are looking for a highly strategic and hands-on Finance Manager of GTM Finance to amplify Druva’s capabilities and growth trajectory. You will be reporting to the Sr Director of GTM Finance and collaborating with cross-functional teams to drive strategy, execution, and process excellence. You will drive deep dive data analytics and strategic projects. Your efforts will directly contribute to operational efficiency, expense management, and customer satisfaction. This role will partner closely with the CRO, CMO, CFO, and GTM leadership teams to translate business strategy into financial plans, operating models, and actionable insights.

What You’ll Do

• Strategic Business Partnership: Partner with the CRO, CMO, and GTM leadership to translate business strategy into financial plans, provide actionable insights, and drive resource allocation and business decisions.
• GTM Financial Management: Own Sales and Marketing Opex, headcount, T&E, and commission forecasting. Lead budgeting, forecasting, and BvA processes to drive financial accountability and operational efficiency. Act as an advisor to CRO on resource allocation, investment prioritization and financial discipline.
• Sales Capacity: Own sales capacity models. Analyze the impact of hiring, attrition, ramp, and productivity on ACV targets and sales performance.
• Sales ROI & Economics: Build fully loaded P&L and ROI models for sales theaters, incorporating direct, overlay expense and indirect costs to evaluate sales effectiveness and investment returns.
• Marketing Pipeline & ROI: Partner with Marketing to manage pipeline-to-bookings models, establish pipeline targets, and evaluate the ROI of programs, campaigns, and MDF investments.
• Strategic Planning & Automation: Lead long-range planning, GTM strategy, scenario analysis, and other strategic initiatives. Continuously improve financial models and leverage AI and automation to streamline reporting, forecasting, and analysis.
• Cross-Functional Leadership: Build trusted relationships across Sales, Marketing, Operations, HR and Finance to drive strategic planning and business performance.

What Makes You a Great Fit

• Bachelor’s degree in Finance, Accounting, Economics, or related field (MBA or CFA strongly preferred).
• 5+ years of experience in Finance, with at least 3 years supporting GTM teams in a SaaS environment.
• Strong understanding of SaaS financial and operational metrics is a plus (ARR, churn, CAC, NRR, sales efficiency, quota attainment, commission, ROI, Pipeline).
• Exceptional stakeholder management and communication skills; you can influence at all levels
• Experience with financial planning tools (Adaptive, Dashboard, SQL), Salesforce CRM, Clari and data analytics platforms. Fast learner on AI tools.
• Exceptional modeling skills and the ability to synthesize complex data into clear, actionable insights. Details oriented.
• Ownership mindset — An A-player mindset with a strong bias for action. You are proactive, solution-oriented, and take accountability for outcomes.

Why You’ll Love Working Here

Innovation is how we operate, not a side project. You’ll work in a culture that values bold thinking and continuous improvement, where global teams experiment, iterate, and turn new ideas into products customers can rely on.

If you’re looking for high-ownership work, visible impact, and a culture that values innovation, collaboration, accountability, and growth—where you’ll be trusted to lead and empowered to build—you’ll thrive at Druva.

What We Offer

The pay range for this position is expected to be between $139,000 and $194,333/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.

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