GTM Finance Manager

OpenRouter, Inc; United States; Remote; USD 120,000 - 190,000; Full time

Job summary

OpenRouter, Inc. is seeking a GTM Finance Manager to partner with the SVP of Sales and the entire GTM organization. If you enjoy turning ambiguity into plans and building with AI, you will have ownership and an outsized impact here.

You will own the sales capacity model, GTM headcount planning, and quota economics, while partnering with Leaders to optimize territory design and GTM spend. This role also drives executive reporting and AI-enabled planning to scale with the business.

Qualifications

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

Responsibilities

• Own the sales capacity model and maintain a driver-based model across Enterprise revenue.
• Own GTM headcount planning for AEs, CS, BDRs, and SEs with annual and quarterly forecasts.
• Partner with GTM leadership on territory design, quota setting, and GTM spend allocation.
• Model and stress-test sales compensation and quota attainment with RevOps collaboration.
• Own GTM opex, budget vs. actuals, and variance reporting for the company forecast.
• Track unit economics like CAC, payback, and productivity; build ROI cases for headcount and programs.
• Prepare GTM performance narrative for leadership, board, and fundraising materials.
• Automate planning and reporting cadence using AI.

Skills

Strategic finance

Financial modeling

GTM modeling

Headcount planning

Executive reporting

Collaboration with partners

Roll up your sleeves

Financial statements

Job description

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