GTM Finance Manager

Menlo Ventures; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

OpenRouter is seeking a GTM Finance Manager to be a strategic partner to our SVP of Sales and a finance partner for the entire GTM organization. If you like turning ambiguity into actionable plans and building with AI, you'll have ownership and impact here.

In this role you’ll own the sales capacity model, headcount planning across AEs, CS, BDRs, and SEs, model comp plans and quota economics, manage GTM opex and forecasting, and build the executive narrative for leadership and fundraising.

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.

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 analysis

Ambiguity navigation

Collaborative partnering

Hands-on / roll up sleeves

GAAP / accounting principles

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