Strategic Finance Manager, GTM

CaptivateIQ; United States; On-site; USD 145,000 - 195,000; Full time

Benefits offered by this job

Comprehensive Healthcare

401(k) plan

Flexible time off

Professional development stipends

Equity opportunities

Job summary

CaptivateIQ is hiring a Strategic Finance Manager, GTM to be the finance partner to Sales, Marketing and Customer Success leadership. This high-visibility role focuses on optimizing investments, improving productivity, and driving ARR growth with a focus on commissions modeling and capacity planning.

The role requires deep SaaS metrics expertise, experience with Adaptive Insights and Salesforce, and the ability to translate complex data into actionable insight for executives.

Qualifications

• 5-8 years of GTM FP&A or strategic finance experience in SaaS or high-growth B2B tech.
• Proven finance business partner to Sales, Marketing, or Customer Success.
• Hands-on experience owning commissions modeling and variable compensation plans.

Responsibilities

• Serve as the dedicated finance partner to GTM leadership with data-driven guidance on investments and resource allocation.
• Translate SaaS metrics into narratives for VP- and C-level stakeholders; surface risks and opportunities.
• Assist in AOP, rolling forecasts, and long-range planning for all GTM functions; manage variance analysis.
• Model headcount, quota coverage, ramp, and pipeline inputs; align with CRM data and GTM rhythms.
• Drive adoption of planning tools and AI-powered automation to improve forecast accuracy.

Skills

GTM FP&A

Commissions modeling

SaaS metrics

Excel/Google Sheets

Executive communication

Strategic partnership

Salesforce CRM

SQL

Education

MBA or advanced degree in Finance or Business

Tools

Adaptive Insights (Workday Adaptive Planning)

Salesforce

SQL

Job description

CaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we're expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures, we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance.

Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management.

About The Role

We're looking for a Strategic Finance Manager, GTM to serve as the primary finance partner to our Sales, Marketing, and Customer Success leadership. This is a high-visibility, high-impact role sitting at the center of GTM decision-making — helping leadership optimize investment, improve productivity, and drive predictable ARR growth.

You'll assist in owning end-to-end financial planning for our go-to-market functions, including commissions modeling, sales capacity planning, and GTM efficiency metrics. You'll bring both analytical rigor and strong executive presence, translating complex financial data into clear, actionable insights for senior stakeholders. This role is ideal for someone who thrives in a fast-paced environment, can operate with autonomy, and is energized by the intersection of finance, strategy, and revenue operations.

What You'll Do

Strategic Partnership & Business Insights

• Serve as the dedicated finance partner to GTM leadership (Sales, Marketing, Customer Success), providing data-driven guidance on investments, resource allocation, and strategic trade-offs
• Translate complex financial models and SaaS operating metrics into clear narratives and recommendations for VP- and C-level stakeholders
• Proactively surface risks, opportunities, and efficiency improvements across the GTM organization

Planning, Forecasting & Reporting

• Assist in the annual operating plan (AOP), rolling forecasts, and long-range planning for all GTM functions
• Build and maintain the topline capacity model and net new ARR forecast, including headcount, quota coverage, ramp assumptions, and pipeline inputs
• Partner with Ops teams to align financial models with CRM data and GTM operating rhythms
• Deliver monthly and quarterly variance analysis with crisp commentary for leadership and board-level reporting
• Assist in commissions process including calculation, reporting, modeling for GTM teams and leadership compensation plans
• Partner with GTM leadership and HR to help design, model, and stress-test new comp plan structures
• Leverage CaptivateIQ's own platform to drive accuracy, automation, and transparency in commissions reporting — you'll be a power user of the product you help sell

SaaS Metrics & Unit Economics

• Build and track GTM financial frameworks including CAC, LTV, payback period, sales productivity, and revenue efficiency metrics
• Benchmark performance against SaaS industry peers and surface insights to guide GTM investment decisions
• Develop ROI models for key GTM initiatives (new segments, headcount investments, marketing programs)

Systems, Automation & Process Improvement

• Drive adoption and optimization of planning tools including Adaptive Insights (Workday Adaptive Planning) and other EPM platforms
• Champion AI-powered automation to improve forecast accuracy, reduce manual work, and scale finance processes
• Partner with Finance leadership on systems roadmap and tooling investments

What We're Looking For

Experience

• 5-8 years of progressive experience in GTM FP&A, strategic finance, or investment banking, with direct exposure to SaaS or high-growth B2B technology companies
• Proven track record as a finance business partner to Sales, Marketing, or Customer Success organizations
• Hands-on experience owning commissions modeling and/or variable compensation plan design
• Background in investment banking or corporate finance at a bulge bracket or middle market firm is equally valued

Technical Skills

• Expert financial modeler in Excel and/or Google Sheets; ability to build complex, dynamic models independently
• Direct experience with Adaptive Insights (Workday Adaptive Planning) strongly preferred; familiarity with other EPM tools (Pigment, Anaplan, Mosaic) a plus
• Proficiency with CRM reporting (Salesforce) and comfort working with large datasets; SQL experience a bonus
• Familiarity with AI-driven automation tools and a desire to apply them to finance workflows

Domain Knowledge

• Deep fluency in SaaS business metrics: ARR, ACV, NRR, CAC, churn, LTV, pipeline velocity, sales capacity
• Strong understanding of incentive compensation mechanics and commission plan design
• Knowledge of quota-setting frameworks, sales productivity benchmarks, and GTM efficiency ratios

Soft Skills

• Exceptional communicator — able to present complex financial analysis to non-finance leaders clearly and confidently
• Strong ownership mindset with the ability to operate independently in a fast-moving, ambiguous environment
• Collaborative partner who earns trust across Sales, RevOps, HR, and the broader Finance team
• Intellectual curiosity and a bias toward continuous improvement

Bonus Points

• Direct experience using CaptivateIQ or similar incentive compensation platforms
• Prior experience at a company that went through a hyper-growth phase or public market preparation
• MBA or advanced degree in Finance, Business, or a related field

Benefits

• Comprehensive Healthcare: 100% coverage for medical, dental, and vision for all FTEs, with roughly 75% coverage for dependents
• Flexible Time Off: Flexible vacation days plus quarterly mental health days to ensure you have the space to recharge
• Annual Stipends: Dedicated funds for your professional development and caretaking needs
• Work Anniversary Bonuses: Annual bonuses to celebrate your milestones and contributions to the CaptivateIQ team that grow as your tenure does
• Retirement Savings (US-Only): A 401(k) plan to help you invest in and secure your future
• Premium Tools: The latest Apple hardware to empower you to do your best work
• Inclusive Community: Active Employee Resource Groups (ERGs) that celebrate shared identities and support our DEI goals by fostering an environment where diverse talent thrives

Notice for Prospective Candidates

• Only emails from @captivateiq.com should be trusted

CaptivateIQ participates in E-Verify, web-based system that allows enrolled employers to confirm the eligibility of their employees to work in the United States

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

The compensation offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. The base salary range for this role is $145,000 - $195,000. Compensation for candidates hired in Canada will be provided in Canadian dollars and may differ from the ranges listed above due to currency conversion. Our base salary is just one component of CaptivateIQ's competitive total rewards package, which also includes equity, comprehensive health benefits, and other perks and benefits.