Strategic Finance Manager, GTM

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

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

• 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

• 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.

• Only emails from @captivateiq.com should be trusted.

• Attempt to correspond with a candidate using a free web-based account, such as an email address that ends in @gmail.com, @yahoo.com, @hotmail.com, etc.
• Make an offer of employment without conducting multiple rounds of interviews face-to-face using secure video-conferencing technology.
• Ask candidates to cash checks to buy equipment on behalf of CaptivateIQ.
• Ask candidates to make a payment in order to be considered for a position.
• Make early requests for candidates' personal information such as date of birth, passport details, credit card numbers, bank details and social security number, etc.
• Please note that we’ll only ask for more sensitive personal information in connection with background checks after an offer is made.