Strategic Finance Manager, GTM

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CaptivateIQ

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2017

💸 Finance

🏢 Enterprise

💰 $100M Series C on 2022-01

Finance • Software as a Service (SaaS) • Enterprise

CaptivateIQ is a modern sales commission solution that helps businesses to significantly improve revenue performance. By automating and simplifying the entire commission process, it allows sales teams to focus on selling rather than administrative tasks. The platform offers tools for real-time visibility and analytics, which motivate sales representatives and offer insights to sales leaders. CaptivateIQ's solution is flexible, transparent, and designed to scale with growing businesses, offering features like AI-powered intelligence and SmartGrid™ technology. Notably, it caters to various industries such as financial services, manufacturing, media and entertainment, among others, providing a strategic advantage in managing and optimizing sales performance management initiatives.

📋 Description

• 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. • 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. • 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). • 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.

🎯 Requirements

• 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. • 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. • 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. • 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.

🏖️ 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.