Note: The job is a remote job and is open to candidates in USA. CaptivateIQ is transforming the way companies manage sales performance and is seeking a Strategic Finance Manager, GTM to partner with Sales, Marketing, and Customer Success leadership. This role focuses on financial planning for go-to-market functions, optimizing investments, and providing actionable insights to drive revenue growth.
Responsibilities
- 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
Skills
- 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
- 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
Company Overview
CaptivateIQ develops a sales compensation platform designed to help businesses leverage the power of incentives to motivate teams. It was founded in 2017, and is headquartered in San Francisco, California, USA, with a workforce of 201-500 employees. Its website is https://www.captivateiq.com.