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Salary: USD 200,000 - 255,000 / annual
Customer.io is seeking a Director of GTM Finance to own the go-to-market P&L end-to-end as the company scales from $100M+ ARR toward $1B+ ARR. This is a strategic finance role requiring someone who builds financial models from first principles, challenges assumptions, and partners deeply with Sales, Marketing, and Customer Success leadership.
Key responsibilities include: owning the GTM P&L spanning revenue, gross margin, and opex; driving unit economics and growth funnel analysis (CAC, LTV/CAC, payback, magic number, cohort/retention); managing ARR roll-forward, bookings, and revenue forecasting with rigorous reconciliation; partnering with Sales and RevOps on capacity planning, deal economics, and pricing; building monthly/quarterly GTM reporting packages with variance analysis for the exec team and Board; and championing AI-enabled finance workflows as the company scales past $250M+ ARR.
The ideal candidate brings 10+ years in FP&A, strategic finance, or related roles at complex, scaled organizations. Deep GTM business-partnering experience with Sales, Marketing, or Customer Success is essential, along with strong subscription/SaaS metrics fluency (ARR, NRR, CAC, LTV). Demonstrated track record of driving AI adoption in finance workflows is required—not just tool familiarity. Must be a proven people leader with experience managing and developing finance professionals. Strong Excel skills (Snowflake experience a plus) and experience with planning/GTM systems (NetSuite, Salesforce, Gong, Drivetrain) are expected. Bachelor's degree in Finance, Accounting, Economics, or related field; MBA a plus.
Customer.io values financial rigor over title-matching, genuine AI practice, ownership from day one, and directness with data. The company emphasizes building and leading a team, not just executing handed-down analysis. This role reports to the VP of Finance and will build the GTM finance team as the company scales.
