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Sanas is a fast-growing AI speech platform company (founded 2020, 130 people, $50M+ ARR, backed by Insight Partners, Google Ventures, General Catalyst, and others) seeking a Head of GTM and Strategic Finance to report to the CFO.
You will build the operating backbone connecting go-to-market strategy, financial planning, and execution. This role sits at the intersection of Finance, Sales, Marketing, Customer Success, Product, and Partnerships—translating growth strategy, pipeline, capacity, productivity, customer economics, and product priorities into financial forecasts and operating plans that drive executive decision-making. You will establish a single, objective view of GTM performance and economics across functions and create the planning and reporting rigor required to scale the business.
Key responsibilities include:
**GTM Strategy & Growth:** Build the GTM operating model connecting bookings, ARR, pipeline, conversion, capacity, productivity, retention/expansion, headcount, and investment. Identify and prioritize growth opportunities across verticals, segments, products, geographies, and routes-to-market; develop business cases and test-and-scale plans. Provide objective, data-driven views of GTM performance and surface gaps, risks, and trade-offs to executive leadership.
**Pipeline, Capacity & Quota Planning:** Own pipeline health (coverage, velocity, conversion, attrition, source mix). Lead annual and in-year sales capacity planning (headcount, ramp timing, comp planning) in partnership with GTM leadership. Maintain quota-to-plan and capacity-to-plan bridges, ensuring bookings targets are supported by realistic assumptions.
**GTM KPIs & Reporting:** Define and improve the core GTM KPI framework (pipeline conversion, sales productivity, win rates, cycle time, NRR, CAC/payback, magic number, etc.). Establish accountability across Sales, Marketing, and Customer Success. Drive data quality and reporting scalability across GTM systems. Conduct CAC, acquisition efficiency, payback, unit economics, and ROI analysis by segment, product, channel, and cohort. Develop scenario models for trade-offs among growth, investment, capacity, and profitability. Create analytical foundation for resource allocation decisions.
**Partnerships & Channel:** Serve as strategic and financial lead for partnership and channel motions—deal structuring, pricing, revenue share, and incentive alignment. Define incrementality, channel attribution, and success metrics for partner-sourced and partner-influenced revenue.
**R&D Finance:** Partner with Product, Engineering, and GTM to translate roadmap priorities into investment cases and operating plans. Support modeling of product and infrastructure economics (inference, cost-per-minute). Partner on pricing decisions and strategic investment analyses.
**Financial & Operational Rigor:** Own the GTM financial model (bookings, ARR, sales capacity, quota design) as connective tissue between Finance and GTM execution. Lead GTM planning and budgeting cycles.
This is a hybrid role by design—you need fluency in both financial rigor (ARR/bookings models, unit economics, CAC/payback, capacity planning, budgeting) and GTM operations (pipeline, forecasting, productivity, systems, performance management).
**Requirements:**
- 10+ years of experience in Revenue/Sales Finance, FP&A with solid understanding of Revenue Operations and GTM Strategy at a high-growth SaaS or B2B software company
- Track record building and owning GTM KPI frameworks and executive/Board-level reporting
- Experience with partnership or channel economics, attribution, incentive design (strongly preferred)
- Experience with CRM and GTM systems (Salesforce, CPQ, forecasting/BI tooling) and bias toward automation over manual reporting
- MBA or management consulting experience (a plus)
