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OpenRouter is building the central API layer for the AI economy, connecting developers and enterprises to hundreds of AI models. The GTM Finance Manager will be the strategic finance partner to the SVP of Sales and the entire go-to-market organization, with direct ownership of financial planning, modeling, and analytics that drive business decisions.
Key responsibilities include:
- Own the sales capacity model: build and maintain a driver-based model that rolls up new, expansion, and usage revenue across the Enterprise segment.
- Own GTM headcount planning: run the role-by-role hiring plan for Account Executives, Customer Success, BDRs, and Solutions Engineers across annual planning and quarterly reforecasts; partner with People/Recruiting on timing, sequencing, and hiring-trigger criteria.
- Partner with the Head of GTM: serve as the finance thought partner on territory and segment design, quota setting, coverage ratios, and GTM spend allocation decisions.
- Sales compensation and quota economics: model and stress-test compensation plans and quota attainment scenarios; partner with RevOps on administration.
- GTM budget and forecast: own GTM operating expenses, budget-vs-actuals reporting, and variance analysis; contribute the GTM perspective to company forecasts and long-range planning.
- Unit economics and productivity: track CAC, payback period, magic number, NRR/GRR, rep productivity, and ramp-to-quota; build ROI cases for new headcount and programs.
- Executive reporting: build the GTM performance narrative for leadership, board, and fundraising materials.
- Build with AI: automate the planning and reporting cadence to reduce manual maintenance.
This is a high-impact role for someone who enjoys being close to the business, turning ambiguity into actionable plans, and leveraging AI to improve financial operations.
QUALIFICATIONS:
- 4+ years of relevant experience in strategic finance, ideally within high-growth technology companies, investment banking, or consulting
- Extensive experience building detailed financial analysis that drives business decisions
- Ability to structure solutions in ambiguous areas and thrive in fast-moving, dynamic settings
- Proven ability to build strong collaborative working relationships with business partners
- Roll-up-your-sleeves mentality and hands-on approach
- Working knowledge of financial statements and accounting principles
