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Salary: USD 229,500 - 330,000 / annual
Abnormal AI is seeking a Senior Director of GTM Finance to lead financial strategy and operating cadence across the go-to-market organization. This is a highly visible leadership role that combines strong financial judgment with deep SaaS and GTM operating experience.
You will partner closely with Sales, Marketing, Customer Success, and GTM Operations to translate company growth objectives into actionable financial plans. Key responsibilities include:
- Lead Finance partnership for Sales, Marketing, Customer Success, and other GTM functions, providing financial point of view on performance, investments, tradeoffs, and growth opportunities
- Own GTM planning and forecasting across bookings, ARR, pipeline, sales capacity, productivity, headcount, operating expenses, retention, and other key business drivers
- Develop deep understanding of GTM performance and proactively identify risks and opportunities
- Partner with Sales and GTM Operations on capacity planning, territory and quota assumptions, ramp, productivity, pipeline coverage, and resource allocation
- Partner with Marketing leadership to evaluate demand generation performance, investment efficiency, pipeline creation, and attribution
- Support Customer Success and Renewals leadership with retention, churn, expansion, renewal economics, and capacity planning
- Lead financial strategy and governance for sales compensation plans, including plan design, modeling, quota economics, and incentive alignment
- Oversee commissions forecasting and administration with focus on accuracy, controls, and scalability
- Build executive-ready narratives connecting financial results with operational drivers
- Provide financial leadership on major GTM initiatives including new products, geographic expansion, pricing changes, and channel investments
- Build and improve driver-based financial models connecting pipeline, capacity, productivity, conversion, retention, and investment assumptions to bookings, ARR, revenue, and profitability
- Use AI, automation, and advanced analytics to improve forecasting, variance analysis, management reporting, and recurring Finance processes
- Identify opportunities to eliminate manual workflows and build scalable processes
- Establish clear metrics, operating cadences, and management reporting for faster decision-making
- Lead, develop, and raise the bar for the GTM Finance team
A critical part of the role is modernizing how GTM Finance operates by embracing AI, automation, and advanced analytics to improve forecast accuracy, accelerate decision-making, strengthen controls, and reduce manual work.
REQUIREMENTS:
- 12+ years experience in FP&A, strategic finance, or related discipline, including leadership experience in high-growth SaaS or recurring revenue business
- Deep understanding of SaaS and GTM economics (ARR, bookings, pipeline, conversion, sales capacity, rep productivity, retention, customer acquisition)
- Demonstrated experience owning or materially influencing GTM planning, forecasting, and resource allocation
- Strong experience partnering directly with senior Sales, Marketing, Customer Success, and Finance executives
- Meaningful experience with sales compensation strategy, plan modeling, quota economics, commissions forecasting, or commissions administration
- Strong command of operating expense and headcount management with ability to connect investments to business outcomes
- Exceptional analytical skills and ability to move between detailed operating analysis and executive-level strategic discussions
- Strong financial modeling skills and experience building driver-based forecasts and scenarios in complex, rapidly changing environments
- Ability to translate large amounts of financial and operational data into concise insights, recommendations, and actions
- Demonstrated ability to improve processes, systems, controls, and operating discipline
- Strong interest in AI and automation with practical experience using modern tools to improve Finance productivity, analysis, or decision support
- High ownership mindset; comfortable personally driving important work while building a team that can operate independently at scale
- Bachelor's degree in Finance, Accounting, Economics, Engineering, or related quantitative field (MBA, CPA, or equivalent advanced experience is a plus)
NICE TO HAVE:
- Experience in cybersecurity, enterprise software, or complex B2B SaaS environment
- Experience with modern planning, BI, CRM, commissions, and data platforms
- Experience applying machine learning, data science, or AI techniques to forecasting, pipeline analytics, or financial planning
- Experience supporting new product launches, multi-product expansion, international expansion, channel strategy, or multi-product GTM models
