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Armadin Security, founded by Kevin Mandia (founder of Mandiant, acquired by Google for $5.4B), is building autonomous proactive security solutions powered by AI to defend against advanced cyberattacks. The company brings together researchers and engineers from Google, xAI, Meta, Stanford, Georgia Tech, Waterloo, Berkeley, and MIT.
As Senior Financial Analyst for GTM, you will own the financial engine of the go-to-market organization, reporting directly to Sales and Marketing leadership. This is a hands-on role requiring both strategic financial modeling and operational execution.
Key Responsibilities:
**Sales Revenue & Bookings Management:** Maintain the source of truth for all sales metrics and dashboards (ARR, TCV, bookings, pipeline by stage, win rates, conversion rates, deal size, sales cycle). Reconcile CRM bookings (HubSpot/Salesforce) to accounting systems; ensure revenue recognition and billings align. Forecast quarterly and annual bookings by region (East/West) and product line, updated monthly with wins and pipeline movement.
**Sales Commissions & Incentive Structures:** Oversee accurate and timely monthly/quarterly commission payouts. Model how commission structure changes affect rep behavior and margins. Investigate and settle commission disputes. Track commission expense versus budget and forecast burn as headcount scales.
**GTM OpEx Control & Forecasting:** Approve travel and expense requests within policy; track spend by region, team, and role; flag anomalies. Forecast T&E growth with headcount and new regions; partner with operations to optimize policy and resource allocation. Report monthly on T&E versus budget, accrued commissions, and total sales operations cost.
**Sales Forecasting Models:** Build multi-scenario sales forecasts (base/upside/downside); forecast headcount impact; conduct monthly variance analysis. Model cost of sales (CAC, commission, T&E) and pricing scenarios against bookings and margins. Analyze customer/segment economics (retention, margin, expansion potential). Present sales performance to board and leadership (actual versus quota, bookings trends, forecast, commission expense).
**Systems & Standards:** Define financial standards, cadences (weekly pipelines, monthly forecasts, quarterly reviews), and playbooks for scalable FP&A operations. Automate commission calculations and payouts (Excel models or Salesforce/Clari). Build real-time sales dashboards for leadership and reps to track quota progress.
You will partner regularly with Sales Leadership on strategic decisions, including presentations to the VP of Sales, CEO, and CFO to inform territory design, pricing strategy, compensation changes, and hiring plans.
**Requirements:**
- 5–7 years of GTM finance or FP&A experience; SaaS background valuable
- Fluent in sales language: bookings, revenue, ARR, ACV, commission mechanics, and sales rep economics
- Advanced Excel, SQL/API, and automation skills; ability to build complex models and dashboards
- Startup operator mentality: works independently in fast-growing environments, comfortable with ambiguity and evolving processes
- Ability to translate unit economics into executive narratives, build trust with GTM leaders, and hold sales accountable to their number
**Preferred Qualifications:**
- Experience scaling a sales organization (10 → 75+ reps) in high-growth SaaS or B2B enterprise software with complex deal mechanics
- Background designing or managing commission structures and incentive alignment
- Proficiency with sales tools (Salesforce, HubSpot); ability to pull data and build dashboards
- Exposure to financial forecasting models and scenario planning
- Established relationships with GTM leaders across sales, marketing, or customer success
