Senior Director, GTM Finance
Remote · USD 229,500-330,000 · Remote · Posted Oct 12, 2026
At a glance
- Workplace
- Remote
- Location
- Remote
- Salary
- USD 229,500-330,000 · Base salary
About the role
- Abnormal Security is seeking a Senior Director of GTM Finance to lead financial strategy and operating cadence across the go-to-market organization.
- This role partners closely with Sales, Marketing, Customer Success, and GTM Operations to translate company growth objectives into actionable plans.
- The position combines strong financial judgment with deep SaaS and GTM operating experience, with expectations to embrace AI, automation, and advanced analytics.
Responsibilities
- Lead Finance partnership for Sales, Marketing, Customer Success, and other GTM functions, providing a clear 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 a deep understanding of GTM performance and proactively identify risks and opportunities before they become visible in reported results.
- Partner with Sales and GTM Operations on capacity planning, territory and quota assumptions, ramp, productivity, pipeline coverage, conversion, and resource allocation.
- Partner with Marketing leadership to evaluate demand generation performance, investment efficiency, pipeline creation, attribution, and allocation of resources across programs and channels.
- Support Customer Success and Renewals leadership with retention, churn, expansion, renewal economics, and capacity planning.
- Lead the financial strategy and governance for sales compensation plans, including plan design, modeling, quota economics, incentive alignment, and cost forecasting.
- Oversee commissions forecasting and administration in partnership with Accounting and Sales Compensation, with a strong focus on accuracy, controls, scalability, and clear ownership.
- Build executive-ready narratives that connect financial results with operational drivers and clearly articulate what happened, why it happened, and what actions should follow.
- Provide financial leadership on major GTM initiatives, including new products, geographic expansion, pricing and packaging changes, channel investments, productivity programs, and other growth initiatives.
Requirements
- 12+ years experience in FP&A, strategic finance, or a related discipline, including leadership experience in a high-growth SaaS or recurring revenue business.
- Deep understanding of SaaS and GTM economics, including ARR, bookings, pipeline, conversion, sales capacity, rep productivity, retention, and 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 the ability to connect investments to business outcomes.
- Exceptional analytical skills and the ability to move comfortably 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.
- Demonstrated ability to improve processes, systems, controls, and operating discipline rather than simply manage existing workflows.
- Bachelor’s degree in Finance, Accounting, Economics, Engineering, or a related quantitative field.
Preferred qualifications
- Experience in cybersecurity, enterprise software, or another 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.
- MBA, CPA, or equivalent advanced experience.
Benefits
- Bonus or incentive compensation
- Equity
- Comprehensive benefits package
Skills
- FP&A
- Financial Modeling
- Sales Compensation Strategy
- Headcount Management
- Forecasting
- AI
- Automation
- BI
- CRM
- Machine Learning
