СШАSenior Financial Analyst, GTM Business Partner
1 мес. назад
СШАSeniorOnsite
forecastingfinancial modelingexcel
Senior Financial Analyst role supporting GTM organization by managing revenue, commissions, expenses, forecasting, and partnering with Sales and Marketing leaders.
О компании
- At , we're a group of engineers, researchers, and security researchers on a mission to redefine what proactive security can do in the AI era. Cyberattacks are becoming autonomous and relentless and we believe defending against threats before they materialize is one of the most powerful ways to protect the institutions the world depends on.
- We're building autonomous proactive security from the ground up, reinforcing the tradecraft of elite security practioners into purpose-built security models and agents that discover risk and remediate it before organizations are breached.
- Led by Kevin Mandia, founder of Mandiant ($5.4B exit to Google), our team brings together researchers and engineers from Google, xAI, Meta, Stanford, Georgia Tech, Waterloo, Berkeley, and MIT to reinvent security for an adversary that never sleeps.
Обязанности
- As Sr Financial Analyst for GTM, you'll own the financial engine of our GTM organization. You'll manage top-line revenue and bookings, oversee commissions and incentive structures, track and control GTM OpEx (travel & expenses by region), and forecast with the precision that informs hiring, compensation, and strategic decisions.
- You'll partner directly with our Sales and Marketing leaders. You'll need to speak their language: understand territory dynamics, compensation mechanics, and contract structures. You'll also need to own the spreadsheets: build models, analyze actuals vs. forecast, and explain variance to leadership.
Требования
- 5–7 years GTM finance or FP&A; SaaS background valuable
- Fluent in sales language: bookings, revenue, ARR, ACV, commission mechanics, and sales rep economics
- Advanced Excel, SQL/API, and automation skills; can build complex models and dashboards
- Startup operator mentality: works independently in fast-growing environments, comfortable with ambiguity and evolving processes
- Translates unit economics into executive narratives, builds trust with GTM leaders, and holds sales accountable to their number
Условия
- In-office in Palo Alto, CA
- 🏥 Full Health, Dental, & Vision Coverage
- 📈 Meaningful Equity Ownership
- 🥙 In-Office Meals
- ✂️ Haircuts at the Office 🎉 Company Sponsored Conferences & Events
- 💸 401(k), HSA, and FSA Plans
- 🌴 Flexible PTO
Другое
- Maintain source of truth for 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; ensure revenue recognition and billings align
- Forecast quarterly/annual bookings by region (East/West) and product line, updated monthly with wins and pipeline movement
- Oversee accurate, timely monthly/quarterly commission payouts
- Model how commission structure changes affect rep behavior and margins
- Investigate and settle commission disputes
- Track commission expense vs. budget and forecast burn as headcount scales
- Approve T&E 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 vs. budget, accrued commissions, and total sales operations cost
- 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
- Partner with Sales Leadership on Strategic Decisions including regular presentations to the VP of Sales, CEO, and CFO to inform territory design, pricing strategy, compensation changes, and hiring plans.
- Analyze customer/segment economics (retention, margin, expansion potential)
- Present sales performance to board and leadership (actual vs. quota, bookings trends, forecast, commission expense)
- 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
- 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); can pull data and build dashboards
- Exposure to financial forecasting models and scenario planning
- Established relationships with GTM leaders across sales, marketing, or customer success