g2 - Director, Finance GTM
Requirements
• We realize applying for jobs can feel daunting at times. Even if you don’t check all the boxes in the job description, we encourage you to apply anyway. • 7+ years of progressive experience in FP&A, revenue finance, strategic planning and analysis, consulting, banking, or related fields. • Strong expertise in revenue modeling, ARR analysis, sales capacity planning, and unit economics. • Track record of partnering with GTM/Marketing/Revenue Operations in fast-paced, high-growth environments. • WHAT CAN HELP YOUR APPLICATION STAND OUT: • B2B SaaS or marketplace experience across multiple pricing models (subscription, usage-based, freemium-to-paid). • Proven use of AI, automation, or advanced analytics to improve efficiency and decision-making. • Proficiency in ERP and BI tools (Intacct, Looker, or similar) and CRM (Salesforce). • Exceptional written and verbal communication; ability to distill complex analyses into executive-ready insights; ability to act as “CFO” and “COO” with internal business partners. • Our Commitment to Inclusivity and Diversity • At G2, we are committed to creating an inclusive and diverse environment where people of every background can thrive and feel welcome. We consider applicants without regard to race, color, creed, religion, national origin, genetic information, gender identity or expression, sexual orientation, pregnancy, age, or marital, veteran, or physical or mental disability status. Learn more about our commitments here https://culture.g2.com/commitments. • For job applicants in California, the United Kingdom, and the European Union, please review this applicant privacy notice https://legal.g2.com/applicant-privacy-notice before applying to this job. • How We Use AI Technology in Our Hiring Process • G2 incorporates AI-powered technology to enhance our candidate evaluation process. These tools may assist with initial application screening, skills assessment analysis, and identifying candidates whose qualifications align with specific role requirements. While AI technology supports our recruitment workflow, all final hiring decisions remain under human oversight and judgment. • Your Choice Matters: If you would prefer that your application be reviewed without AI assistance, you can opt out by entering your email address in the email entry field at the bottom of the Automated Processing Legal Notice. Choosing to opt out will not disadvantage your application in any way—we will ensure your materials receive a thorough manual review by our hiring team. • For additional details about how we handle your information throughout the application process, please review G2's Applicant Privacy Notice https://legal.g2.com/applicant-privacy-notice.
Responsibilities
• Own Subscription Revenue & ARR Forecasting (30%) • Own Marketing & Data Solutions revenue and ARR reporting, forecasting, and bookings analysis, including new revenue streams and commercial models within Marketing Solutions. • Build and maintain revenue models that deliver actionable insight into growth, retention, and expansion. • Partner with Accounting to reconcile bookings, billings, and revenue. • Lead Sales Capacity Planning & Expense Forecasting (30%) • Partner with the Revenue Operations team on the sales capacity model, linking headcount, ramp, productivity, and quota to the revenue plan. Analyze sales productivity and pipeline trends to identify opportunities and mitigate risk. • Partner with Revenue Operations to set and align targets that are data-driven, achievable, and strategically sound. • Own the sales and marketing expense budget and headcount plan, partnering with GTM leaders to set targets, track spend against plan, manage approvals for new and backfill roles, and improve efficiency and LTV/CAC metrics tied to G2’s value creation plan. • Partner with the GTM Organization (25%) • Serve as the dedicated finance business partner to the President of Go-to-Market and the broader GTM leadership team, providing financial guidance on strategic proposals, new go-to-market initiatives, and investment decisions; proactively surface risks and opportunities, model the financial impact of alternative scenarios, and ensure recommendations are grounded in clear, data-driven analysis aligned to the revenue plan. • Coordinate with Deal Desk on deal economics, revenue optimization, and non-standard deal structuring; partner with Revenue Operations and Sales on strategic pricing and packaging initiatives, particularly those tied to new and emerging commercial models (i.e., usage and outcome-based) • Support S&M spend visibility and ROI across the sales and marketing organizations. • Partner with Employee Success on hiring and recruiting plans, and create a standardized process for Finance review and approval across the sales and marketing organizations. • Support Planning & Operating Rhythm (15%) • Support creation of G2’s long-term strategic plan, its annual operating plan, and updated quarterly forecasts; build robust financial models that are aligned with GTM leaders on key spend priorities, including new revenue streams within Marketing and Data Solutions. • Provide revenue and capacity inputs to the Monthly Business Review (MBR) and Board reporting cycles. • Drive automation and AI-first ways-of-working to scale Finance capabilities commensurately with the growth of the Company, particularly in areas impacting revenue and capacity reporting, planning and analysis.
Benefits
• On Target Earnings (Base + Bonus)= $180K – $210K • Offers Equity • At G2, we’re committed to building an equitable and inclusive workplace for all. That's why our compensation program is rooted in market data, transparency, fairness, and individual performance. • Compensation in an offer is determined by factors such as the candidate’s experience, relevant skills, and job-related knowledge. • We’ve built a company-wide framework to provide employees clarity on how compensation and success is measured at each level. This career framework supports our employees' professional growth and guides them to their PEAK. • We also support our employees by offering generous benefits, such as flexible work, ample parental leave, and unlimited PTO. Click here to learn more about our benefits. • Upload your resume here to autofill key application fields. • Drop your resume here! • Parsing your resume. Autofilling key fields... • Please submit your preferred first and last name • or drag and drop here • Do you have B2B SaaS or marketplace experience across multiple pricing models (subscription, usage-based, freemium-to-paid)? Please share! • Do you have experience in revenue modeling, ARR analysis, sales capacity planning, and unit economics? Please share! • Decline to self-identify • Hispanic or Latino - A person of Cuban, Mexican, Puerto Rican, South or Central American, or other Spanish culture or origin regardless of race. • Hispanic or Latino • White (Not Hispanic or Latino) - A person having origins in any of the original peoples of Europe, the Middle East, or North Africa. • White • Black or African American (Not Hispanic or Latino) - A person having origins in any of the Black racial groups of Africa. • Black or African American • Native Hawaiian or Other Pacific Islander (Not Hispanic or Latino) - A person having origins in any of the peoples of Hawaii, Guam, Samoa, or other Pacific Islands. • Native Hawaiian or Other Pacific Islander • Asian (Not Hispanic or Latino) - A person having origins in any of the original peoples of the Far East, Southeast Asia, or the Indian Subcontinent, including, for example, Cambodia, China, India, Japan, Korea, Malaysia, Pakistan, the Philippine Islands, Thailand, and Vietnam. • Asian • American Indian or Alaska Native (Not Hispanic or Latino) - A person having origins in any of the original peoples of North and South America (including Central America), and who maintain tribal affiliation or community attachment. • American Indian or Alaska Native • Two or More Races (Not Hispanic or Latino) - All persons who identify with more than one of the above five races. • Two or More Races • Hispanic or Latino • White (Not Hispanic or Latino) • Black or African American (Not Hispanic or Latino) • Native Hawaiian or Other Pacific Islander (Not Hispanic or Latino) • Asian (Not Hispanic or Latino) • American Indian or Alaska Native (Not Hispanic or Latino) • Two or More Races (Not Hispanic or Latino) • I identify as one or more of the classifications of protected veteran listed above • I am not a protected veteran
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