Director, GTM Finance

About the role

Hi, my name is Diep Nguyen, VP of Finance here at Customer.io, and I'm looking for a Director, GTM Finance to own our go-to-market P&L end-to-end as we scale from $100M+ ARR today to $1B+ ARR in the future. We're hiring for strategic finance horsepower first: someone who builds models from a blank page, challenges assumptions, and earns trust with senior executives. Deep GTM fluency matters just as much — but for a strong finance generalist, that business partnership often shows up in the work rather than the title.

What we value

• Financial rigor over title-matching — we care more about how you've built and defended models than whether "GTM Finance" was ever your title.
• AI as genuine practice, not a buzzword — we want concrete stories of AI changing an outcome, not familiarity with the tools.
• Ownership from day one — you'll build and lead a team, not just execute analysis handed to you.
• Directness with data — you challenge top-down assumptions with account-level evidence, even in uncomfortable conversations.

What you’ll do

• Own the GTM P&L end-to-end — revenue, gross margin, and opex across Sales, Marketing, and Customer Success — not just a spend-efficiency lens.
• Drive unit economics and the growth funnel model — CAC, LTV/CAC, payback, magic number, and cohort/retention analysis across self-serve and sales-assisted motions.
• Own the ARR roll-forward, bookings, and revenue forecasting — auditable, reconcilable, and independently stress-tested against top-down assumptions.
• Partner with Sales and RevOps on capacity planning, deal economics, and pricing — protecting margin and ARR quality without slowing deal velocity.
• Build and own the monthly/quarterly GTM reporting package for the exec team and Board, with variance analysis that explains root cause.
• Champion AI-enabled finance workflows and build the GTM finance team as Customer.io scales past $250M+ ARR.

Qualifications

• 10+ years in FP&A, strategic finance, or related roles at complex, scaled orgs; a first-principles modeler who builds from a blank page rather than inheriting assumptions.
• Deep GTM business-partnering experience with Sales, Marketing, or Customer Success — regardless of whether "GTM Finance" was ever the title.
• Comfortable with subscription/SaaS metrics (ARR, NRR, CAC, LTV) or able to get there fast.
• Concrete, demonstrated track record driving AI adoption in finance workflows — not just familiarity with the tools.
• Pioneered people leadership — has managed and developed finance professionals.
• Strong Excel skills (with experience using Snowflake a plus) and experience with planning/GTM systems (NetSuite, Salesforce, Gong, Drivetrain).
• Bachelor's degree in Finance, Accounting, Economics, or related field; MBA a plus.

Benefits

• Compensation: $200K–$255K USD (or equivalent in local currency) depending on experience and subject to market rate adjustment.
• Inclusive benefits package supporting your well-being and growth, including 100% coverage of medical, dental, vision, mental health, and supplemental insurance premiums for you and your family.
• 16 weeks paid parental leave, unlimited PTO, stipends for remote work and wellness, a professional development budget, and more.

Pay

$200K–$255K USD (or equivalent in local currency) depending on experience and subject to market rate adjustment.

Schedule

Not specified.