Senior Manager GTM Finance

About the role

Newforma is the project information management platform for the architecture, engineering, and construction industry, serving firms across a portfolio that includes Newforma Project Center, Konekt, EleVia, ConstructEx, and BIM One, alongside a growing partner/channel and professional services motion. Backed by a private equity sponsor and scaling. The business is in an active build-out of its finance and analytics function. The Senior Manager, GTM Finance leads Newforma's Go-to-Market Finance team within Sales Operations, Corporate FP&A and serves as the primary financial partner to the revenue organization. Working shoulder-to-shoulder with Sales Operations, the role owns the company-wide ARR and revenue forecast and the analytics that sit behind it — pipeline and marketing funnel staging, up-for-renewal (UFR) forecasting and in-period renewal rate, bookings and book-to-bill, multi-year backlog, and growth and expansion performance. This is a hands-on, high-visibility role. The forecast this person owns is the overall revenue number, the executive team, the Board, and the sponsor manage the business against, so it must be built on a single, defensible source of truth shared between Finance and Sales Operations.

Responsibilities

• Sales Operations Partnership — This role and Sales Operations jointly own the integrity of the numbers the revenue organization runs on. Specific shared responsibilities include:
  • CRM and data integrity — partner with Sales Operations to define and enforce opportunity stage definitions, close-date discipline, product/segment tagging, and renewal record hygiene in Salesforce so that Finance and Sales report the same pipeline.
  • Forecast cadence — co-own the weekly and monthly forecast call process; reconcile the rep-submitted CRM forecast to the Finance-modeled forecast and explain the delta to leadership rather than presenting two competing numbers.
  • Territory, quota, and capacity planning — provide the financial modeling behind annual territory and quota setting, ramp assumptions, productivity-per-rep, and headcount capacity plans.
  • Sales compensation — design and model commission and SPIFF plans with Sales Operations and HR; validate plan cost against budget, review commission achievement and accrual, and support accurate payout.
  • Deal desk and pricing approvals — support Sales Operations on non-standard deal structures, discount governance, and multi-year and ramped contract shapes, quantifying the ARR, cash, and revenue-recognition impact before approval.
  • Systems and reporting alignment — ensure the metric definitions in NetSuite, Salesforce, and executive dashboards reconcile, so one agreed ARR number exists across the company.
• Sales Performance & Pipeline Analysis — Drive the monthly deep-dive analytics on UFR, ARR, pipeline, and channel and alliance performance, presenting the drivers and the actions to senior leadership.
  • Own pipeline and marketing funnel staging analytics — coverage ratios, stage conversion, velocity, and in-quarter linearity — and flag risk early enough to act on it.
  • Track book-to-bill, TCV vs. ACV mix, and multi-year contract mix, and explain what each implies for future revenue and backlog durability.
  • Analyze net revenue retention and gross retention by product, segment, and cohort, and identify the specific drivers of expansion and of loss.
  • Measure the ROI and payback of GTM campaigns, channel and alliance investments, and new product line launches.
  • Report on CAC, CAC payback, magic number, and sales productivity, and benchmark them against best-in-class SaaS ranges.
• Financial Strategy & Business Partnering — Partner with the CRO, VP Marketing, CPO, and COO to translate GTM strategy into financial plans, and to translate financial results back into GTM actions.
  • Build the business cases behind growth initiatives — new product lines, channel and partner programs, services attach, pricing changes, and market expansion.
  • Support the sponsor and executive team with analysis for strategic initiatives, including diligence support, value-creation-plan tracking, and add-on acquisition modeling.
  • Pressure-test assumptions in the operating model and maintain scenario and sensitivity views for the revenue plan.
• Pricing, Packaging & Revenue Models — Develop and evaluate pricing and packaging structures that support competitive positioning across the product portfolio and drive ARR growth.
  • Model the financial impact of pricing changes, uplift and escalator terms, and migration paths for legacy customers moving onto subscription.
  • Own the analytics behind sales compensation design so that plans drive the mix of new logo, expansion, and multi-year business the plan requires.
• Budget Management — Own the sales and marketing budget, monitor spend against plan, and prepare monthly forecasts and variance analysis with clear commentary on drivers. Manage GTM headcount planning and cost-per-head modeling in partnership with Sales Operations and HR.
• Reporting & Governance — Prepare the GTM sections of the monthly and quarterly Board and sponsor reporting package, delivered on the close calendar without exception. Maintain documented definitions for every reported GTM metric so that reporting is consistent period over period and survives audit and diligence scrutiny. Ensure compliance with company policy, internal controls, and applicable financial regulations.

Requirements

• Bachelor's degree in Finance, Accounting, Business Administration, or a related field.
• 8+ years of experience in financial planning and analysis, with a concentration in GTM finance, sales finance, or revenue finance in a B2B SaaS environment.
• 6+ years of direct partnership with and support of global Sales Operations and GTM leadership.
• 7+ years of hands-on experience with Salesforce or an equivalent CRM, at an advanced level — able to build and validate reporting independently rather than relying on others to pull data.
• Demonstrated ownership of a company-level ARR or revenue forecast, including accountability for forecast accuracy.
• Strong command of SaaS metrics: ARR, NRR and GRR, UFR and in-period renewal rate, book-to-bill, TCV and ACV, backlog/RPO, CAC payback, and Rule of 40.
• Advanced financial modeling skills and the ability to build models that others can audit and maintain.
• Experience with ERP systems (NetSuite, SAP, or Oracle).
• Excellent communication and presentation skills, with a track record of making financial information usable for non-financial stakeholders.
• Strong organizational skills and attention to detail, with the ability to manage competing priorities against a fixed close and Board calendar.

Qualifications

• MBA or a relevant professional certification (CFA, CPA).
• Experience in a private equity or sponsor-backed environment, including Board and lender reporting and value-creation-plan tracking.
• Experience in AEC technology, construction software, or another vertical SaaS market with project-based, multi-year customer contracts.
• Experience supporting a channel, partner, or alliance revenue motion, and a professional services attach.
• Familiarity with a multi-product portfolio that includes both mature and newly launched product lines.
• Working knowledge of ASC 606 and deferred revenue mechanics.
• Experience with NetSuite specifically, and with BI tooling for self-serve GTM reporting.