Strategic Finance Lead, Go-To-Market

About the role

We are seeking a strategic and analytically rigorous Finance Business Partner to join the Strategic Finance / FP&A team as our dedicated commercial finance lead for our Sales & Marketing function.

Responsibilities

• Own the end-to-end revenue forecast model for the commercial organization, integrating pipeline data, bookings, churn, and expansion assumptions across all GTM segments.
• Serve as the primary finance business partner to the CCO, VP of Sales, and GTM leadership, translating financial data into actionable insights that drive quota attainment, headcount decisions, and growth strategy.
• Led the annual quota-setting and territory planning process in close partnership with Sales Operations, ensuring alignment between top-down revenue targets and bottoms-up sales capacity modeling.
• Build and maintain dashboards tracking key commercial metrics (ARR, NRR, ACV, win rates, CAC, LTV, payback period, pipeline coverage) and deliver regular reporting to the CFO and executive team.
• Support QBRs, board materials, and investor-facing narratives with GTM financial performance analysis and forward-looking commentary.
• Partner with Marketing to develop spend efficiency models, track CAC by channel and segment, and assess pipeline contribution from demand generation programs.
• Drive financial integration work across the Arcadia and ENGIE Impact commercial teams, including harmonizing revenue definitions, CRM data standards, and go-to-market reporting.
• Lead ad-hoc strategic analyses, including pricing and packaging scenarios, market expansion modeling, and M&A revenue diligence — as the company scales post-acquisition.
• Continuously improve FP&A processes, tools, and automation in partnership with RevOps, Sales Ops, and the broader Finance team.

Requirements

Must-haves:

• 5+ years of progressive experience in FP&A, strategic finance, investment banking, or management consulting; at least 2 years supporting a commercial or GTM organization in a SaaS, tech-enabled services, or B2B software environment.
• Expert-level financial modeling skills - you can build a bottoms-up sales capacity model, a cohort-based ARR bridge, and a scenario-driven revenue forecast from scratch.
• Deep fluency in SaaS and recurring revenue metrics: ARR/MRR, NRR, GRR, ACV, TCV, CAC, LTV, payback period, magic number, and pipeline coverage ratios.
• Demonstrated experience supporting quota-setting, territory carving, or incentive compensation design in partnership with Sales Operations.
• Strong data skills - proficiency in Excel/Google Sheets at a minimum; experience with Salesforce and BI tools (e.g., Tableau, PowerBI) strongly preferred.
• Outstanding communication and executive presence - you are equally comfortable presenting to a CFO, a CRO, or a field sales rep.
• A genuine interest in leveraging AI and automation to push FP&A toward more scalable, tech-forward ways of working.
• Ability to operate with high autonomy in a fast-moving, post-merger environment where structure is still being built.

Nice-to-haves:

• Prior experience modeling revenue for businesses with mixed revenue types, including subscription, usage-based, non-recurring, and treasury revenue.
• Prior experience at an energy, sustainability, or climate technology company, or financial partnership experience with a business that sells into enterprise sustainability, procurement, or facilities management buyers.
• Familiarity with utility bill management, energy procurement, or sustainability reporting as a product category.
• Experience supporting a commercial integration or go-to-market harmonization following an M&A transaction.
• Experience with financial planning tools (e.g. Abacum, Pigment, Adaptive Planning).
• SQL and/or Python experience.
• MBA or CFA designation.

Qualifications

Must-haves:

• Bachelor’s degree in Finance, Accounting, Economics, or a related field.
• CPA certification preferred but not required.

Skills

• Financial modeling and analysis
• Revenue recognition and SaaS metrics
• Strategic planning and forecasting
• Collaboration and partnership building
• Data analysis and visualization
• Communication and presentation skills

Benefits

Benefits include:

• Remote first culture
• Flexible PTO
• Annual holidays
• Sick leave
• Bereavement leave
• Professional development days off
• Parental leave benefits
• 75-95% employer cost coverage for medical, dental, and vision benefits for employees and dependents
• Competitive compensation range of $97,000 to $175,000
• Additional benefits and bonuses