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. This individual will own revenue and sales forecasting, quota-setting, and commercial metrics for the combined Arcadia and ENGIE Impact go-to-market organization, serving as the connective tissue between Finance, Sales, Marketing, and Customer Success.

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.
• Lead 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.

Qualifications

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.

Skills

Must-have skills:

• Financial modeling
• Recurring revenue metrics
• Quota-setting and territory planning
• Data analysis and visualization
• Communication and executive presence
• AI and automation

Benefits

"Remote first" culture - work anywhere in the US as long as you have a reliable internet connection
Flexible PTO - no accrued hours and no limit on the number of vacation days exempt employees can take each year
11 annual holidays
10 days sick leave
Up to 3 weeks bereavement leave
Up to 4 weeks of caregiver leave
Military leave for eligible services or events
2 volunteer days off
2 professional development days off
10 weeks paid parental bonding leave for all parents and additional medical recovery time for eligible employees
75-95% employer cost coverage for medical, dental, and vision benefits for employees and dependents
Celebrating Diversity and Inclusion
Here at Arcadia, we cultivate diversity, celebrate individuality, and believe unique perspectives are key to our collective success in creating a clean energy future. Arcadia is committed to equal employment opportunities regardless of race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, protected veteran status, or any status protected by applicable federal, state, or local law.
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