FP&A Director (GTM & Sales)

Introduction to Demandbase: 

Demandbase helps B2B companies hit their revenue goals using fewer resources. How? By using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Our account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.

As a company, we prioritize both the advancement of careers and the development of world-class technology. We invest heavily in people, our culture, and the communities around us. We have offices strategically located in San Francisco and New York in the US, and Hyderabad, in India and we embrace a hybrid work model in these regions. Outside of these areas we offer a remote work option and boast a significant presence in Austin, TX, Atlanta, GA, and London, UK. Continuously lauded as a great place to work, we are Great Place to Work Certified, and have earned distinctions such as "Fortune's Best Workplaces in the Bay Area,"Best Workplaces in Technology," "Best Workplaces for Millennials," and "Best Workplaces for Parents"!

We're committed to attracting, developing, retaining, and promoting a diverse workforce. By ensuring that every Demandbase employee is able to bring a diversity of talents to work, we're increasingly capable of achieving our mission to transform the way B2B companies go to market. We encourage people from historically underrepresented backgrounds and all walks of life to apply. Come grow with us at Demandbase!

About the Role: 

The Director of GTM / Sales Finance will be responsible for leading and optimizing the financial support for our Go-To-Market (GTM) teams, specifically focusing on Sales, Marketing, and Customer Success functions. This role will partner closely with sales leadership to drive financial planning, performance analysis, forecasting, and reporting. As a strategic thought leader, you will support the company’s growth initiatives, providing insights that inform decisions related to sales capacity, productivity, and operational efficiency.

The base compensation range for this position, not including the company bonus, is: $172,000 - 234,000.

What you'll be doing:

• Strategic Business Partnership: Serve as a key financial advisor to the GTM teams, including Sales, Marketing, and Customer Success. Partner closely with the CRO, VP of Sales, and Sales Ops leaders to align financial strategy with business objectives.
• Sales Capacity Planning Models: Build and maintain detailed financial models to optimize sales capacity planning, productivity, and compensation structures. Support sales forecasting and target setting.
• Revenue Forecasting: Lead the development and maintenance of revenue forecasting models. Provide insights on pipeline and deal metrics, analyzing trends, and flagging risks and opportunities.
• Compensation Analysis: Collaborate with sales operations to evaluate and support incentive compensation plans, ensuring alignment with overall company objectives and financial plans.
• Budgeting & Planning: Lead the budgeting and planning process for all GTM departments. Ensure alignment between GTM strategy and financial goals, identifying areas for optimization and improvement.
• Performance Management: Monitor and analyze the performance of the GTM teams against KPIs, providing actionable insights to drive financial outcomes. Prepare and present regular financial and operational reports to senior leadership.
• Cross-Functional Collaboration: Work closely with Corporate FP&A, accounting, and operations to streamline reporting processes and align on key financial metrics.
• Decision Support: Support pricing and deal structures, sales incentives, and go-to-market investment decisions through data-driven insights and financial analysis.
• Ad-Hoc Analysis: Provide ad-hoc financial analysis as required to support business initiatives, including market expansion, product launches, and sales initiatives.

What we're looking for:

• 10+ years of experience in Sales Finance, GTM Finance, FP&A, or similar roles, with at least 5 years in a leadership position.
• Experience in high-growth SaaS environments.
• Solid understanding of sales processes, including pipeline management, deal structures, and quota setting.
• Demonstrated hands-on approach to execution, with the ability to work cross-functionally and collaborate with senior leadership to shape business strategy through financial insights.
• Great communication and leadership skills, with experience managing and scaling teams.
• Expertise in using financial tools (e.g., Adaptive Insights, Anaplan, Pigment) to enhance financial planning and reporting.
• Solid analytical skills, with a balance between strategic thinking and attention to detail.
• CPA/CFA preferred

Benefits:

We offer a comprehensive benefits package designed to support your health, well-being, and financial security. Our employees enjoy up to 100% paid premiums for Medical and Vision coverage, ensuring access to top-tier care for you and your loved ones. In addition, we provide a range of mental wellness resources, including access to Modern Health, to help support your emotional well-being. We believe in a healthy work-life harmony, which is why we offer a flexible PTO policy, 15 paid holidays in 2025—including a three-day break around July 4th and a full week off for Thanksgiving—and No Internal Meetings Fridays to give you uninterrupted time to focus on what matters most. For your financial future, we offer a competitive 401(k) plan, short-term and long-term disability coverage, life insurance, and other valuable benefits to ensure your financial peace of mind.

Our Commitment to Diversity, Equity, and Inclusion at Demandbase:

At Demandbase, we believe in creating a workplace culture that values and celebrates diversity in all its forms. We recognize that everyone brings unique experiences, perspectives, and identities to the table, and we are committed to building a community where everyone feels valued, respected, and supported. Discrimination of any kind is not tolerated, and we strive to ensure that every individual has an equal opportunity to succeed and grow, regardless of their gender identity, sexual orientation, disability, race, ethnicity, background, marital status, genetic information, education level, veteran status, national origin, or any other protected status. We do not automatically disqualify applicants with criminal records and will consider each applicant on a case-by-case basis.

We recognize that not all candidates will have every skill or qualification listed in this job description. If you feel you have the level of experience to be successful in the role, we encourage you to apply!

We acknowledge that true diversity and inclusion requires ongoing effort, and we are committed to doing the work required to make our workplace a safe and equitable space for all. Join us in building a community where we can learn from each other, celebrate our differences, and work together.