Senior Director, GTM Finance at Abnormal

This role serves as the strategic finance business partner to the leaders of Sales, Marketing and Customer Success at a fast-growing cybersecurity company. The Head of GTM Finance will be instrumental in driving the company’s aggressive revenue growth and public readiness goals, leveraging extensive expertise in SaaS, ARR forecasting, GTM analytics, and marketing demand generation. Prior IPO preparation experience is desirable but not mandatory. A background in data science is a strong plus.

What you will do 

• Act as a strategic advisor to GTM leadership, including Sales, Marketing, and Customer Success teams, providing data-driven insights and financial guidance to optimize revenue growth and achieve financial objectives.

• Lead and develop a high-performing finance team responsible for financial planning and analysis, with a focus on Sales Bookings, Recurring Revenue, Commission Plan Administration, and Order Management.

• Collaborate with GTM executives, offering insights, driving strategic initiatives, and challenging the team to meet and exceed company goals.

• Develop and deliver compelling financial narratives on sales, recurring revenue, and marketing performance for internal and external stakeholders.

• Proactively identify opportunities to accelerate revenue growth, utilizing advanced analytics and data science techniques to provide actionable insights and drive cross-functional initiatives.

• Oversee the strategy, design, and administration of sales commission plans, ensuring alignment with business objectives to enhance performance and accountability.

• Partner closely with marketing teams to optimize demand generation resource allocation, focusing on maximizing ROAS and driving faster top-line growth.

• Continuously refine financial and operational metrics, analytics, and tools, leading initiatives to improve business systems and processes for better decision-making support.

• Build and maintain sophisticated financial models that incorporate key business drivers, supporting strategic planning and revenue growth acceleration.

Must Haves 

• 15+ years of progressive financial leadership experience, preferably within a high-growth SaaS or recurring revenue environment.

• Expertise in SaaS and ARR forecasting, with a strong understanding of GTM analytics, marketing demand generation, and ROAS optimization.

• Bachelor’s degree in Accounting, Finance, or a related field; MBA or CPA preferred.

• Proven experience as a strategic finance business partner to C-suite executives, particularly those with revenue responsibility.

• Demonstrated success managing large finance teams (15+ members) and driving them to achieve strategic objectives.

• Exceptional financial storytelling skills, with the ability to translate complex data into clear, actionable insights for executive communication and presentations.

• Highly analytical with robust strategic and critical thinking skills; capable of understanding the broader business context while managing detailed analysis.

• Experience with sales commission plan strategy and administration, with a proven ability to align compensation with business goals.

• Strong understanding of SaaS revenue recognition and quote-to-cash processes.

• Familiarity with data science techniques and their application in financial and operational analysis is a plus.

• Operationally focused with a hands-on leadership approach, willing to drive initiatives forward personally when necessary.

Nice to Have 

• Experience with public readiness initiatives, including IPO preparation.

• Proven expertise in optimizing marketing demand generation, resource allocation, and maximizing ROAS to drive faster top-line growth.

• Ability to thrive in a fast-paced, dynamic environment with a proactive, solution-oriented mindset.