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About the role
- Director of Go-to-Market Finance supporting revenue strategy and analytics at BetterUp. Leading financial planning, forecasting, and performance analysis for growth initiatives.
Responsibilities
- Own GTM financial planning and forecasting, including bookings, ARR, pipeline, headcount capacity, and productivity metrics
- Partner closely with the CRO, Sales leadership, RevOps, and Marketing to support territory design, quota setting, coverage models, and incentive economics
- Lead analysis on pricing, discounting, deal structure, and unit economics, ensuring growth is both fast and sustainable
- Develop and maintain best-in-class revenue models that connect pipeline activity to bookings, revenue, and cash flow
- Provide clear insights on forecast accuracy, variance drivers, and risk/opportunity tradeoffs for executive and board discussions
- Help define and track core GTM metrics (e.g., ARR, ACV, win rates, sales cycle, CAC payback, quota attainment, NRR)
- Build scalable reporting, cadences, and processes that support a growing, increasingly complex sales organization
- Act as a trusted thought partner, asking “why” as often as “how much” to challenge assumptions and sharpen decisions
Requirements
- 7–10+ years of progressive finance experience, with 3–5+ years in GTM Finance, Sales Finance, or Strategic Finance roles at high-growth companies
- Deep fluency in B2B SaaS and subscription economics, including bookings vs. revenue, ARR, cohort retention, CAC payback, and Rule of 40
- Strong financial modeling skills—you can build and evolve complex GTM models from scratch and explain them clearly to non-finance leaders
- Proven experience partnering with Sales, RevOps, and Marketing leaders to influence strategy and execution
- Strong business judgment—you understand how incentives, pricing, and structure shape sales behavior
- Executive presence and communication skills—you can confidently present insights to the CRO, CFO, CEO, and Board
- Ownership mindset and intellectual curiosity—you proactively surface insights and take accountability for outcomes
- Bonus: experience with BI/analytics tools (Tableau, Looker, Mode), SQL or Python, and supporting strategic initiatives like new sales motions, pricing changes, or M&A
Benefits
- Access to BetterUp coaching; one for you and one for a friend or family member
- A competitive compensation plan with opportunity for advancement
- Medical, dental, and vision insurance
- Flexible paid time off
- Per year:
- All federal/statutory holidays observed
- 4 BetterUp Inner Workdays (https://www.betterup.co/inner-work)
- 5 Volunteer Days to give back
- Learning and Development stipend
- Company wide Summer & Winter breaks
- Year-round charitable contribution of your choice on behalf of BetterUp
- 401(k) self contribution
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