About the Role
Sanas is looking for a Head of GTM and Strategic Finance reporting to the CFO to build the operating backbone that connects our go-to-market strategy, financial plan, and execution This leader will sit at the intersection of Finance, Sales, Marketing, Customer Success, Product, and Partnerships- translating growth strategy, pipeline, capacity, productivity, customer economics, and product priorities into the financial forecasts and operating plans that drive executive decision-making. The role will establish a single, objective view of GTM performance and economics across functions and create the planning and reporting rigor required to scale the business.
This is a hybrid role by design: we need someone fluent in both financial rigor (ARR/bookings models, unit economics, CAC/payback, capacity planning, and budgeting) and GTM operations (pipeline, forecasting, productivity, systems, and performance management).
Key Responsibilities
GTM Strategy & Growth
- GTM operating model connecting bookings, ARR, pipeline, conversion, capacity, productivity, retention/expansion, headcount, and investment.
- Identify and prioritize growth opportunities across verticals, segments, products, geographies, and routes-to-market; develop business cases and test-and-scale plans for high-potential opportunities.
- Provide an objective, data-driven view of GTM performance and surface gaps, risks, and trade-offs to executive leadership.
Pipeline, Capacity & Quota Planning
- Own pipeline health- coverage, velocity, conversion, and attrition, source mix and turn gaps into concrete action with GTM leadership.
- Lead annual and in-year sales capacity planning: headcount, ramp timing, comp planning in partnership with GTM Leadership
- Maintain the quota-to-plan and capacity-to-plan bridges, ensuring bookings targets are supported by realistic capacity, pipeline, productivity, and conversion assumptions.
GTM KPIs & Reporting
- Define and continuously improve the core GTM KPI framework (pipeline conversion, sales productivity, win rates, cycle time, NRR, CAC/payback, magic number, etc.).
- Establish clear accountability across Sales, Marketing, and Customer Success for the metrics and operating assumptions that drive the company plan.
- Drive data quality and reporting scalability across GTM systems partnering with system owners to improve forecasting accuracy.
- Drive CAC, customer acquisition efficiency, payback, unit economics, and ROI analysis by segment, product, channel, and customer cohort.
- Develop scenario models that allow leadership to understand trade-offs among growth, investment, capacity, and profitability.
- Create the analytical foundation for resource allocation decisions across GTM functions..
Partnerships & Channel
- Serve as the strategic and financial lead for partnership and channel motions- deal structuring, pricing, revenue share, and incentive alignment.
- Define incrementality, channel attribution, and success metrics for partner-sourced and partner-influenced revenue; integrate these into the broader GTM forecast.
R&D Finance:
- Partner with Product, Engineering, and GTM to translate roadmap priorities into investment cases, operating plans, and measurable return expectations.
- Support modeling of product and infrastructure economics, including inference and cost-per-minute economics, and their implications for pricing, gross margin, and product investment decisions.
- Partner on pricing decisions, and other strategic investment analyses.
Financial & Operational Rigor
- Own the GTM financial model- bookings, ARR, sales capacity, and quota design- as the connective tissue between Finance and GTM execution.
- Lead GTM planning and budgeting cycles, ensuring investment across Sales, Marketing, and Partnerships is sized appropriately against topline targets.
Qualifications
- 10+ years of experience in Revenue/Sales Finance, FP&A with solid understanding of Revenue Operations and GTM Strategy at a high-growth SaaS or B2B software company,
- Track record building and owning GTM KPI frameworks and executive/Board-level reporting.
- Experience with partnership or channel economics, attribution, incentive design is strongly preferred.
- Experience with CRM and GTM systems (Salesforce, CPQ, forecasting/BI tooling) and a bias toward automation over manual reporting.
- MBA, management consulting experience is a plus.
