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Senior Analyst - GTM Finance
Heavy Construction Systems Specialists Llc
WorldwideRemote2w ago
- Employment
- Full-time
- Seniority
- Senior
About the role
- Bachelor's degree in Finance, Accounting, Economics, or a related quantitative field required
- 4–7 years of progressive experience in SaaS FP&A, revenue finance, GTM analytics, or RevOps with substantive financial modeling depth
- Demonstrated mastery of SaaS revenue metrics, including ARR bridge construction (new logo, expansion, contraction, churn), NRR and GRR cohort analysis, bookings-to-revenue dynamics, and pipeline coverage analytics
- Experience building or owning a sales capacity model, including rep count, ramp, quota, OTE, and attainment assumptions
- Strong commercial fluency: ability to engage credibly with CROs, VPs of Sales, VPs of Customer Success, and RevOps leaders on revenue strategy and GTM economics
- Working knowledge of renewal economics and customer success financial dynamics, including maintenance uplift, churn forecasting, and retention modeling
- Expert-level proficiency in Excel; comfortable building multi-driver revenue models from scratch and reconciling complex data sources
- Hands-on experience with Salesforce or comparable CRM platforms for pipeline, bookings, and revenue data
- Working proficiency in BI tools (PowerBI, Tableau, or Looker) and ERP systems (NetSuite or Microsoft Dynamics preferred)
- Proficiency in a financial planning tool such as Workday Adaptive Planning, Anaplan, OneStream, or similar
- Strong written and verbal communication skills; able to translate revenue analytics into clear narrative for executive audiences
- Ability to work standard Central Time business hours; availability during close cycle, bookings cutoff, and forecast review periods as needed
- Experience designing or modeling commission plans and OTE structures
- Working knowledge of ASC 606 revenue recognition as applied to SaaS, term license, perpetual, and maintenance revenue
- Prior experience in a PE-backed SaaS environment with exposure to board-level revenue reporting and sponsor-driven KPI frameworks
- Experience modeling on-premise to SaaS migration impacts on revenue recognition and ARR
- Familiarity with sales tooling and GTM tech stack economics (Salesforce, Clari, Gong, outreach platforms)
- Own the ARR bridge as a recurring monthly and quarterly deliverable, including new logo, expansion, contraction, and churn components
- Produce the weekly bookings flash and monthly bookings forecast by segment and channel
- Build and maintain NRR and GRR cohort analyses, identifying retention trends and isolating drivers of customer churn and expansion
- Own the sales capacity model, including productive headcount, ramp curves, quota assignment, OTE, and attainment assumptions; partner with the CRO and RevOps on quarterly refreshes
- Maintain CAC, LTV/CAC, and pipeline coverage analytics as recurring GTM efficiency deliverables
- Forecast maintenance and support renewal rates and annual maintenance uplift; serve as the embedded finance partner to the VP of Customer Success on renewal economics
- Model the revenue recognition and ARR impact of customer migrations from on-premise to SaaS
- Lead GTM headcount planning across Sales, SDR, Marketing, and Customer Success in partnership with the CRO and functional leaders
- Own GTM compensation modeling, including OTE design and commission plan financial impact analysis
- Manage the GTM software and tooling budget (Salesforce, Clari, Gong, and related platforms) and monitor expense variance against plan
- Own monthly GTM departmental expense variance analysis across all GTM cost centers (Sales, Marketing, Customer Success)
- Produce sales and marketing cost efficiency analytics, including cost per pipeline dollar and marketing ROI metrics
- Partner with RevOps on pipeline data quality, conversion analytics, and bookings reporting integrity
- Contribute revenue and GTM cost inputs to the consolidated monthly forecast, annual operating plan, and long-range planning process
- Conduct pricing and discount trend analysis on a quarterly or on-demand basis
- Flexibility to work Remotely
- Medical, dental, and vision coverage with company-paid and employee-paid options
- Paid holidays, sick days, and personal time off
- Employee Resource Groups (ERGs) that foster connection and inclusion
- On-site amenities including a covered basketball court, soccer field, track, pickleball/tennis courts, gym, etc.
- Dog-friendly campus and WiFi-accessible courtyards
- 401(k) with a 5% company match
- Coverage for employee professional development and wellness
- And more!
Perks & benefits
- 401k
- Vision Insurance
- Paid Time Off
- Pension Matching
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