Director of GTM Finance & Strategy, dbt Labs
$210-282k
Salary range dependent on candidate location. Plus equity
Data transformation tools
Be an early applicant
Data transformation tools
501-1000 employees
Be an early applicant
$210-282k
Salary range dependent on candidate location. Plus equity
501-1000 employees
Company mission
To empower data practitioners to create and disseminate organizational knowledge.
Role
Who you are
- 10+ years of GTM Finance experience, including ownership of forecasting and senior-level business partnering
- Deep understanding of the SaaS business model, including common GTM metrics and levers
- Experience supporting Professional Services, including capacity planning and services financial drivers
- Familiarity with consumption-based pricing models and the forecasting challenges and dynamics associated with usage-driven revenue
- Proven ability to manage and develop a high-performing remote, international team
- Strong working knowledge of US GAAP, with the ability to partner effectively with Accounting and understand revenue and cost recognition considerations
- Strong experience working with Pigment (FP&A platform), including building and maintaining forecasting and planning models, managing data inputs, and delivering scalable reporting for business partners
What the job involves
- We are looking for a Director, GTM Finance to lead financial planning and analysis across our Go-To-Market organization
- You’ll own revenue forecasting, drive cost and investment discipline, and serve as a strategic Finance Partner to the GTM leadership team
- You will manage a team of three and collaborate closely with other FP&A leaders to ensure alignment on company-wide targets, reporting, and strategic initiatives
- This role reports into the VP, Finance & Strategy, and can be based anywhere in the US
- Revenue Forecasting
- Own the end-to-end GTM revenue forecasting process, including inputs, assumptions, pacing, and forecast accuracy
- Partner with GTM leadership to translate pipeline, consumption, renewals, services capacity, and pricing dynamics into a cohesive forecast
- Develop and maintain models to support scenario planning and sensitivity analysis (e.g., pricing changes, demand shifts, pipeline conversion, services utilization)
- Business Partnering with Senior GTM Leaders
- Act as the primary finance partner to senior GTM executives, providing actionable insights to support strategic and operational decisions
- Build strong relationships across Sales, Marketing, Partner, Customer Success, and Professional Services to align performance drivers to outcomes
- Support leadership in setting goals, evaluating tradeoffs, and measuring progress against targets
- Cost Management
- Lead GTM opex planning, tracking, and variance analysis, highlighting risks and opportunities and recommending actions
- Establish and reinforce cost management practices, including investment frameworks and ROI analysis for key GTM initiatives
- Partner with functional leaders to optimize spend while enabling growth
- Liaising with FP&A
- Collaborate with other FP&A leaders to ensure consistent assumptions, reporting, and storylines across the business
- Align GTM planning with broader company financial targets, including cross-functional dependencies and shared initiatives
- Contribute to executive-level reporting packages, business reviews, and planning cycles
- Translating Forecasts and Budgets Into Actionable Cross-functional Plans
- Convert GTM forecasts and budget decisions into clear operating plans, timelines, and ownership across partner teams (including Total Rewards, Talent Acquisition, and Operations)
- Work with Talent Acquisition to translate headcount plans into recruiting targets, pacing, and requisition prioritization, and to proactively address capacity constraints
- Coordinate with Operations to ensure tooling, processes, and execution plans support forecast changes (e.g., territory coverage, onboarding capacity, enablement, and services delivery readiness)
- People Leadership
- Lead, coach, and develop a high-performing team of three finance professionals
- Establish clear priorities, strong operating rhythms, and high standards for analytical rigor and business partnership
- Support effective collaboration across a remote and international team environment
- Ad-hoc Financial and Strategic Analyses
- Deliver timely, high-quality analysis for evolving business questions (e.g., deal economics, comp plans, GTM productivity, services margins, pricing changes)
- Build scalable models and frameworks that can be reused across planning and decision-making
- Lead strategic analyses related to GTM growth, efficiency, capacity planning (including Professional Services), and unit economics
- Identify key levers to improve performance and drive initiatives that support long-term financial health
- What Success Looks Like
- Forecasts are trusted, timely, and explainable, with clear drivers and well-communicated risks/opportunities
- Senior GTM leaders rely on Finance as a proactive thought partner, not just a reporting function
- GTM investments are evaluated with discipline, and spend is managed to maximize impact
- The team operates with strong standards, clear ownership, and scalable analytical tools
Our take
In 2018, dbt Labs founder Tristan Handy was running an analytics company and created a data build tool (or ‘dbt’) to help transform data for analysis. Fast forward one year and dbt Labs was born, offering its tools to help companies everywhere transform their data workflows.
Raw data comes in myriad forms and dbt Labs’ software allows data specialists to manage the data transformation layer making its use for analysis much easier. It offers consulting services on top of the software, and has ridden a wave of companies embracing digital transformation more as their services and workplaces become more online.
Seen as the de facto standard for modern analytics engineering by many, it reached unicorn status within 2 years of launch and is focusing future efforts on expanding reach to more markets outside of the US. Its 2023 acquisition of Transform, an analytics engineering company, will aid in further developing its product's data transformation capabilities.
Steph
Company Specialist at Welcome to the Jungle
Insights
14% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Feb 2022
$222m
SERIES D
Jun 2021
$150m
SERIES C
Total funding: $414.4m
Company benefits
- Equity Stake
- Unlimited vacation
- 401k w/3% guaranteed contribution
- Excellent healthcare
- Paid parental leave
- Home office stipend
Company HQ
West Poplar, Philadelphia, PA
Leadership
Tristan Handy
(Co-Founder & CEO)Previously worked as a Senior Consultant at Deloitte, Director of Operations at Squarespace, COO at Argyle Social and Vp of Marketing at RJMetrics.
Connor McArther
(Co-Founder & CTO)Former Software Engineer and Engineering Manager at RJMetrics and Stitch.
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