GTM Finance Manager

About the Role

Abnormal AI is hiring a GTM Finance Manager to serve as the financial backbone of our Go-To-Market (GTM) organization—Sales, Customer Success, and Marketing. Reporting to the Sr. Director of GTM Finance, this role will drive planning, expense management, and operational visibility across the full GTM P&L.

This is both a strategic and highly operational role. You’ll lead annual and quarterly GTM planning cycles, build headcount and capacity models, and deliver executive-ready reporting that drives accountability and transparency. You’ll partner cross-functionally with GTM Ops and Finance leaders to harmonize planning frameworks, refine key metrics, and perform scenario analyses that inform international expansion, new GTM motions, and investment trade-offs.

The ideal candidate is an expert in GTM financial management with a forward-looking mindset—equally comfortable optimizing expenses, evaluating business cases, and deploying AI-enabled forecasting tools to improve accuracy and scalability. In a fast-growing, global cybersecurity enterprise, your impact will shape how we invest resources, measure performance, and accelerate sustainable growth.

What you will do 

• Lead GTM Planning Cycles: Drive annual, quarterly, and monthly GTM planning processes, consolidating inputs across Sales, Customer Success, and Marketing to ensure alignment with corporate goals.
• Own the GTM P&L: Consolidate and manage the GTM P&L, providing financial visibility, transparency, and accountability across all customer-facing functions.
• Headcount & Capacity Modeling: Build and maintain headcount, capacity, and productivity models that guide hiring strategies, productivity benchmarks, and long-term growth decisions.
• Cross-Functional Partnership: Partner closely with Sales Ops, CS Ops, and Marketing Ops to harmonize planning frameworks, align performance metrics, and ensure operational execution supports financial objectives.
• Scenario Planning & Sensitivity Analysis: Perform scenario modeling and sensitivity analyses to assess evolving business models, international expansion, pricing strategies, and new GTM motions.
• Executive Reporting & Insights: Deliver executive-ready reporting and analysis for GTM and Finance leadership, including variance analyses, ROI tracking, investment trade-offs, and strategic recommendations.
• Ad Hoc Strategic Projects: Support and lead special projects that cut across GTM functions, providing financial insight, bandwidth, and connective tissue between business units.
• Champion Forecasting Innovation: Introduce and champion modern, AI-enabled forecasting tools and methodologies to improve accuracy, scalability, and speed of decision-making
• Expense Optimization: Identify, track, and optimize GTM operating expenses, ensuring resources are allocated efficiently to maximize return on investment.
• KPI Development & Governance: Define, monitor, and refine key GTM financial and operational metrics, establishing a governance framework that drives accountability across functions.
• Investment Business Cases: Develop financial models and business cases for incremental GTM investments (e.g., new markets, programs, or partnerships) to guide strategic decision-making.
• Process Standardization & Automation: Build repeatable, scalable processes for planning and expense management, leveraging automation and advanced analytics to reduce manual effort.

Must Haves 

• 5–8+ years of progressive experience in FP&A, Strategic Finance, or BizOps, preferably within high-growth B2B SaaS or cybersecurity.
• Proven track record supporting GTM functions (Sales, Customer Success, Marketing) with financial planning, reporting, and investment decision-making.
• Expert financial modeling capabilities, with the ability to build driver-based, headcount, capacity, and scenario models from the ground up.
• Hands-on experience managing and consolidating multi-department P&Ls, ensuring visibility, accountability, and actionable insights across functions.
• Exceptional cross-functional influence and communication skills, able to partner credibly with GTM leaders, Ops teams, and executives to align on strategy and execution.
• Advanced proficiency in Excel / Google Sheets, with experience using modern planning platforms (Pigment, Anaplan, Adaptive, or equivalent) to scale processes.
• Analytical storytelling expertise, capable of translating complex data and models into clear, compelling narratives for senior leadership.
• Comfort with ambiguity and fast-paced environments, operating with ownership, urgency, and precision while scaling processes in a dynamic global business.
• Forward-looking, technology-driven mindset, with exposure to AI-enabled forecasting, planning automation, or advanced analytics tools preferred.

Nice to Have 

• Experience with AI-enabled finance platforms or predictive analytics for planning/forecasting.
• Exposure to cybersecurity, SaaS enterprise GTM, or global expansion models.
• Familiarity with usage-based pricing, multi-product GTM, or enterprise deal economics.
• Experience supporting pre-IPO or post-IPO operating rhythms.
• Background in consulting, strategic operations, or investor-facing finance roles.

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