FP&A Director – GTM - GTM

There are NO limits to your career: come shape the future and be part of a truly unique global culture at OutSystems!

The FP&A Director – GTM is a high-impact senior role that will serve as the primary financial thought partner to Sales and Marketing leadership, converting data and insight into decisions that accelerate revenue growth and margin improvement.

This role sits at the intersection of strategic finance, GTM operations, and decision intelligence, and the decisions you drive will have cross-functional impact on GTM investment and strategy, not just analytical output. You will own GTM financial planning end-to-end, from ARR modeling and quota capacity planning to board-level reporting, while also anchoring Finance's contribution to the function’s priority of embedding standardized, data-driven decision-making into OutSystems' growth engine.

Key Responsibilities

GTM Strategic Partnership

•  Act as the dedicated financial business partner to Sales, Marketing, and Revenue Operations leadership - translating strategy into financial plans and financial data into executive decisions.

•  Develop and maintain ARR driver models, pipeline analytics, and customer lifetime value frameworks that connect GTM activity to multi-year revenue outcomes aligned to targets.

•  Evaluate ROI on campaigns, channel investments, and sales coverage models using the standardized ROI framework being rolled out company-wide.

Team Leadership & Organizational Development

•  Manage, mentor, and grow a team of GTM finance analysts, fostering a high-performance culture grounded in Finance's core values of Trust, Stakeholder Success, Innovation, and Alignment.

•  Champion AI-enabled, scalable ways of working, actively contributing to the talent model redesign for AI-first output, automation, and leverage-driven productivity.

•  Build the team's ability to communicate financial and data insights through compelling storytelling to executive and non-finance audiences.

Financial Planning & Forecasting

•  Own the annual GTM financial plan, rolling forecasts, and scenario analysis for Sales and Marketing P&Ls; ensure plans are reflected in the Pigment EPM platform as it replaces legacy processes.

•  Build and maintain driver-based models, consistent with the multiyear strategic model linking GTM execution to financial outcomes.

•  Develop and refine SaaS metrics and create visibility for the CFO, CEO, and Board.

Revenue & Quota Operations

•  Partner with Sales Operations to drive global quota capacity planning across roles and regions based on sales productivity benchmarks and market coverage analysis.

•  Lead GTM headcount and territory planning, incorporating AI-enabled analytics to improve precision and reduce planning cycle time.

•  Support pricing strategy evolution, including AI and consumption-based model economics, in partnership with the cross-functional pricing team.

Decision Intelligence & Reporting

•  Translate operational KPIs tied to ARR growth, margin expansion, and productivity into actionable dashboards and insights for GTM leaders, advancing the goal of standardizing decision intelligence as a core operating model.

•  Prepare, review, and present monthly, quarterly, and annual GTM financial reports to the CFO and executive team; support Board presentations with rigorous variance analysis and forward-looking commentary.

•  Drive adoption of advanced analytics outputs (e.g., advanced decision models, agentic tools, process automation) within GTM.

Salary Determination: Our salary range is based on industry standards, company performance, and market conditions. We offer competitive compensation packages to attract and retain top talent.

In determining salary ranges, we consider factors such as:

• Market Research: Industry reports, salary surveys, and online salary databases
• Company Performance: Financial performance, revenue growth, and budget allocation
• Job Requirements: Skills, experience, and qualifications necessary for the role
• Geographic Location: Cost of living, market conditions, and industry standards in our region
• $181,050 - $220,455 Base Salary

QualificationsRequired

•  Bachelor's degree in Finance, Accounting, Business, or related field; MBA or CPA preferred.

•  10+ years of progressive experience in FP&A or GTM/Sales Finance, with at least 3 years in a senior leadership role.

•  Proven track record supporting Sales, Marketing, or Revenue Operations in a SaaS or subscription software business.

•  Deep command of SaaS and GTM metrics: ARR, NRR, CAC, LTV, quota capacity modeling, pipeline conversion, and unit economics.

•  Expert financial modeler with strong analytical skills; able to distill complex business dynamics into clear executive-ready insights.

•  Strong communicator with the executive presence to influence senior stakeholders and simplify financial narratives for non-finance audiences.

•  Experience with EPM and planning tools; Pigment, Anaplan, or equivalent strongly preferred.

•  Proficiency in CRM and GTM tools: Salesforce, Clari, Xactly, or comparable platforms.

•  Hands-on experience with BI and data tools: Power BI, Tableau, advanced Excel, or equivalent.

Preferred

•  Experience driving a financial planning platform migration.

•  Familiarity with consumption-based or AI-product pricing models.

•  Experience preparing Board-level materials and presenting to CFO / executive leadership.

•  Background operating in a multi-currency, global SaaS environment.

More about OutSystems

OutSystems is a leading AI Development Platform built for the enterprise. Global organizations trust OutSystems to rapidly build mission-critical apps and agents, modernize legacy processes with agentic systems, and govern their entire AI portfolio across complex regulatory environments, all on one unified platform.

As the future becomes agentic, our customers need us now more than ever. While AI has opened the door to extraordinary possibilities, most large organizations find themselves stuck on one side of the "enterprise gap" because AI by itself doesn't solve their complex use cases and business challenges. OutSystems bridges the "enterprise gap" by combining the speed of generative AI with a deterministic, enterprise-grade framework. We provide the tools for teams of any size to deliver high-quality, reliable AI solutions that drive real business impact.

We are looking for passionate, talented, and motivated people to join us as we empower organizations to build, deploy, and scale the next generation of enterprise software. While we are leading the charge into the agentic era, our mission is broader: we are the platform enterprise leaders trust to evolve their entire business, accelerating innovation through secure, governed human-AI collaboration. 

OutSystems is a global company, with more than 900k developer community members, 1,700 employees, more than 600 partners, and thousands of active customers in over 75 countries and across 21 industries. Founded in 2001, OutSystems now has offices in the United States, United Kingdom, the Netherlands, Portugal, Germany, the UAE, Japan, Hong Kong, Malaysia, Australia, India, and Singapore, and  includes a thriving, worldwide community of remote employees.

Our customers are some of the world's most recognizable brands across diverse industries— such as Toyota, Heineken, Bosch, KeyBank, and UCLA—who trust OutSystems to deliver ROI and transformational impact. 

Consistently recognized as a leader by top analyst firms Gartner, IDC and Forrester, OutSystems continues to shape the future of enterprise software development in the agentic era. We are proud to be named a leader in more than 100 categories on G2, including #1 in Customer Satisfaction in Enterprise Low Code Development, and most recently as a leader in AI Agent Building in the G2 Spring 2026 Reports. 

Working at OutSystems

Our culture is built on our core values of Trust, Customer Success, Innovation, and Alignment. We operate as one global OutSystems team, taking ownership to pursue our vision of being the AI platform enterprise leaders trust to build, secure, and evolve their most critical applications and systems.

What do we have to offer you?

• A company at the vanguard of the agentic revolution, where we don’t just react to AI innovation—we architect it. Joining OutSystems means stepping onto a high-growth rocket ship that combines the fearless agility of a startup with the sophisticated, global foundation of an enterprise powerhouse.

• Real growth opportunities. We don't just talk about development; we invest in it through structured programs designed to scale your expertise. Whether you are aiming for vertical progression, exploring lateral moves into new domains, or mastering specialized AI skills through our Professional Development Fund and Internal Mobility Program, we provide the resources to get you there.

• A global collective of world-class talent, where you’ll collaborate with enterprise software legends and sought-after thought leaders. At OutSystems, our industry experts aren't just visionaries—they are accessible, approachable mentors who are deeply invested in your growth as we architect the agentic future together.

OutSystems nurtures an inclusive culture where talented individuals from all backgrounds are empowered to learn, experiment and make an impact. . We believe that driving our next phase of growth requires the radical creativity that only comes from diverse perspectives. We are committed to building a team as global and diverse as the organizations we serve, ensuring every individual can perform to their full potential. As an equal opportunity employer, all qualified applicants receive equal consideration regardless of race, origin, religion, sex, sexual orientation, gender identity, disability, veteran status, or any other protected status.