Head of GTM And Strategic Finance

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.