Description

The SVP of Go-To-Market (GTM) Finance will serve as a senior strategic and operational finance leader, partnering with the Chief Revenue Officer (CRO), the Chief Sales Officer (CSO), and their leadership teams. The SVP will provide strategic insight and financial stewardship across geographies, operating units, and market sectors. This leader will translate GTM strategy into clear financial frameworks, guide investment decisions, and ensure disciplined execution across bookings, ARR growth, margin expansion, and sales productivity.

Responsibilities:

Strategic Leadership

• Act as the primary finance partner to the CRO and CSO, shaping GTM strategy and long-range growth plans

• Provide clear, data-driven perspectives on growth tradeoffs, ROI, and capital allocation

• Influence pricing, packaging, and monetization strategy in partnership with Product and GTM leadership

Financial Planning & Analysis

• Own GTM financial planning, including annual operating plan, forecasts, and multi-year models

• Lead bookings, ACV, AOV, pipeline, and revenue forecasting with a focus on accuracy and accountability

• Develop and maintain GTM unit economics (CAC, LTV, payback, productivity by segment/channel)

Sales & Marketing Economics

• Partner with Sales leadership on territory design, capacity models, quota setting, and incentive economics

• Evaluate and optimize sales productivity, ramp, attrition, and coverage models

• Assess marketing investment effectiveness, funnel performance, and demand ROI as it pertains to pipeline management, partnering closely with the CMO finance lead

Performance Management & Analytics

• Establish best-in-class GTM metrics, dashboards, and operating reviews

• Identify risks and opportunities early and drive corrective actions with GTM leaders

• Ensure consistent performance measurement across regions, segments, and routes to market

Cross-Functional Collaboration

• Work closely with RevOps, Accounting, Legal, and HR on deal structures, compensation plans, and controls

• Support M&A diligence and integration related to GTM functions

• Serve as a trusted advisor to executive leadership and the Board on GTM performance and outlook

Team Leadership

• Lead and scale a high-performing GTM finance team that operates with agility, insight, and strategic impact

• Drive modernization of GTM financial systems, reporting, and analytics — including AI-enabled forecasting and scenario modeling

• Foster a culture of business partnership, transparency, and continuous improvement across finance and GTM teams

Requirements:

• 15+ years of progressive finance leadership experience in enterprise software companies

• Proven track record of supporting CROs and Sales leadership in complex, multi-product organizations

• Deep understanding of channel, segment, and geo investment models

• Experience managing large operating budgets, operating unit or geography P&Ls, and driving cross-functional alignment on sales financial strategy

• Exceptional strategic thinking, communication, and executive stakeholder management skills

• Experience leading a high performing team of 50+

For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.