Sr Director / Director, FP&A GTM

As the Sr Director / Director of Go-to-Market (GTM) FP&A, you will be a pivotal leader in shaping Motive's growth strategy and financial performance. This is a high-impact, high-visibility role where you will serve as the primary financial partner to our Sales, Marketing, and Customer Success leadership. You will be instrumental in building and scaling our GTM financial planning processes, providing critical insights to optimize investments, drive revenue growth, and enhance profitability as we prepare for the public markets. You will lead a team responsible for all aspects of GTM financial planning, forecasting, reporting, and analysis.

• Strategic Financial Partner: Act as the key financial advisor to the Chief Revenue Officer (CRO), Chief Marketing Officer (CMO), and other GTM executives, providing data-driven insights and recommendations to support strategic decision-making.
• Planning & Forecasting: Lead the annual operating plan (AOP), long-range financial plan (LRP), and rolling forecast processes for all GTM functions (Sales, Marketing, Customer Success, Services).
• Performance Management & KPIs: Develop, track, and analyze key GTM performance indicators (KPIs) including bookings, revenue, customer acquisition cost (CAC), lifetime value (LTV), sales productivity, pipeline metrics, marketing ROI, and churn. Provide regular reporting and variance analysis to GTM leadership and the executive team.
• Sales Capacity & Productivity Modeling: Oversee the development and maintenance of sophisticated sales capacity models to inform hiring plans ensuring alignment with revenue targets.
• Investment Analysis: Evaluate the financial viability and ROI of GTM initiatives, including new market entry, marketing campaigns, and channel partnerships.
• Headcount and Expense Management: Manage GTM headcount planning and operating expense budgets, ensuring alignment with financial targets and strategic priorities.
• Process Improvement & Scalability: Drive continuous improvement in GTM FP&A processes, systems, and reporting capabilities to support scale and efficiency.
• Cross-Functional Collaboration: Work closely with Sales Operations, Revenue Operations, Accounting, HR, and Corporate FP&A to ensure data accuracy, process alignment, and holistic financial insights.
• IPO Readiness: Contribute to IPO readiness initiatives by ensuring robust financial controls, accurate forecasting, and insightful GTM financial narratives.

• Experience: 10+ years of progressive experience in FP&A, with at least 5+ years specifically supporting Go-to-Market (Sales, Marketing, Customer Success) functions within a high-growth B2B SaaS or technology company.
• Pre-IPO/Public Company Experience: Significant experience in a pre-IPO or public SaaS company, with a strong understanding of the associated financial rigor, reporting requirements, and investor relations aspects.
• SaaS Metrics Expertise: Deep understanding of SaaS business models, key metrics (ARR, NRR, churn, CAC, LTV, magic number, etc.), and GTM best practices.
• Financial Modeling & Analytical Skills: Exceptional financial modeling, quantitative analysis, and problem-solving skills. Ability to translate complex business drivers into financial models and actionable insights.
• Leadership & Business Partnership: Proven ability to lead and develop a team, and to build strong, collaborative relationships with senior GTM executives and cross-functional partners.
• Communication Skills: Excellent verbal and written communication skills, with the ability to present complex financial information clearly and concisely to both financial and non-financial audiences.
• Systems Proficiency: Advanced proficiency in Excel. Experience with CRM systems (e.g., Salesforce), ERP systems (e.g., NetSuite), and FP&A planning tools (e.g., Pigment) is highly desirable.
• Education: Bachelor’s degree in Finance, Accounting, Economics, or a related field. MBA is a strong plus.