Director of Strategic Finance, GTM

Pantheon WebOps Platform powers the open web, running more than 300,000 sites in the cloud for customers including Google, Princeton, Salesloft and Doctors Without Borders. Every day, thousands of developers and marketers create, iterate, and scale WordPress and Drupal sites to reach billions of people globally. Pantheon’s multitenant, container-based platform enables organizations to manage all of their websites from a single dashboard. Organizations including Clorox and the United Nations drive results through accelerated development and real-time publishing using Pantheon’s collaborative workflows.

As Director of Strategic Finance for GTM, you'll be the embedded financial partner for Pantheon's entire go-to-market engine — Marketing, Sales (AEs and BDRs), and Post-Sales (Customer Success, Support, and Professional Services). You'll sit at the intersection of business strategy and financial rigor, translating operational complexity into clear financial models, actionable insights, and well-reasoned recommendations that drive revenue growth and efficient scaling.

Reporting directly to the CFO, this is a high-visibility, high-impact role. You'll work directly with GTM leaders to shape strategy, own the financial planning process across the customer lifecycle, and build the frameworks that help Pantheon invest wisely as we grow.

Strategic Financial Partnership

• Serve as the primary finance business partner for Marketing, Sales, and Post-Sales leadership, building trusted relationships that make you a go-to thought partner — not just a reporter of numbers
• Translate GTM strategy into financial plans, headcount models, and investment frameworks that align resources to revenue outcomes
• Provide analytical support for key strategic decisions, including go-to-market investments, pricing, packaging, capacity planning, and channel mix

Planning & Forecasting

• Own the annual planning and quarterly forecasting processes for all GTM functions, including revenue, headcount, and operating expense
• Partner with Revenue Operations on sales capacity and productivity models — driving financial rigor and accountability while RevOps owns the operational mechanics of territory planning, BDR/AE hiring, and quota setting
• Own usage-based revenue modeling, translating product consumption patterns into forward-looking revenue forecasts and informing pricing and packaging decisions

Marketing Finance

• Serve as the dedicated finance partner for the Marketing organization, owning budget management, monthly actuals review, and reforecasting across all marketing spend
• Build and maintain Marketing efficiency models — tracking CAC by channel, demand gen ROI, pipeline contribution, and spend-to-pipeline ratios to inform investment decisions
• Partner with Marketing leadership on annual planning, including headcount, program spend, and event budgets, ensuring Marketing investments are tied to measurable pipeline and revenue outcomes
• Evaluate new marketing investments and campaigns with a rigorous cost-benefit lens, and provide ongoing performance reporting to drive accountability
• Design and deliver executive-ready reporting on GTM performance — ARR, pipeline coverage, CAC, LTV, payback periods, NRR, logo retention, and contribution margin by segment and channel
• Identify trends, risks, and opportunities in the business and proactively surface them to leadership with a clear point of view
• Build and maintain dashboards in partnership with Revenue Operations and Data/Analytics teams

Sales Compensation

• Own the end-to-end sales compensation process for AEs, BDRs, and CSMs — including plan design (building plans competitive, financially sustainable, and tightly aligned to Pantheon's revenue objectives and GTM motion), financial modeling, and automation of day-to-day administration
• Model the financial impact of comp plan changes, quota adjustments, and accelerator structures, ensuring plans are both motivating and within budget guardrails
• Partner closely with Revenue Operations and HR as core stakeholders in the comp process ensuring seamless execution across all three functions
• Build a scalable process to address comp-related questions from the field, ensuring transparency and timely resolution

Post-Sales Finance

• Partner with CSM, Support, and Professional Services leaders on capacity planning, resource allocation, and cost-to-serve modeling
• Track and improve unit economics for the post-sales organization, including gross margin per customer cohort and efficiency of expansion motions
• Support pricing and packaging decisions for Professional Services engagements

Cross-Functional Leadership

• Act as a bridge between Finance and GTM, ensuring operational plans are financially grounded and financial targets are operationally achievable
• Drive alignment across Sales, Marketing, and Post-Sales on shared revenue metrics and accountability frameworks
• Partner with Finance leadership to continuously improve planning processes, tooling, and analytical frameworks across the GTM org

Required

• 8+ years of progressive finance experience, with at least 3+ years in a strategic finance or FP&A business partner role supporting GTM functions
• Deep experience in SaaS or subscription-based business models, with strong command of SaaS metrics (ARR, NRR, CAC, LTV, churn, payback period)
• Expert financial modeling skills — you can build and stress-test a complex revenue or headcount model from scratch
• Experience partnering with Sales, Marketing, and/or Customer Success leaders at a B2B SaaS company
• Ability to communicate financial concepts clearly to non-finance audiences 
• Strong analytical instincts: you know when to go deep into data and when to synthesize up to the "so what"
• Leans into leveraging AI and proficiency with Salesforce (pipeline and revenue data), Looker or Tableau (reporting and dashboards), and NetSuite (GL and actuals)

Preferred

• Experience at a high-growth B2B SaaS company ($50M–$200M+ ARR range)
• Exposure to developer-focused, platform, or infrastructure software businesses
• Prior experience in investment banking, venture capital, or management consulting
• Experience supporting a global or multi-segment GTM motion (SMB, Mid-Market, Enterprise)

We have all the usual perks and benefits but what we can really offer you is a fantastic work environment powered by an amazing team.

• Industry competitive compensation and equity plan
• Flexible time off, sick days, and 13 paid holidays
• Comprehensive medical insurance including Health, Dental and Vision
• Paid parental leave (plus fertility, adoption and other family planning benefits)
• In-office workspace (San Francisco) and (Chicago) 
• Monthly allowance for wellness, reading and access to LinkedIn Learning for continued development
• Events and activities both team-based and company wide that inspire, educate and cultivate

The base salary range for this role is $161,000-201,000 USD

This position also offers a performance bonus dependent on company performance. Our salary ranges are determined by role, level, and location. 

Pantheon is an equal opportunity employer and we welcome applications from all backgrounds regardless of race, color, religion, sex, national origin, ancestry, age, marital status, sexual orientation, gender identity, veteran status, disability, or any other classification protected by law. Pantheon complies with federal and local disability laws and makes reasonable accommodations for applicants and employees with disabilities. If you need a reasonable accommodation due to a disability for any part of the interview process, please contact [email protected]. Pursuant to local and federal regulations, Pantheon will consider qualified applicants with arrest and conviction records for employment.

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