Hightouch is an Agentic Marketing Platform powered by the industry-leading Composable CDP. With complete brand context, customer data, and performance history in one place, every marketer finally has the power to build and ship end-to-end campaigns themselves. Teams move faster, stay on brand, and get AI marketing that actually works.
Founded in 2019 and headquartered in San Francisco, Hightouch enables marketing teams to analyze performance, brainstorm ideas, and generate creative at a speed and quality that wasn't previously possible.
Named a Leader in the 2026 Gartner® Magic Quadrant™ for Customer Data Platforms, Hightouch is trusted by leading enterprises like Domino's, Spotify, Aritzia, Cars.com, Ramp, and PetSmart.
At Hightouch, our mission is to help our customers leverage data and AI to grow their businesses. The team is ambitious, impact-driven, efficient — and we believe humility, kindness, and compassion are essential to our success. If you're energized by velocity, obsessed with raising the bar, and want to build alongside people who care deeply about each other and our customers, we'd love to meet you.
As our GTM Strategic Finance Manager, you will own the economics of how we go to market. You will build and run the models that connect sales capacity, pipeline, and quota to our ARR growth and retention targets, and you will be the finance partner to the CRO and GTM leaders when they need to know whether the capacity and spend actually support targets. Working alongside the Head of Strategic Finance and in close partnership with RevOps, you will own the capacity and productivity models, pipeline-to-ARR forecasting, segment-level economics, and the sales-efficiency analysis behind board reporting. You own the revenue engine: what it costs to acquire and retain a dollar of ARR, and how we deploy sales and marketing spend to hit the number efficiently. Your work will directly shape how we invest in growth at one of the fastest-growing companies in our category.
What You'll Do- Own the sales capacity and productivity model: rep ramp, quota coverage, attainment assumptions, and whether the hiring plan supports the ARR growth targets.
- Build pipeline-to-ARR forecasting, including pipeline coverage, conversion and win rates, and sales cycle, and translate all of it into a defensible bookings and ARR forecast across segments.
- Own GTM unit economics (CAC, CAC payback, magic number, LTV to CAC, and sales and marketing efficiency) and keep them rigorous, consistent, and decision-ready.
- Partner with the CRO, sales leaders, and Marketing to pressure-test the ROI of GTM investments.
- Partner on pricing and packaging economics.
- Prepare the GTM analysis and supporting materials behind board and investor reporting, in close partnership with the Head of Strategic Finance and CFO.
- Lead ad hoc GTM scenario analysis (new segments, new motions, or pricing changes) that helps leaders across the company make faster, better-informed decisions.
- 4 to 7 years of experience in strategic finance, FP&A, GTM or sales finance, investment banking, private equity, or management consulting, including time at a high-growth software company.
- Modeling skills that bridge finance and operations, including capacity and productivity models, pipeline and bookings models, cohort and segment analysis, and scenario work.
- Deep command of GTM and SaaS unit economics, such as CAC, CAC payback, magic number, LTV to CAC, net and gross retention, sales efficiency, and pipeline coverage.
- Fluency working directly with data, including navigating a modern BI stack (for example Snowflake, dbt, and Looker or Omni), plus comfort with CRM data such as Salesforce.
- Expert proficiency in Excel or Google Sheets, with a high bar for accuracy and attention to detail.
- Clear, concise communication, with the ability to translate complex analysis into a narrative that GTM leaders and the board can act on, and the presence to partner with and influence a CRO and senior sales leaders.
- High ownership and low ego, comfortable driving workstreams independently in a fast-moving, ambiguous environment.
- A first-principles mindset and strong business judgment, with genuine curiosity about how the go-to-market engine works.
- Experience scaling a GTM or sales finance function at a high-growth software company through rapid revenue growth.
- Hands-on experience with quota, capacity, and territory planning, and with comp or commission plan design.
- Familiarity with consumption or usage-based pricing and how it affects ARR, retention, and gross margin.
- Experience partnering directly with a RevOps team, and comfort working across the seam between finance ownership and revenue operations.
Base salary only range for this position is $175,000−$210,000 USD per year, which is location independent in accordance with our remote-first policy. We also offer meaningful equity compensation in the form of ISO options, and offer early exercise and a 10 year post-termination exercise window.
E-Verify Statement
Hightouch participates in E-Verify. After you join the team, we'll verify your eligibility to work in the U.S. by submitting information from your Form I-9 to the Social Security Administration and, if needed, the Department of Homeland Security. This process happens post-hire only — we never use E-Verify to pre-screen applicants.
E-Verify Notice
E-Verify Notice (Spanish)
Right to Work Notice
Right to Work Notice (Spanish)
Skills Required
- 4 to 7 years experience in strategic finance, FP&A, GTM/sales finance, investment banking, private equity, or management consulting, including time at a high-growth software company.
- Advanced financial and operational modeling skills: capacity/productivity models, pipeline and bookings models, cohort and segment analysis, and scenario analysis.
- Deep knowledge of GTM and SaaS unit economics (CAC, CAC payback, magic number, LTV to CAC, net and gross retention, sales efficiency, pipeline coverage).
- Fluency working directly with data and a modern BI stack (for example Snowflake, dbt, Looker or Omni) and comfort with CRM data such as Salesforce.
- Expert proficiency in Excel or Google Sheets with high accuracy and attention to detail.
- Excellent written and verbal communication; ability to translate complex analysis into executive-level narratives and influence GTM leaders.
- High ownership, low ego, ability to drive workstreams independently in a fast-moving, ambiguous environment.
- Strong business judgment and first-principles mindset with curiosity about go-to-market mechanics.
- Experience scaling GTM or sales finance functions at high-growth software companies (bonus).
- Hands-on experience with quota, capacity, territory planning, or comp/commission plan design (bonus).
- Familiarity with consumption or usage-based pricing and its impact on ARR, retention, and gross margin (bonus).
- Experience partnering directly with RevOps and working across finance and revenue operations (bonus).
Hightouch Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Hightouch and has not been reviewed or approved by Hightouch.
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Strong & Reliable Incentives — Sales incentive plans are portrayed as competitive and well-structured, with on-target earnings that offer meaningful upside for high performers. Incentive design is highlighted as a strength within go-to-market roles.
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Healthcare Strength — Medical, dental, and vision coverage is presented as comprehensive, with employer-paid premiums for employees and substantial contributions for dependents. This reduces out-of-pocket costs and boosts overall total-rewards value.
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Equity Value & Accessibility — Equity grants are a standard part of compensation with a clear vesting schedule, and there is evidence of occasional liquidity via an employee tender offer. These factors make equity a more tangible component of total compensation.
Hightouch Insights
What We Do
Hightouch is the modern AI platform for marketing and growth teams. Our AI agents reimagine marketing workflows, allowing marketers to create content, plan campaigns, and execute strategies with transformational velocity and performance. Hightouch is a rare company built on the intersection of two fundamental technological shifts: advances in LLMs and agentic AI, and the creation and rapid adoption of cloud data warehouses like Snowflake and Databricks. Building on these tailwinds, we’ve become a leader in AI marketing and partner with industry leaders like Domino’s, Chime, Spotify, Ramp, Whoop, Grammarly, and over 1000 others.
Why Work With Us
Our team focuses on making a meaningful impact for our customers. We approach challenges with first-principles thinking, move quickly and efficiently, and treat each other with compassion and kindness. We look for team members who are strong communicators, have a growth mindset, and are motivated and persistent in achieving our goals.
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