Manager, GTM Strategy & Operations

Role Overview

• Own end-to-end ARR reporting, including ARR waterfalls, bookings → ARR reconciliation, churn, contraction, expansion, and renewals
• Translate Salesforce activity (including negative opportunities and adjustments) into finance-grade revenue views
• Partner with FP&A on revenue forecasting, scenario modelling, and long-range planning
• Improve forecasting methodology and discipline with Sales and CS leadership over time
• Own pipeline reporting, coverage ratios, and forecast accuracy across segments and regions
• Define and evolve pipeline health metrics in an environment where data maturity is still improving
• Partner with Sales leadership to identify risks, gaps, and corrective actions
• Administer and evolve the GTM tech stack (e.g., Salesforce, Outreach…)
• Track and explain unit economics: LTV/CAC, payback, Magic Number, NRR/GRR, productivity per sales rep
• Support strategic conversations around hiring pace, quota capacity, and ROI across Sales, Marketing, and CS
• Partner with Product Marketing and Sales to ensure reps are trained on messaging, product updates, and new campaigns
• Support pricing, packaging, and commercial strategy with analytical models
• Act as senior analytical support for non-standard deals, ensuring alignment with financial and strategic objectives
• Own board
• and investor-ready GTM reporting, including pipeline, bookings, ARR, churn, and performance vs. plan
• Turn complex models and reconciliations into clear executive narratives, visuals, and recommendations
• Set standards for weekly, monthly, and quarterly GTM reporting
• Guide and up-level existing team members in modelling, reporting, and executive communication
• Help define the future operating model as funnel data, tooling, and forecasting maturity increase

Requirements

• 8-12+ years proven experience in GTM Finance, Strategic Finance, Revenue Operations, or Commercial Strategy
• Deep experience in B2B SaaS revenue models with non-trivial ARR complexity
• Hands-on ownership of ARR waterfalls, renewals, churn, and revenue reconciliation
• Prior exposure to board and executive-level reporting
• Exceptional Excel / Google Sheets skills. Able to build, audit, and maintain complex models
• Strong command of SaaS metrics and GTM economics
• Comfortable working with imperfect CRM data and applying judgment
• Experience with Salesforce and BI tools (Tableau, Looker, PowerBI, etc.)
• Ability to translate complexity into clear, decision-oriented insights
• Senior presence; confident partnering with CRO, CFO, and executive leadership
• Detail-oriented without losing the strategic narrative
• Calm, structured, and credible under scrutiny
• Collaborative by default, but willing to challenge assumptions with data
• Accounting or formal FP&A background is a plus, but real-world ARR and GTM experience matters more than theory

Tech Stack

• Tableau

Benefits

• Fully remote from Germany, France or United Kingdom
• Awarded Best Managed Company in Switzerland by Deloitte in 2024 and 2025
• Bi-Annual Company Wide Trips (2023 Armenia 2025 Switzerland and more to come!)
• Remote Work (occasional international travel)
• High Flexibility
• Employee-Focused Culture
• Innovative and Collaborative Team
• Great Working Conditions