Senior FP&A Manager, GTM

What You'll Do
Act as a strategic partner to the sales leadership team. Leverage deep financial knowledge to provide expert guidance, actionable insights, and recommendations on financial strategy, investments, and resource allocation to support company growth.
Own the GTM operating model. Build and maintain pipeline, retention and ARR forecasts; drive weekly forecast cadence with sales leadership and reconcile bottoms-up views against top-down targets. Pressure test gross and net retention assumptions through cohort analysis and renewal pipeline health. Translate ARR forecasts into revenue forecasts using a revenue waterfall.
Drive annual planning cycles. Lead the sales finance workstream in annual planning and quarterly forecasting, including S&M expense-to-revenue targets, productivity assumptions, and scenario modeling.
Own expense management. Provide variance analysis for the sales organization, highlighting risks and opportunities.
Support Sales Compensation. Partner with Sales Operations, Revenue Operations and Accounting to manage headcount, capacity planning and commission design, aligning to the broader go-to-market strategy.
Elevate tooling. Build durable, self-serve reporting (dashboards, models and AI-assisted workflows) that reduce manual cycles and raise the altitude of the team's work.
Communicate at executive level. Prepare crisp analyses and materials for the CRO, CFO, CEO, and Board; translate complex data into clear decisions.
What We're Looking For
6–10+ years of progressive finance experience, with at least 3 years in FP&A or sales/GTM finance at a SaaS or subscription software company; public-company experience strongly preferred
Strong financial modeling skills
Strong SQL skills; comfortable pulling and validating your own data
Deep fluency in SaaS metrics
Experience with pricing/packaging transitions, consumption models, or usage-based revenue a strong plus
Solid grounding in core accounting concepts and revenue waterfall mechanics
Demonstrated experience partnering cross-functionally
Strong executive presence - comfortable challenging assumptions while maintaining trusted relationships
Meticulous attention to detail
Ability to lead projects and provide clear guidance to others
Ability to manage and prioritize multiple tasks in a fast-paced, dynamic environment
Ability to work independently and collaborate as part of a team
AI fluency using Claude to improve how Finance works, not just what Finance produces
Familiarity with an EPM tool such as Anaplan or Pigment
Experience using Salesforce to understand opportunities, accounts and customers
Familiarity with Zuora and Zuora Revenue is a plus
BA/BS in Finance, Economics, or related field; MBA/CFA a plus
Why This Role
You'll have direct exposure to how PagerDuty plans, forecasts, and reports on the business - with a seat at the table for decisions that shape the GTM function with a direct line to the CRO and Sales leadership. This is a role for someone who wants ownership, takes action and has a clear point of view on the business.

The base salary range for this position is 131,000 - 220,000 USD. This role may also be eligible for bonus, commission, and/or benefits.

Our base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills/competencies and experience.

Your recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring process.

Your package may include:

Competitive salary
Comprehensive benefits package
Flexible work arrangements
Company equity*
ESPP (Employee Stock Purchase Program)*
Retirement or pension plan*
Generous paid vacation time
Paid holidays and sick leave
Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO
Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)*
Paid volunteer time off: 20 hours per year
Company-wide hack weeks
Mental wellness programs

Skills Required
6-10+ years of progressive finance experience
At least 3 years in FP&A or sales/GTM finance at a SaaS or subscription software company
Public-company experience
Strong financial modeling skills
Strong SQL skills; comfortable pulling and validating your own data
Deep fluency in SaaS metrics
Experience with pricing/packaging transitions, consumption models, or usage-based revenue
Solid grounding in core accounting concepts and revenue waterfall mechanics
Demonstrated experience partnering cross-functionally
Strong executive presence; comfortable challenging assumptions while maintaining trusted relationships
Meticulous attention to detail
Ability to lead projects and provide clear guidance to others
Ability to manage and prioritize multiple tasks in a fast-paced, dynamic environment
Ability to work independently and collaborate as part of a team
AI fluency using Claude to improve finance workflows
Familiarity with an EPM tool such as Anaplan or Pigment
Experience using Salesforce to understand opportunities, accounts and customers
Familiarity with Zuora and Zuora Revenue
BA/BS in Finance, Economics, or related field
MBA or CFA