财务市场拓展总监
Director, Finance GTM
**关于G2 - 公司**
G2是全球最大的、最值得信赖的软件市场。当你加入G2，你将加入一个行业领先的团队，通过真实软件用户的可信洞察来推动决策和战略，帮助企业发展到最佳状态。
现在，我们与[Capterra](https://www.capterra.com/)、[SoftwareAdvice](https://www.softwareadvice.com/)和[GetApp](https://www.getapp.com/)合作，打造了最大的在线数据和软件洞察来源，以推动人工智能时代的智能购买。我们拥有超过2亿的年访问量和600万条经验证的评论，现在已成为软件买家做出更好、更快、更有信心决策的中心。
而我们才刚刚开始！我们正致力于改变全球B2B软件行业，成为人工智能时代软件买家和卖家最值得信赖的数据基础。
这听起来是否让你兴奋？加入我们，一起实现下一个PEAK！
**关于G2 - 我们的人**
在G2，我们的一切以及所做的一切都建立在我们的PEAK价值观上——（P）绩效 + （E）创业精神 + （A）真实性 + （K）善良。在G2工作意味着你是价值驱动、不断成长的全球社区的一部分，我们一起攀登PEAK。我们为彼此的成功欢呼，从错误中学习，并在困难时期互相支持和依靠。带着雄心和创业精神，我们互相激励，承担具有挑战性的工作，这将帮助我们共同成长和学习。
你将加入一个由聪明、专注且善良的个体组成的全球多元化团队，每个人都有独特的才能、抱负和人生经历。我们社区和文化的核心是我们由员工主导的ERGs，它们庆祝并突出我们全球团队的多样身份。作为一家公司，我们对[DEI](https://company.g2.com/dei)和慈善工作（如我们的[G2 Gives](https://company.g2.com/gives)项目）持积极态度，因为这鼓励我们所有人成为更好的人。
### 关于该职位
向FP&A副总裁汇报，GTM财务总监是GTM组织的财务合作伙伴，包括G2的GTM总裁、首席营销官、GTM策略与运营副总裁以及销售领导团队。该职位负责营销与数据解决方案业务的订阅收入和ARR预测、销售能力规划与预测、交易经济性支持，并与市场营销投资回报分析和支出进行合作。
查看英文原文
**About G2 - The Company**
G2 is the world's largest and most trusted software marketplace. When you join G2, you’re joining the industry’s leading team that helps businesses reach their peak potential by powering decisions and strategies with trusted insights from real software users.
Now, we have joined forces with [Capterra](https://www.capterra.com/), [SoftwareAdvice](https://www.softwareadvice.com/), and [GetApp](https://www.getapp.com/) to create the largest source of online data and software insights to fuel intelligent buying in the age of AI. With 200M+ combined annual visitors and 6M verified reviews, we are now the centralized place to enable software buyers to make better and faster decisions with confidence.
And we are just getting started! We are setting out to transform the global B2B software industry and become the most trusted data foundation for buyers and sellers of software for the age of AI.
Does that sound exciting to you? Come join us as we try to reach our next PEAK!
**About G2 - Our People**
At G2, everything we are and what we do is grounded in our PEAK values— ( _P_ erformance + _E_ ntrepreneurship + _A_ uthenticity + _K_ indness. Working at G2 means you are part of a value-driven, growing global community that climbs PEAKs together. We cheer for each other’s successes, learn from our mistakes, and support and lean on one another during challenging times. With ambition and entrepreneurial spirit we push each other to take on challenging work, which will help us all to grow and learn.
You will be part of a global, diverse team of smart, dedicated, and kind individuals - each with unique talents, aspirations, and life experiences. At the heart of our community and culture are our people-led ERGs, which celebrate and highlight the diverse identities of our global team. As an organization, we are intentional about our [DEI](https://company.g2.com/dei) and philanthropic work (like our [G2 Gives](https://company.g2.com/gives) program) because it encourages us all to be better people.
### About The Role
Reporting to the VP of FP&A, the Director, Finance - GTM is the finance partner to the GTM organization, including G2’s President - GTM, Chief Marketing Officer, SVP - GTM Strategy & Operations, and Sales Leadership. This role owns subscription revenue and ARR forecasting for the Marketing & Data Solutions business, sales capacity planning and forecasting, deal economics support, and partners on Marketing ROI analysis and spend/investment allocation. Partnering closely day-to-day with these leadership members, the role ensures targets are data-driven, achievable, and aligned to the revenue plan, and brings forward-looking financial insight to sales investment decisions to optimize financial outcomes and growth for G2.
### In This Role, You Will:
- **Own Subscription Revenue & ARR Forecasting (30%)**
- Own Marketing & Data Solutions revenue and ARR reporting, forecasting, and bookings analysis, including new revenue streams and commercial models within Marketing Solutions.
- Build and maintain revenue models that deliver actionable insight into growth, retention, and expansion.
- Partner with Accounting to reconcile bookings, billings, and revenue.
- **Lead Sales Capacity Planning & Expense Forecasting (30%)**
- Partner with the Revenue Operations team on the sales capacity model, linking headcount, ramp, productivity, and quota to the revenue plan. Analyze sales productivity and pipeline trends to identify opportunities and mitigate risk.
- Partner with Revenue Operations to set and align targets that are data-driven, achievable, and strategically sound.
- Own the sales and marketing expense budget and headcount plan, partnering with GTM leaders to set targets, track spend against plan, manage approvals for new and backfill roles, and improve efficiency and LTV/CAC metrics tied to G2’s value creation plan.
- **Partner with the GTM Organization (25%)**
- Serve as the dedicated finance business partner to the President of Go-to-Market and the broader GTM leadership team, providing financial guidance on strategic proposals, new go-to-market initiatives, and investment decisions; proactively surface risks and opportunities, model the financial impact of alternative scenarios, and ensure recommendations are grounded in clear, data-driven analysis aligned to the revenue plan.
- Coordinate with Deal Desk on deal economics, revenue optimization, and non-standard deal structuring; partner with Revenue Operations and Sales on strategic pricing and packaging initiatives, particularly those tied to new and emerging commercial models (i.e., usage and outcome-based)
- Support S&M spend visibility and ROI across the sales and marketing organizations.
- Partner with Employee Success on hiring and recruiting plans, and create a standardized process for Finance review and approval across the sales and marketing organizations.
- **Support Planning & Operating Rhythm (15%)**
- Support creation of G2’s long-term strategic plan, its annual operating plan, and updated quarterly forecasts; build robust financial models that are aligned with GTM leaders on key spend priorities, including new revenue streams within Marketing and Data Solutions.
- Provide revenue and capacity inputs to the Monthly Business Review (MBR) and Board reporting cycles.
- Drive automation and AI-first ways-of-working to scale Finance capabilities commensurately with the growth of the Company, particularly in areas impacting revenue and capacity reporting, planning and analysis.
### Minimum Qualifications:
We realize applying for jobs can feel daunting at times. Even if you don’t check all the boxes in the job description, we encourage you to apply anyway.
- 7+ years of progressive experience in FP&A, revenue finance, strategic planning and analysis, consulting, banking, or related fields.
- Strong expertise in revenue modeling, ARR analysis, sales capacity planning, and unit economics.
- Track record of partnering with GTM/Marketing/Revenue Operations in fast-paced, high-growth environments.
### What Can Help Your Application Stand Out:
- B2B SaaS or marketplace experience across multiple pricing models (subscription, usage-based, freemium-to-paid).
- Proven use of AI, automation, or advanced analytics to improve efficiency and decision-making.
- Proficiency in ERP and BI tools (Intacct, Looker, or similar) and CRM (Salesforce).
- Exceptional written and verbal communication; ability to distill complex analyses into executive-ready insights; ability to act as “CFO” and “COO” with internal business partners.
**Our Commitment to Inclusivity and Diversity**
At G2, we are committed to creating an inclusive and diverse environment where people of every background can thrive and feel welcome. We consider applicants without regard to race, color, creed, religion, national origin, genetic information, gender identity or expression, sexual orientation, pregnancy, age, or marital, veteran, or physical or mental disability status. Learn more about our commitments [here](https://culture.g2.com/commitments).
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