Director, GTM Finance

<p> <strong>Headquarters:</strong> Americas Remote </p> <h3>About <a href="http://customer.io/">Customer.io</a></h3> <p>Over 9,000 companies — from scrappy startups to global brands — use our platform to send billions of emails, push notifications, in-app messages, and SMS every day. <a href="http://Customer.io">Customer.io</a> powers automated communication that people actually want to receive. We help teams send smarter, more relevant messages using real-time behavioral data.</p> <h3>About the role</h3> <p>Hi, my name is Diep Nguyen, VP of Finance here at <a href="http://customer.io/">Customer.io</a>, and I'm looking for a Director, GTM Finance to own our go-to-market P&L end-to-end as we scale from $100M+ ARR today to $1B+ ARR in the future.</p> <p>We're hiring for strategic finance horsepower first: someone who builds models from a blank page, challenges assumptions, and earns trust with senior executives. Deep GTM fluency matters just as much — but for a strong finance generalist, that business partnership often shows up in the work rather than the title. You'll own our GTM P&L spanning Sales, Marketing, and Customer Success, and build the team behind it.</p> <p>We're an AI-forward company: this role requires someone energized by using AI to reinvent how finance operates, not someone who merely tolerates the tools we hand them.</p> <h3>What we value</h3> <ul> <li><strong>Financial rigor over title-matching</strong> — we care more about how you've built and defended models than whether "GTM Finance" was ever your title.</li> <li><strong>AI as genuine practice, not a buzzword</strong> — we want concrete stories of AI changing an outcome, not familiarity with the tools.</li> <li><strong>Ownership from day one</strong> — you'll build and lead a team, not just execute analysis handed to you.</li> <li><strong>Directness with data</strong> — you challenge top-down assumptions with account-level evidence, even in uncomfortable conversations.</li> </ul> <h3>What you’ll do</h3> <ul> <li>Own the GTM P&L end-to-end — revenue, gross margin, and opex across Sales, Marketing, and Customer Success — not just a spend-efficiency lens.</li> <li>Drive unit economics and the growth funnel model — CAC, LTV/CAC, payback, magic number, and cohort/retention analysis across self-serve and sales-assisted motions.</li> <li>Own the ARR roll-forward, bookings, and revenue forecasting — auditable, reconcilable, and independently stress-tested against top-down assumptions.</li> <li>Partner with Sales and RevOps on capacity planning, deal economics, and pricing — protecting margin and ARR quality without slowing deal velocity.</li> <li>Build and own the monthly/quarterly GTM reporting package for the exec team and Board, with variance analysis that explains root cause.</li> <li>Champion AI-enabled finance workflows and build the GTM finance team as <a href="http://Customer.io">Customer.io</a> scales past $250M+ ARR.</li> </ul> <h3>What we're looking for</h3> <ul> <li>10+ years in FP&A, strategic finance, or related roles at complex, scaled orgs; a first-principles modeler who builds from a blank page rather than inheriting assumptions</li> <li>Deep GTM business-partnering experience with Sales, Marketing, or Customer Success — regardless of whether "GTM Finance" was ever the title</li> <li>Comfortable with subscription/SaaS metrics (ARR, NRR, CAC, LTV) or able to get there fast</li> <li>Concrete, demonstrated track record driving AI adoption in finance workflows — not just familiarity with the tools</li> <li>Proven people leader — has managed and developed finance professionals</li> <li>Strong Excel skills (with experience using Snowflake a plus) and experience with planning/GTM systems (NetSuite, Salesforce, Gong, Drivetrain)</li> <li>Bachelor's degree in Finance, Accounting, Economics, or related field; MBA a plus</li> </ul> <h3>Compensation & Benefits</h3> <p>We believe in transparency. Starting salary for this role is <strong>$200K–$255K USD</strong> (or equivalent in local currency) depending on experience and subject to market rate adjustment.</p> <p>We know our people are what make us great, and we’re committed to taking great care of them. Our inclusive benefits package supports your well-being and growth, including <strong>100% coverage of medical, dental, vision, mental health, and supplemental insurance premiums for you and your family</strong>. We also offer <strong>16 weeks paid parental leave, unlimited PTO</strong>, stipends for remote work and wellness, a professional development budget, and more.</p> <p><a href="https://customer.io/careers#:~:text=our%20collective%20success.-,BENEFITS,-Our%C2%A0">See full benefits here →</a></p> <h3>Our Process</h3> <p>No gotchas, no trick questions - just a clear, human process designed to help both of us make an informed decision.</p> <ol> <li>Recruiter Screen (30 min)</li> <li>Hiring Manager Screen (45 min)</li> <li>Two Cross-functional conversations with team members (30 min each)</li> <li>Case study + Case Review Panel with team (45 min)</li> </ol> <p>All final candidates will be asked to complete a background check and employment verifications as part of our pre-employment process.</p> <p><a href="http://Customer.io">Customer.io</a> recognizes the stiflin