Sales Finance Manager

About Us

We are at an inflection point as we scale towards $250M ARR and chart our course toward continued hyper-growth and potential IPO readiness. The Sales Finance Manager will be a pivotal force in leading and scaling the company's financial planning, forecasting, and strategic finance functions. This person will serve as a thought partner to the Director of GTM Finance and CRO.

We are seeking an experienced and self-motivated finance manager to join our GTM Finance & Strategy Team supporting the Sales organization. In this high-profile role you will work with closely with the Director of GTM Finance, CRO, and CFO to help drive strategic decision-making, provide financial insight, and build operational rigor and efficiency. You will help guide the financial planning, forecasting, and reporting for these teams and provide recommendations to your business partners within these key functional areas. You will also be responsible for key financial deliverables and ad hoc analyses and help to define the processes by which we scale and grow these teams.

The impact you'll have:

• Act as a True Business Partner – Provide actionable insights and strategic counsel to the Sales team influencing key business decisions and helping drive enterprise value creation.
• Top Line ARR Forecasting - Own ARR reporting and analytics, including finalize quarterly Managed Net ARR actuals and continued forecast. Deep dive into ARR reporting to provide insights into new logos, ASP, renewal/churn forecasts.
• Drive Sales Growth KPI - analyze and provide key metrics to support long range planning and GTM efficiency including Productivity, Capacity planning, Headcount Ratios, and Cost-to-Book. Provide scenario analysis to support Director and CFO with optionality and facilitate decision making.
• Lead Monthly and Quarterly Close - Review, analyze, and understand Sales department expense variances vs budget, preparing necessary accruals and reclasses with Accounting. This includes responsibility for commission accounting and forecasting. Support related BOD and CFO reporting.
• Partner with Sales Operations and Data - Generate and lead initiatives to continuously improve, automate, and scale forecasting and reporting tools, processes, and methodologies.

What success looks like:

• Serve as a trusted strategic partner to the Director of GTM Finance, CFO, and CRO, by managing long term planning for ARR, Sales Expense, and headcount management.
• Partner with Data Team and Sales Operations to manage end-to-end Net ARR including forecasting, planning, ARR definitions, quarterly reconciliations, and renewal/churn forecasts.
• Own Productivity and Capacity modeling for Quarterly actuals and long-term planning providing multi-variable scenarios and identify areas for greater Sales efficiency.
• Build and manage commissions cost modeling to support planning scenarios and forecasts, partnering with Commission team to find areas to improve commission rate. Sync monthly with commissions team to review payouts for accuracy and effectiveness.
• Partner with CRO regularly to provide financial BvA analysis and facilitate conversations allowing for incremental spend or trade-off to align with budget.
• Support any incremental ad hoc requests.

Attributes of our ideal hire:

• 5+ years of experience in GTM Finance or Sales Operations.
• Proficient in financial modeling and forecasting with a command of Sales SaaS metrics and KPIs.
• Proficiency in financial systems, Excel, or automation tools to enhance visibility, efficiency, and accuracy in reporting.
• Ability to roll-up your sleeves and dive into the weeds while also being able to present to an executive-level audience.
• Experience in high-growth SaaS companies, ideally at or beyond the $500M ARR stage.

You’ll stand out if you have:

• Deep understanding of GTM SaaS motions with the ability to think several steps ahead.
• Expertise in GTM capacity, productivity, and headcount ratio modeling.
• Understanding of GTM commissions plans and experience modeling financial impact.
• Experience working with SFDC, Clari, Tableau

Please note: Pacific Time Zone working hours are required for this role. If you are not currently based in PT, you will need to confirm you are comfortable working these hours. 

Compensation & Benefits

• Salary: $125,000 - $175,000
• Equity Stake
• Benefits: Unlimited vacation, 401k w/ 3% guaranteed contribution, excellent healthcare, office and cell/internet stipends, and paid parental leave

What to expect in the hiring process:

• An introductory call with a member of our Talent Acquistion Team
• A conversation with the Director of GTM Finance
• A panel interview with additional members of the Finance & Strategy, Operations, Data and Revenue Team
• A final interview with a member of our Leadership Team

Who we are

At dbt Labs, we have developed strong opinions on how companies should practice analytics.

Specifically, we believe that:

• Code-based transformations offer unmatched flexibility and transparency across various “multi-player” development to power everyone in the organization to collaborate on a common language
• Data analysts should adopt similar practices and tools to software developers
• Critical analytics infrastructure should be controlled by its users as open source software
• Analytic code itself — not just analytics tools — will increasingly be open source

It turns out that a lot of other people believe this too! Today, there are 50,000 teams using dbt every week, 100,000 dbt Community members, and 5,100 companies paying for dbt Cloud. Our customers include JetBlue, Hubspot, Vodafone New Zealand, and Dunelm. dbt is synonymous with the practice of analytics engineering, defining an entire industry. We’re backed by top investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. 

dbt Labs is an equal opportunity employer. We're committed to building an inclusive team that welcomes a diversity of perspectives, people, and backgrounds regardless of race, color, national origin, gender, sexual orientation, age, religion, disability, citizenship, veteran status, or any other protected status. We feel strongly that whether or not your experience exactly fits the job description, your passion and skills will stand out and set you apart even if your career has taken some twists and turns.  If you are on the fence about whether you meet our requirements, we encourage you to apply anyway! Please reach out to us directly at recruiting@dbtlabs.com if you need assistance or an accommodation. 

Want to learn more about our focus on Diversity, Equity and Inclusion at dbt Labs? Check out our DEI page here. 

dbt Labs reserves the right to amend or withdraw the posting at any time. For employees outside the United States, dbt Labs offers a competitive benefits package. Equity or comparable benefits may be offered depending on the legal or country limitations.