Job Description

Job Purpose:

The Principal, Finance Business Partner (GTM Finance) plays a critical role within the Corporate FP&A organization, serving as the primary Finance business partner to the Go-To-Market (GTM) and Sales organization. This role owns the end-to-end Revenue and Bookings forecasting process, delivering granular, highly accurate financial models that serve as the foundational input to the company's ARR, billings, and cash forecasts.

The ideal candidate brings deep expertise in SaaS/subscription revenue modeling, strong business partnering skills, and the ability to operate independently in a fast-paced environment, while influencing senior stakeholders across Finance, Sales, and Strategy.

Key Responsibilities:

Revenue & Bookings Forecasting

• Own and maintain the company's revenue and bookings forecast model, including regular updates for actuals, ensuring a single source of truth across renewal, ARR, bookings, and cash forecasting workstreams
• Build and maintain granular revenue forecasts by product, customer segment, geography, and revenue type
• Model and maintain forecast components including:
  • New Bookings & Expansion — in partnership with GTM Sales Finance
  • Price Increase — tracking contractual and market-driven uplift
  • Churn & Gross Retention — by product and segment
  • Perpetual-to-Subscription/SaaS Conversions — modeling conversion pipelines and revenue ramp
  • Billings & Collections Forecast — ensuring alignment between revenue and cash timing
• Ensure the revenue forecast integrates seamlessly into the ARR forecast and broader FP&A planning cycles

Budget vs. Actuals (BvA) & Variance Analysis

• Lead the monthly Budget vs. Actuals (BvA) process for revenue and bookings, including preparation of variance commentary and executive-ready reporting packages
• Build and maintain a revenue forecast bridge, clearly articulating period-over-period and plan-over-plan movements across key drivers (cohort, price, product, churn, conversion)
• Partner with Accounting and Revenue Recognition teams to ensure forecast assumptions are aligned with actual reported results

Financial Planning & Broader FP&A Support

• Contribute to company-wide planning cycles including annual budgeting, rolling forecasts, and long-range planning (LRP)
• Maintain and enhance driver-based revenue models to support scenario planning, sensitivity analyses, and strategic initiative evaluations
• Assist in preparing board-level and executive presentations with accurate and insightful revenue and bookings narratives
• Collaborate with the broader FP&A team to ensure consistency and integrity of financial data across functions

Financial Systems & Process Improvement

• Build, enhance, and maintain revenue models in Excel and enterprise planning tools (Pigment)
• Leverage BI tools (Tableau, Power BI) to create revenue dashboards, automate reporting, and improve forecast visibility for stakeholders
• Partner with Sales Operations and IT to improve data flows between CRM (Salesforce), billing systems, and financial planning tools
• Proactively identify opportunities to streamline and scale forecasting and reporting processes
• Utilizes AI-enabled tools (e.g., chatbots, document automation, analytics assistants) to improve efficiency, accuracy, and streamline routine tasks while following company AI governance and data privacy standards

Job Requirements