Director, GTM Finance & Strategy

About Us

dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open source project into the leading analytics engineering platform, now used by over 90,000 teams every week, driving data transformations and AI use cases.

As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Platform customers, including Astra Zenica, Sky, Nasdaq, Volvo, JetBlue, and SafetyCulture.

We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners:

• Reliable, high-quality data is the fuel that propels AI-powered data engineering.


• AI is changing data work, fast. dbt’s data control plane keeps data engineers ahead of that curve.

• We empower engineers to deliver reliable, governed data faster, cheaper, and at scale.

dbt Labs is now synonymous with analytics engineering, defining the modern data stack and serving as the data control plane for enterprise teams around the world. And we’re just getting started.. We’re growing fast and building a team of passionate, curious people across the globe. Learn more about what makes us special by checking out our values.

About the role

We are looking for a Director, GTM Finance to lead financial planning and analysis across our Go-To-Market organization. You’ll own revenue forecasting, drive cost and investment discipline, and serve as a strategic Finance Partner to the GTM leadership team. You will manage a team of three and collaborate closely with other FP&A leaders to ensure alignment on company-wide targets, reporting, and strategic initiatives.

This role reports into the VP, Finance & Strategy, and can be based anywhere in the US.

What You’ll Own:

• Revenue Forecasting

• Own the end-to-end GTM revenue forecasting process, including inputs, assumptions, pacing, and forecast accuracy.

• Partner with GTM leadership to translate pipeline, consumption, renewals, services capacity, and pricing dynamics into a cohesive forecast.

• Develop and maintain models to support scenario planning and sensitivity analysis (e.g., pricing changes, demand shifts, pipeline conversion, services utilization).

• Business Partnering with Senior GTM Leaders

• Act as the primary finance partner to senior GTM executives, providing actionable insights to support strategic and operational decisions.

• Build strong relationships across Sales, Marketing, Partner, Customer Success, and Professional Services to align performance drivers to outcomes.

• Support leadership in setting goals, evaluating tradeoffs, and measuring progress against targets.

• Cost Management

• Lead GTM opex planning, tracking, and variance analysis, highlighting risks and opportunities and recommending actions.

• Establish and reinforce cost management practices, including investment frameworks and ROI analysis for key GTM initiatives.

• Partner with functional leaders to optimize spend while enabling growth.

• Liaising with FP&A

• Collaborate with other FP&A leaders to ensure consistent assumptions, reporting, and storylines across the business.

• Align GTM planning with broader company financial targets, including cross-functional dependencies and shared initiatives.

• Contribute to executive-level reporting packages, business reviews, and planning cycles.

• Translating Forecasts and Budgets Into Actionable Cross-functional Plans

• Convert GTM forecasts and budget decisions into clear operating plans, timelines, and ownership across partner teams (including Total Rewards, Talent Acquisition, and Operations).

• Work with Talent Acquisition to translate headcount plans into recruiting targets, pacing, and requisition prioritization, and to proactively address capacity constraints.

• Coordinate with Operations to ensure tooling, processes, and execution plans support forecast changes (e.g., territory coverage, onboarding capacity, enablement, and services delivery readiness).

• People Leadership

• Lead, coach, and develop a high-performing team of three finance professionals.

• Establish clear priorities, strong operating rhythms, and high standards for analytical rigor and business partnership.

• Support effective collaboration across a remote and international team environment.

• Ad-hoc Financial and Strategic Analyses

• Deliver timely, high-quality analysis for evolving business questions (e.g., deal economics, comp plans, GTM productivity, services margins, pricing changes).

• Build scalable models and frameworks that can be reused across planning and decision-making.

• Lead strategic analyses related to GTM growth, efficiency, capacity planning (including Professional Services), and unit economics.

• Identify key levers to improve performance and drive initiatives that support long-term financial health.

Who You Are:

• 10+ years of GTM Finance experience, including ownership of forecasting and senior-level business partnering.

• Deep understanding of the SaaS business model, including common GTM metrics and levers.

• Experience supporting Professional Services, including capacity planning and services financial drivers.

• Familiarity with consumption-based pricing models and the forecasting challenges and dynamics associated with usage-driven revenue.

• Proven ability to manage and develop a high-performing remote, international team.

• Strong working knowledge of US GAAP, with the ability to partner effectively with Accounting and understand revenue and cost recognition considerations.

• Strong experience working with Pigment (FP&A platform), including building and maintaining forecasting and planning models, managing data inputs, and delivering scalable reporting for business partners.

What Success Looks Like

• Forecasts are trusted, timely, and explainable, with clear drivers and well-communicated risks/opportunities.

• Senior GTM leaders rely on Finance as a proactive thought partner, not just a reporting function.

• GTM investments are evaluated with discipline, and spend is managed to maximize impact.

• The team operates with strong standards, clear ownership, and scalable analytical tools.

dbt Labs is an equal opportunity employer, committed to building an inclusive team that welcomes diverse perspectives, backgrounds, and experiences. Even if your experience doesn’t perfectly align with the job description, we encourage you to apply—we value potential just as much as a perfect resume.

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

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. RSUs or comparable benefits may be offered depending on the legal or country limitations.

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