Strategic Finance Manager - Go-to-Market (GTM)

About the Role

The GTM Strategic Finance team at Docker, Inc. serves as trusted advisors and business partners to the global Sales, Marketing, and Customer Success organizations. This individual will play an integral role in shaping the trajectory and success of Docker’s rapidly growing GTM function. The role operates cross-functionally with sales leaders, revenue operations, marketing, and customer success to perform financial and strategic analyses to support decision-making and accelerate growth.

This is the perfect role for an analytical team-player who wants to help Docker scale to the next level. The ideal candidate is scrappy, enjoys understanding metrics that drive the business, thrives in uncertainty, is a problem solver, displays radical ownership, and is capable of managing multiple projects at once. The ideal candidate has both a willingness to dig into the data and the ability to see the bigger picture.

Responsibilities

• Collaborate with Finance and GTM leadership on the top line sales planning, forecasting, and reporting process (ARR, Revenue, Bookings, Net Dollar Retention, Renewals etc.)
• Develop a deep understanding of Docker’s business model, go-to-market motion, team structure, and systems / reporting logic used in GTM reporting, forecasting, and planning
• Create & manage reporting and dashboards to track key GTM performance metrics and KPIs to track health of the business
• Own the headcount planning process for the sales team through mapping sales capacity to top-line targets
• Own the marketing vendor budget and marketing headcount planning process
• Set, forecast, and report on top-line & metric targets & performance for different GTM teams & segments
• Develop a deep understanding of Docker’s self-serve and sales-led funnels
• Lead monthly finance business reviews (FBRs) with the GTM functions and other GTM-specific finance meetings as needed
• Own finance portion & context for the GTM Weekly Business Review
• Independently project manage key cross-functional work streams
• Provide analysis and insights to support the monthly and quarterly business review processes, BOD packages and other critical reporting
• Develop, own and maintain quota / capacity / commission models, pipeline / waterfall models, TAM analysis and support ad hoc modeling as needed
• Define, track and analyze unit economics and other metrics that measure the efficacy of sales & marketing investments, ROI / attribution and efficiency

Qualifications

• Energy & excitement for solving challenging business problems.
• 4+ years of experience in investment banking, strategic finance, business operations, management consulting, transaction advisory or other related fields
• Deep understanding of SaaS revenue drivers and metrics
• Highly collaborative and proactive in building effective relationships with business and cross-functional partners.
• Able to prioritize and balance multiple projects.
• Opinionated on financial & business performance metrics and willing to voice that opinion
• Flexible and comfortable in a fast-paced, dynamic environment.
• Strong written and oral communication skills.
• Advanced spreadsheet skills.
• Prior experience with (or willingness to learn) Salesforce, Looker, and FP&A platforms
• Understanding of GAAP and accounting principles.

What To Expect

• In the first 30 days: Develop a mental model of Docker’s GTM motion, get up to speed with GTM & financial systems and processes, take ownership of marketing vendor planning & reporting.
• In the first 90 days: Take ownership of financial forecasting & performance reporting, drive updates & improvements to top-line forecasting & planning methodologies, take ownership of sales headcount & capacity planning.
• In the first year: Lead the financial forecasting & top-line planning & reporting processes for the business, play a key role in establishing the GTM finance function at Docker.