GTM Finance Lead

GTM Finance Lead

<p id="p-rc_c607407a0e0b9c1d-170" data-path-to-node="4"><span data-path-to-node="4,0">The Finance team at Asana tracks and seeks to understand the factors driving our growth and success</span><span data-path-to-node="4,2">. We help our enti<span class="citation-4280 citation-end-4280">re organization achieve our operational and financial goals while embodying our company values</span></span><span data-path-to-node="4,4"><span class="citation-4279 citation-end-4279">. We ensure our objectives are feasible and work closely with all teams to ensure they have the resources they </span>need to achieve our ambitious mission enabling all teams to work together effortlessly</span><span data-path-to-node="4,6">.</span></p> <p id="p-rc_c607407a0e0b9c1d-171" data-path-to-node="5"><span data-path-to-node="5,0">We are looking for a strategic GTM Finance leader to serve as the primary finance partner for our Go-to-Market organization</span><span data-path-to-node="5,2">. This role goes well beyond budget stewardship — you will be a trusted advisor to GTM leadership, shaping how you invest across Sales, Marketing, Customer Success, and Partnerships to drive revenue growth and long-term efficiency</span><span data-path-to-node="5,4">. As a finance professional who has experience at product-led growth (PLG) and sales-led growth (SLG) companies, you will solve hard problems independently, have deep experience in financial analysis, and have a strong executive presence to communicate with senior leadership</span><span data-path-to-node="5,6">. You are curious, detail-oriented, collaborative, and possess excellent analytical and communication skills</span><span data-path-to-node="5,8">.</span></p> <p id="p-rc_c607407a0e0b9c1d-172" data-path-to-node="6"><span data-path-to-node="6,0">This role is based in our San Francisco office with an office-centric hybrid schedule</span><span data-path-to-node="6,2">. The stan<span class="citation-4278 citation-end-4278">dard in-office days are Monday, Tuesday, and Thursday</span></span><span data-path-to-node="6,4"><span class="citation-4277 citation-end-4277">. Most Asanas have the option to work from home on Wednesdays</span></span><span data-path-to-node="6,6"><span class="citation-4276 citation-end-4276">. Working from home on Fridays depends on the type of work you do and the teams wi</span>th which you partner</span><span data-path-to-node="6,8">. If you're interviewing for this role, your recruiter will share more about the in-office requirements</span><span data-path-to-node="6,10">.</span></p> <h3 data-path-to-node="7"><strong data-path-to-node="7" data-index-in-node="0">What you’ll achieve</strong></h3> <ul data-path-to-node="8"> <li> <p id="p-rc_c607407a0e0b9c1d-173" data-path-to-node="8,0,0"><span data-path-to-node="8,0,0,0"><strong data-path-to-node="8,0,0,0" data-index-in-node="0">Own GTM Unit Economics:</strong> Drive accountability around CAC, payback period, magic number, and contribution margin by segment and motion to clearly illuminate profitable vectors for leadership</span><span data-path-to-node="8,0,0,2">.</span></p> </li> <li> <p id="p-rc_c607407a0e0b9c1d-174" data-path-to-node="8,1,0"><span data-path-to-node="8,1,0,0"><strong data-path-to-node="8,1,0,0" data-index-in-node="0">Build ROI Frameworks:</strong> Help GTM leaders prioritize investments, assess trade-offs, and make data-backed decisions across Sales, Marketing, Partnerships, and Customer Success</span><span data-path-to-node="8,1,0,2">.</span></p> </li> <li> <p id="p-rc_c607407a0e0b9c1d-175" data-path-to-node="8,2,0"><span data-path-to-node="8,2,0,0"><strong data-path-to-node="8,2,0,0" data-index-in-node="0">Drive Sales Capacity Planning:</strong> Partner with RevOps and Sales leadership to optimize rep counts, geographic deployment, ramp speeds, and quota structuring to ensure mathematical alignment with the business plan</span><span data-path-to-node="8,2,0,2">.</span></p> </li> <li> <p id="p-rc_c607407a0e0b9c1d-176" data-path-to-node="8,3,0"><span data-path-to-node="8,3,0,0"><strong data-path-to-node="8,3,0,0" data-index-in-node="0">Lead Planning &amp; Forecasting Cycles:</strong> Spearhead GTM annual planning and quarterly forecasting cycles, partnering cross-functionally to align on assumptions, headcount, and spend targets that support top-line goals</span><span data-path-to-node="8,3,0,2">.</span></p> </li> <li> <p id="p-rc_c607407a0e0b9c1d-177" data-path-to-node="8,4,0"><span data-path-to-node="8,4,0,0"><strong data-path-to-node="8,4,0,0" data-index-in-node="0">Optimize Productivity Metrics:</strong> Own core GTM efficiency metrics—including pipeline coverage, rep ramp, cost per pipeline dollar, and CAC payback—and translate them into actionable insights for the executive team</span><span data-path-to-node="8,4,0,2">.</span></p> </li> <li> <p id="p-rc_c607407a0e0b9c1d-178" data-path-to-node="8,5,0"><span data-path-to-node="8,5,0,0"><strong data-path-to-node="8,5,0,0" data-index-in-node="0">Manage Budget Stewardship:</strong> Ensure the GTM organization operates strategically within budget by providing clear variance analysis and forward-looking guidance focused on investment optimization</span><span data-path-to-node="8,5,0,2">.</span></p> </li> <li> <p id="p-rc_c607407a0e0b9c1d-179" data-path-to-node="8,6,0"><span data-path-to-node="8,6,0,0"><strong data-path-to-node="8,6,0,0" data-index-in-node="0">Advance Financial Tooling:</strong> Drive continuous improvement of GTM financial processes, forecasting accuracy, data integrity, reporting automation, and AI-enabled workflows</span><span data-path-to-node="8,6,0,2">.</span></p> </li> </ul> <h3 data-path-to-node="9"><strong data-path-to-node="9" data-index-in-node="0">About you</strong></h3> <ul data-path-to-node="10"> <li> <p id="p-rc_c607407a0e0b9c1d-180" data-path-to-node="10,0,0"><span data-path-to-node="10,0,0,0"><strong data-path-to-node="10,0,0,0" data-index-in-node="0">AI &amp; Tech Curiosity:</strong> Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making</span><span data-path-to-node="10,0,0,2">.</span></p> </li> <li> <p id="p-rc_c607407a0e0b9c1d-181" data-path-to-node="10,1,0"><span data-path-to-node="10,1,0,0"><strong data-path-to-node="10,1,0,0" data-index-in-node="0">First-Principles Thinker:</strong> You build from a blank page, question inputs, and ensure models accurately reflect how the business operates</span><span data-path-to-node="10,1,0,2">.</span></p> </li> <li> <p id="p-rc_c607407a0e0b9c1d-182" data-path-to-node="10,2,0"><span data-path-to-node="10,2,0,0"><strong data-path-to-node="10,2,0,0" data-index-in-node="0">Strategic Storyteller:</strong> You turn complex analysis into clear decisions, moving beyond spreadsheets to deliver actionable recommendations to senior leaders</span><span data-path-to-node="10,2,0,2">.</span></p> </li> <li> <p id="p-rc_c607407a0e0b9c1d-183" data-path-to-node="10,3,0"><span data-path-to-node="10,3,0,0"><strong data-path-to-node="10,3,0,0" data-index-in-node="0">Autonomous Operator:</strong> You move fast and own outcomes in ambiguous situations, proactively creating structure and setting priorities</span><span data-path-to-node="10,3,0,2">.</span></p> </li> <li> <p id="p-rc_c607407a0e0b9c1d-184" data-path-to-node="10,4,0"><span data-path-to-node="10,4,0,0"><strong data-path-to-node="10,4,0,0" data-index-in-node="0">Trusted GTM Partner:</strong> You effortlessly build credibility, earn a seat at the table with GTM leaders, and constructively influence executive decisions</span><span data-path-to-node="10,4,0,2">.</span></p> </li> <li> <p id="p-rc_c607407a0e0b9c1d-185" data-path-to-node="10,5,0"><span data-path-to-node="10,5,0,0"><strong data-path-to-node="10,5,0,0" data-index-in-node="0">SaaS Fluency:</strong> 8+ years in FP&amp;A, strategic finance, or sales finance—including 3+ years partnering directly with GTM teams at a high-growth enterprise software company</span><span data-path-to-node="10,5,0,2">.</span></p> </li> <li> <p id="p-rc_c607407a0e0b9c1d-186" data-path-to-node="10,6,0"><span data-path-to-node="10,6,0,0"><strong data-path-to-node="10,6,0,0" data-index-in-node="0">System Builder:</strong> You actively improve processes, frameworks, and data systems, bringing comfort with SQL, Anaplan (or similar), and BI tools like Tableau or Power BI</span><span data-path-to-node="10,6,0,2">.</span></p> </li> <li> <p id="p-rc_c607407a0e0b9c1d-187" data-path-to-node="10,7,0"><span data-path-to-node="10,7,0,0"><strong data-path-to-node="10,7,0,0" data-index-in-node="0">Data Rigor:</strong> You bring sound judgme<span class="citation-4275 citation-end-4275">nt and careful attention to detail when working with large, complex datasets, with a proven ability to seamlessly zoom between macro and micro views</span></span><span data-path-to-node="10,7,0,2"><span class="citation-4274 citation-end-4274">.</span></span></p> </li> <li> <p id="p-rc_c607407a0e0b9c1d-188" data-path-to-node="10,8,0"><span data-path-to-node="10,8,0,0"><strong data-path-to-node="10,8,0,0" data-index-in-node="0"><span class="citation-4273">Educ</span><span class="citation-4272 citation-4273">ational Background:</span></strong><span class="citation-4272 citation-4273 citation-end-4273"> Bachelor's degree in Finance, Accounting, Economics, or a related field; an </span><span class="citation-4272 citation-end-4272">MBA is a plus</span></span><span data-path-to-node="10,8,0,2"><span class="citation-4271 citation-end-4271">.</span></span></p> </li> </ul> <p id="p-rc_c607407a0e0b9c1d-205" data-path-to-node="11"><em data-path-to-node="11" data-index-in-node="0"><span class="citation-4270">At Asana, we're committed to building t</span><span class="citation-4269 citation-4270 citation-end-4270">eams that include a variety of backgrounds, perspectives, and skil</span><span class="citation-4269">ls, as this is critical to helping us achieve</span><span class="citation-4267 citation-4268 citation-4269 citation-end-4269"> our mission. If you're interested in this role and don't meet every listed requirement, we still encourage you </span><span class="citation-4267 citation-4268">to apply.</span></em></p> <p>&nbsp;</p> <p>&nbsp;</p> <p id="p-rc_c607407a0e0b9c1d-189" data-path-to-node="12"></p> <h3 data-path-to-node="13"><strong data-path-to-node="13" data-index-in-node="0"><span class="citation-4265 citation-4266 citation-end-4266">What we’ll offer</span></strong></h3> <h3 id="p-rc_c607407a0e0b9c1d-206" data-path-to-node="13"></h3> <p id="p-rc_c607407a0e0b9c1d-190" data-path-to-node="14"><span data-path-to-node="14,0"><span class="citation-4263 citation-4264 citation-end-4264">Our comprehensive compensation package plays a big part in how we recognize you for the impact yo</span><span class="citation-4263 citation-end-4263">u have on our path to </span>achieving our mission</span><span data-path-to-node="14,2">. We believe that compensation should be reflective of the value you create relative to the market value of your role</span><span data-path-to-node="14,4">. To ensure pay is fair and not impacted by biases, we're committed to looking at market value which is why we check ourselves and conduct a yearly pay equity audit</span><span data-path-to-node="14,6">.</span></p> <p id="p-rc_c607407a0e0b9c1d-191" data-path-to-node="15"><span data-path-to-node="15,0">For this role, the estimated base salary range is $211,000-$248,000.</span><span data-path-to-node="15,2">&nbsp;The actual base salary will vary based on various factors, including market and individual qualifications objectively assessed during the intervi<span class="citation-4261 citation-4262 citation-end-4262">ew process</span></span><span data-path-to-node="15,4"><span class="citation-4259 citation-4260 citation-end-4260">. The listed range above is a guideline, and the base salary range for this role may be modified</span></span><span data-path-to-node="15,6"><span class="citation-4257 citation-4258 citation-end-4258">.</span></span></p> <p id="p-rc_c607407a0e0b9c1d-192" data-path-to-node="16"><span data-path-to-node="16,0"><span class="citation-4255 citation-4256 citation-end-4256">In addition to base salary, your compensation package may include additional compo</span><span class="citation-4255 citation-end-4255">nents such as equity,</span> sales incentive pay (for most sales roles), and <span class="citation-4254 citation-end-4254">benefits</span></span><span data-path-to-node="16,2"><span class="citation-4253 citation-end-4253">. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role</span></span><span data-path-to-node="16,4"><span class="citation-4252 citation-end-4252">.</span></span></p> <p id="p-rc_c607407a0e0b9c1d-207" data-path-to-node="17"><span class="citation-4251 citation-end-4251">We strive to provide equitable and competitive benefits packages that su</span>pport our employees worldwide and include:</p> <div class="source-inline-chip-container luminous-sources ng-star-inserted">&nbsp;</div> <p>&nbsp;</p> <ul data-path-to-node="18"> <li> <p id="p-rc_c607407a0e0b9c1d-193" data-path-to-node="18,0,0"><span data-path-to-node="18,0,0,0">Mental health, wellness &amp; fitness benefits</span></p> </li> <li> <p id="p-rc_c607407a0e0b9c1d-194" data-path-to-node="18,1,0"><span data-path-to-node="18,1,0,0">Career coaching &amp; support</span></p> </li> <li> <p id="p-rc_c607407a0e0b9c1d-195" data-path-to-node="18,2,0"><span data-path-to-node="18,2,0,0">Inclusive family building benefits</span></p> </li> <li> <p id="p-rc_c607407a0e0b9c1d-196" data-path-to-node="18,3,0"><span data-path-to-node="18,3,0,0">Long-term savings or retirement plans</span></p> </li> <li> <p id="p-rc_c607407a0e0b9c1d-197" data-path-to-node="18,4,0"><span data-path-to-node="18,4,0,0">In-office culinary options to cater to your dietary preferences</span></p> </li> </ul> <p id="p-rc_c607407a0e0b9c1d-198" data-path-to-node="19"><span data-path-to-node="19,0">These are just some of the benefits we offer, and benefits may vary based on role, country, and local regulations</span><span data-path-to-node="19,2">. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role</span><span data-path-to-node="19,4">.</span></p> <p id="p-rc_c607407a0e0b9c1d-199" data-path-to-node="20"><span data-path-to-node="20,0">#LI-Hybrid</span></p><div class="content-conclusion"><p><strong>About us</strong></p> <p data-pm-slice="1 1 []">Asana is a leading platform for human + AI collaboration. Millions of teams around the world rely on Asana to achieve their most important goals, faster. Asana has been named to Fortune's Best Workplaces for 7+ years and recognized by Fast Company, Forbes, and Gartner for excellence in workplace culture and innovation. We offer an exceptional office-centric culture while adopting the best elements of hybrid models to ensure that every one of our global team members can work together effortlessly. With 13+ offices all over the world, we are always looking for individuals who care about building technology that drives positive change in the world and a culture where everyone feels that they belong.</p> <p data-pm-slice="1 1 []"><strong><a class="LinkThemeablePresentation LinkPrimaryPresentation LinkPrimaryPresentation--sentimentSelected PrimaryLink HighlightSol HighlightSol--core HighlightSol--buildingBlock" href="https://www.gem.com/form?formID=fbcdec8c-3442-43b9-9b45-d2b5f4ea25db" target="_blank">Join Asana’s Talent Network</a></strong>&nbsp;to stay up to date on job opportunities and life at Asana.</p></div>