Director of Go-to-Market (GTM) FP&A

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Who We Are:

Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.

Motive serves more than 120,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.

Visit gomotive.com to learn more.

About the Role:

As the Director of Go-to-Market (GTM) FP&A, you will be a pivotal leader in shaping Motive's growth strategy and financial performance. This is a high-impact, high-visibility role where you will serve as the primary financial partner to our Sales, Marketing, and Customer Success leadership. You will be instrumental in building and scaling our GTM financial planning processes, providing critical insights to optimize investments, drive revenue growth, and enhance profitability as we prepare for the public markets. You will lead a team responsible for all aspects of GTM financial planning, forecasting, reporting, and analysis.

What You'll Do:

• Strategic Financial Partner: Act as the key financial advisor to the Chief Revenue Officer (CRO), Chief Marketing Officer (CMO), and other GTM executives, providing data-driven insights and recommendations to support strategic decision-making.
• Planning & Forecasting: Lead the annual operating plan (AOP), long-range financial plan (LRP), and rolling forecast processes for all GTM functions (Sales, Marketing, Customer Success, Services).
• Performance Management & KPIs: Develop, track, and analyze key GTM performance indicators (KPIs) including bookings, revenue, customer acquisition cost (CAC), lifetime value (LTV), sales productivity, pipeline metrics, marketing ROI, and churn. Provide regular reporting and variance analysis to GTM leadership and the executive team.
• Sales Capacity & Productivity Modeling: Oversee the development and maintenance of sophisticated sales capacity models to inform hiring plans ensuring alignment with revenue targets.
• Investment Analysis: Evaluate the financial viability and ROI of GTM initiatives, including new market entry, marketing campaigns, and channel partnerships.
• Headcount and Expense Management: Manage GTM headcount planning and operating expense budgets, ensuring alignment with financial targets and strategic priorities.
• Process Improvement & Scalability: Drive continuous improvement in GTM FP&A processes, systems, and reporting capabilities to support scale and efficiency.
• Cross-Functional Collaboration: Work closely with Sales Operations, Revenue Operations, Accounting, HR, and Corporate FP&A to ensure data accuracy, process alignment, and holistic financial insights.
• IPO Readiness: Contribute to IPO readiness initiatives by ensuring robust financial controls, accurate forecasting, and insightful GTM financial narratives.

What We're Looking For:

• Experience: 10+ years of progressive experience in FP&A, with at least 5+ years specifically supporting Go-to-Market (Sales, Marketing, Customer Success) functions within a high-growth B2B SaaS or technology company.
• Pre-IPO/Public Company Experience: Significant experience in a pre-IPO or public SaaS company, with a strong understanding of the associated financial rigor, reporting requirements, and investor relations aspects.
• SaaS Metrics Expertise: Deep understanding of SaaS business models, key metrics (ARR, NRR, churn, CAC, LTV, magic number, etc.), and GTM best practices.
• Financial Modeling & Analytical Skills: Exceptional financial modeling and analytical skills.