Director, GTM Finance

About Customer.io

Over 9,000 companies — from scrappy startups to global brands — use our platform to send billions of emails, push notifications, in-app messages, and SMS every day. Customer.io powers automated communication that people actually want to receive. We help teams send smarter, more relevant messages using real-time behavioral data.

About the role

Hi, my name is Diep Nguyen, VP of Finance here at Customer.io, and I'm looking for a Director, GTM Finance to own our go-to-market P&L end-to-end as we scale from $100M+ ARR today to $1B+ ARR in the future.

We're hiring for GTM finance depth and strategic horsepower: someone who builds models from a blank page, challenges assumptions, and earns trust with senior executives. Deep GTM finance experience is required. Your title might be Strategic Finance, Revenue Finance, or FP&A partner to Sales. What we look for is that you've owned the finance side of a sales org's capacity, comp, or bookings work. You'll own our GTM P&L spanning Sales, Marketing, and Customer Success, and build the team behind it.

We're an AI-forward company: this role requires someone energized by using AI to reinvent how finance operates, not someone who merely tolerates the tools we hand them.

What we value

• GTM finance substance — we look at the scope you've owned (capacity models, comp plans, bookings and ARR roll-forward) and how you've built and defended your models.
• AI as genuine practice, not a buzzword — we want concrete stories of AI changing an outcome, not familiarity with the tools.
• Ownership from day one — you'll build and lead a team, not just execute analysis handed to you.
• Directness with data — you challenge top-down assumptions with account-level evidence, even in uncomfortable conversations.

What you’ll do

• Own the GTM P&L end-to-end — revenue, gross margin, and opex across Sales, Marketing, and Customer Success — not just a spend-efficiency lens.
• Drive unit economics and the growth funnel model — CAC, LTV/CAC, payback, magic number, and cohort/retention analysis across self-serve and sales-assisted motions.
• Own the ARR roll-forward, bookings, and revenue forecasting — auditable, reconcilable, and independently stress-tested against top-down assumptions.
• Partner with Sales and RevOps on capacity planning, deal economics, and pricing — protecting margin and ARR quality without slowing deal velocity.
• Build and own the monthly/quarterly GTM reporting package for the exec team and Board, with variance analysis that explains root cause.
• Champion AI-enabled finance workflows and build the GTM finance team as Customer.io scales past $250M+ ARR.

What we're looking for

• 10+ years in FP&A, strategic finance, or related roles at complex, scaled orgs; a first-principles modeler who builds from a blank page rather than inheriting assumptions
• Hands-on GTM finance experience: you've owned the finance side of a sales capacity model, comp plan, or bookings-to-ARR roll-forward with Sales, Marketing, or Customer Success
• Comfortable with subscription/SaaS metrics (ARR, NRR, CAC, LTV) or able to get there fast
• Comp-plan literacy: you understand accelerators, ramp, and attainment mechanics well enough to know where to push back on a plan
• Experience with consumption or hybrid usage-based pricing is a strong plus
• Concrete, demonstrated track record driving AI adoption in finance workflows — not just familiarity with the tools
• Proven people leader — has managed and developed finance professionals
• Strong Excel skills (with experience using Snowflake a plus) and experience with planning/GTM systems (NetSuite, Salesforce, Gong, Drivetrain)
• Bachelor's degree in Finance, Accounting, Economics, or related field; MBA a plus

Compensation & Benefits

We believe in transparency. Starting salary for this role is $200K–$260K USD (or equivalent in local currency) depending on experience and subject to market rate adjustment.

We know our people are what make us great, and we’re committed to taking great care of them. Our inclusive benefits package supports your well-being and growth, including 100% coverage of medical, dental, vision, mental health, and supplemental insurance premiums for you and your family. We also offer 16 weeks paid parental leave, unlimited PTO, stipends for remote work and wellness, a professional development budget, and more.

See full benefits here →

Our Process

No gotchas, no trick questions - just a clear, human process designed to help both of us make an informed decision.

1. Recruiter Screen (30 min)
2. Hiring Manager Screen (45 min)
3. Two Cross-functional conversations with team members (30 min each)
4. Case study + Case Review Panel with team (45 min)

All final candidates will be asked to complete a background check and employment verifications as part of our pre-employment process.

Customer.io recognizes the stifling impact of systemic injustice on diverse communities. We commit to using our influence to increase inclusion and equity within the tech industry. We strive to build an inclusive team culture, implement bias-free hiring practices, and develop community partnerships to expand our global impact.

Zoom is the only video conference platform that we use, virtual interviews will be conducted using the video capability (i.e., not via the chat), and offers will be extended in writing on official Customer.io letterhead. Please be vigilant in all of your job search activity, and if you have any questions please contact jobs@customer.io.

Join us!

Check out our careers page for more information about why you should come work with us! We believe in empathy, transparency, responsibility, and, yes, a little awkwardness. If you’re excited by what you read — apply now.