Director of Strategic Finance, GTM

About Pantheon

Pantheon WebOps Platform powers the open web, running more than 300,000 sites in the cloud for customers including Google, Princeton, Salesloft and Doctors Without Borders. Every day, thousands of developers and marketers create, iterate, and scale WordPress and Drupal sites to reach billions of people globally. Pantheon’s multitenant, container-based platform enables organizations to manage all of their websites from a single dashboard. Organizations including Clorox and the United Nations drive results through accelerated development and real-time publishing using Pantheon’s collaborative workflows.

The Role

As Director of Strategic Finance for GTM, you'll be the embedded financial partner for Pantheon's entire go-to-market engine — Marketing, Sales (AEs and BDRs), and Post-Sales (Customer Success, Support, and Professional Services). You'll sit at the intersection of business strategy and financial rigor, translating operational complexity into clear financial models, actionable insights, and well-reasoned recommendations that drive revenue growth and efficient scaling.

Reporting directly to the CFO, this is a high-visibility, high-impact role. You'll work directly with GTM leaders to shape strategy, own the financial planning process across the customer lifecycle, and build the frameworks that help Pantheon invest wisely as we grow.

What You'll Do

Strategic Financial Partnership

• Serve as the primary finance business partner for Marketing, Sales, and Post-Sales leadership, building trusted relationships that make you a go-to thought partner — not just a reporter of numbers
• Translate GTM strategy into financial plans, headcount models, and investment frameworks that align resources to revenue outcomes
• Provide analytical support for key strategic decisions, including go-to-market investments, pricing, packaging, capacity planning, and channel mix

Planning & Forecasting

• Own the annual planning and quarterly forecasting processes for all GTM functions, including revenue, headcount, and operating expense
• Partner with Revenue Operations on sales capacity and productivity models — driving financial rigor and accountability while RevOps owns the operational mechanics of territory planning, BDR/AE hiring, and quota setting
• Own usage-based revenue modeling, translating product consumption patterns into forward-looking revenue forecasts and informing pricing and packaging decisions

Marketing Finance

• Serve as the dedicated finance partner for the Marketing organization, owning budget management, monthly actuals review, and reforecasting across all marketing spend
• Build and maintain Marketing efficiency models — tracking CAC by channel, demand gen ROI, pipeline contribution, and spend-to-pipeline ratios to inform investment decisions
• Partner with Marketing leadership on annual planning, including headcount, program spend, and event budgets, ensuring Marketing investments are tied to measurable pipeline and revenue outcomes
• Evaluate new marketing investments and campaigns with a rigorous cost-benefit lens, and provide ongoing performance reporting to drive accountability
• Design and deliver executive-ready reporting on GTM performance — ARR, pipeline coverage, CAC, LTV, payback periods, NRR, logo retention, and contribution margin by segment and channel
• Identify trends, risks, and opportunities in the business and proactively surface them to leadership with a clear point of view
• Build and maintain dashboards in partnership with Revenue Operations and Data/Analytics teams

Sales Compensation

• Own the end-to-end sales compensation process for AEs, BDRs, and CSMs — including plan design (building plans competitive, financially sustainable, and tightly aligned to Pantheon's revenue objectives and GTM motion), financial modeling, and automation of day-to-day administration
• Model the financial impact of comp plan changes, quota adjustments, and accelerator structures, ensuring plans are both motivating and within budget guardrails
• Partner closely with Revenue Operations and HR as core stakeholders in the comp process ensuring seamless execution across all three functions
• Build a scalable process to a