ABOUT THE ROLE: 

The GTM Economics & Profitability Manager is responsible for developing and maintaining analytical frameworks that measure customer profitability, commercial performance, and return on go-to-market investments. As part of GTM Strategy & Operations, this role partners closely with Finance, Revenue Operations, Sales Leadership, business units, and data teams to align commercial and financial insights, establish performance metrics, and identify opportunities to improve growth, profitability, and operational efficiency.

This role analyzes customer profitability, cost-to-serve, customer lifetime value (LTV), customer acquisition cost (CAC), and related commercial economics. Through financial modeling, reporting, and scenario analysis, the GTM Economics & Profitability Manager provides insights and recommendations that support planning, forecasting, investment decisions, coverage strategies, and go-to-market initiatives.

WHAT YOU'LL DO:

• Develop and maintain customer profitability and cost-to-serve models across customers, segments, regions, offerings, and routes to market.
• Support the development and ongoing refinement of commercial cost frameworks, including sales compensation, sales management, presales, customer success, renewals, delivery support, and other revenue-supporting resources.
• Partner with Finance, Revenue Operations, and business leaders to define, measure, and report key commercial performance metrics, including customer lifetime value (LTV), customer acquisition cost (CAC), LTV:CAC, payback, contribution margin, and return on investment.
• Create and maintain recurring dashboards, reports, and analyses that measure profitability, cost-to-serve, margin performance, and commercial efficiency across customer segments, regions, and business units.
• Analyze financial and operational performance data to identify trends, risks, opportunities, cost inefficiencies, and margin improvement opportunities.
• Evaluate the profitability impact of sales motions, account segmentation strategies, coverage models, pricing approaches, service offerings, and customer complexity.
• Develop financial models and scenario analyses to assess the impact of changes in productivity, headcount, support ratios, commission structures, retention, share of wallet, and growth investments.
• Support annual planning, forecasting, budgeting, and investment decisions through data-driven analysis and business case development.
• Identify and investigate anomalies in GTM and financial data, determine root causes, and recommend corrective actions where appropriate.
• Partner with business leaders to translate analytical findings into actionable recommendations that improve revenue growth, profitability, and operational effectiveness.
• Provide analytical support and decision-making insights to GTM Strategy & Operations leadership, Finance, and executive stakeholders on strategic initiatives and business performance.
• Maintain documentation of models, assumptions, methodologies, data sources, and reporting standards to ensure consistency, transparency, and auditability.
• Collaborate with BI, CRM, ERP, Finance, and data teams to improve data quality, automate reporting processes, and enhance analytical capabilities.
• Communicate complex financial and operational insights through clear, concise, and business-focused presentations, reports, and recommendations.

QUALIFICATIONS & INTERESTS:

• Bachelor’s degree in Finance, Economics, Business, Accounting, Analytics, Data Science, or a related field, or an equivalent combination of education and experience.
• 5+ years of experience in finance, FP&A, commercial analytics, revenue operations, sales operations, pricing strategy, customer profitability, management consulting, or related analytical disciplines.
• Demonstrated experience developing and managing profitability, cost-to-serve, customer lifetime value (LTV), customer acquisition cost (CAC), contribution margin, or return-on-investment models within a complex business environment.
• Strong understanding of commercial and financial performance metrics, including LTV, CAC, LTV:CAC, payback, retention, gross profit, contribution margin, sales productivity, operating leverage, and return on investment.
• Advanced financial modeling, forecasting, and scenario analysis skills, with the ability to connect operational drivers to revenue, profitability, expense management, and business performance outcomes.
• Advanced Microsoft Excel and Power BI skills required. Experience with CRM, ERP, data warehouse, and planning platforms such as Microsoft Dynamics 365, Salesforce, NetSuite, or Workday Adaptive Planning preferred.
• Experience integrating, reconciling, and analyzing commercial and financial data from multiple systems while establishing governed metrics, controls, and scalable analytical processes.
• Proven ability to identify trends, anomalies, risks, and opportunities within complex datasets and translate findings into actionable business recommendations.
• Ability to challenge assumptions constructively through fact-based analysis and provide objective recommendations that influence planning, forecasting, investment, and go-to-market decisions.
• Strong business acumen and executive presence, with the ability to build effective partnerships across Sales, Finance, Revenue Operations, business units, and senior leadership.
• Excellent written, verbal, and presentation skills, including the ability to communicate complex financial and analytical concepts to both technical and non-technical audiences.
• Experience within a technology, value-added reseller (VAR), distribution, managed services, professional services, or other multi-solution commercial environment preferred.