GTM Finance Lead

The Finance team at Asana tracks and seeks to understand the factors driving our growth and success. We help our entire organization achieve our operational and financial goals while embodying our company values. We ensure our objectives are feasible and work closely with all teams to ensure they have the resources they need to achieve our ambitious mission enabling all teams to work together effortlessly.

We are looking for a strategic GTM Finance leader to serve as the primary finance partner for our Go-to-Market organization. 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. 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. You are curious, detail-oriented, collaborative, and possess excellent analytical and communication skills.

This role is based in our San Francisco office with an office-centric hybrid schedule. The standard in-office days are Monday, Tuesday, and Thursday. Most Asanas have the option to work from home on Wednesdays. Working from home on Fridays depends on the type of work you do and the teams with which you partner. If you're interviewing for this role, your recruiter will share more about the in-office requirements.

What you’ll achieve

• Own GTM Unit Economics: Drive accountability around CAC, payback period, magic number, and contribution margin by segment and motion to clearly illuminate profitable vectors for leadership.

• Build ROI Frameworks: Help GTM leaders prioritize investments, assess trade-offs, and make data-backed decisions across Sales, Marketing, Partnerships, and Customer Success.

• Drive Sales Capacity Planning: 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.

• Lead Planning & Forecasting Cycles: Spearhead GTM annual planning and quarterly forecasting cycles, partnering cross-functionally to align on assumptions, headcount, and spend targets that support top-line goals.

• Optimize Productivity Metrics: 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.

• Manage Budget Stewardship: Ensure the GTM organization operates strategically within budget by providing clear variance analysis and forward-looking guidance focused on investment optimization.

• Advance Financial Tooling: Drive continuous improvement of GTM financial processes, forecasting accuracy, data integrity, reporting automation, and AI-enabled workflows.

About you

• AI & Tech Curiosity: Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making.

• First-Principles Thinker: You build from a blank page, question inputs, and ensure models accurately reflect how the business operates.

• Strategic Storyteller: You turn complex analysis into clear decisions, moving beyond spreadsheets to deliver actionable recommendations to senior leaders.

• Autonomous Operator: You move fast and own outcomes in ambiguous situations, proactively creating structure and setting priorities.

• Trusted GTM Partner: You effortlessly build credibility, earn a seat at the table with GTM leaders, and constructively influence executive decisions.

• SaaS Fluency: 8+ years in FP&A, strategic finance, or sales finance—including 3+ years partnering directly with GTM teams at a high-growth enterprise software company.

• System Builder: You actively improve processes, frameworks, and data systems, bringing comfort with SQL, Anaplan (or similar), and BI tools like Tableau or Power BI.

• Data Rigor: You bring sound judgment and careful attention to detail when working with large, complex datasets, with a proven ability to seamlessly zoom between macro and micro views.

• Educational Background: Bachelor's degree in Finance, Accounting, Economics, or a related field; an MBA is a plus.

At Asana, we're committed to building teams that include a variety of backgrounds, perspectives, and skills, as this is critical to helping us achieve our mission. If you're interested in this role and don't meet every listed requirement, we still encourage you to apply.

What we’ll offer

Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. We believe that compensation should be reflective of the value you create relative to the market value of your role. 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.

For this role, the estimated base salary range is $211,000-$248,000. The actual base salary will vary based on various factors, including market and individual qualifications objectively assessed during the interview process. The listed range above is a guideline, and the base salary range for this role may be modified.

In addition to base salary, your compensation package may include additional components such as equity, sales incentive pay (for most sales roles), and benefits. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role.

We strive to provide equitable and competitive benefits packages that support our employees worldwide and include:

• Mental health, wellness & fitness benefits

• Career coaching & support

• Inclusive family building benefits

• Long-term savings or retirement plans

• In-office culinary options to cater to your dietary preferences

These are just some of the benefits we offer, and benefits may vary based on role, country, and local regulations. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role.