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 strategic finance horsepower first: someone who builds models from a blank page, challenges assumptions, and earns trust with senior executives. Deep GTM fluency matters just as much — but for a strong finance generalist, that business partnership often shows up in the work rather than the title. 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

Financial rigor over title-matching

— we care more about how you've built and defended models than whether "GTM Finance" was ever your title.

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
• Deep GTM business-partnering experience with Sales, Marketing, or Customer Success — regardless of whether "GTM Finance" was ever the title
• Comfortable with subscription/SaaS metrics (ARR, NRR, CAC, LTV) or able to get there fast
• 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