Director, GTM Finance & Topline Metrics

Zscaler
San Jose
Workplace: HybridFull timeUSD 175,000 - 250,000 annuallyFunction: Finance & AccountingExperience: 8+ yearsSkills: ["Data-driven","Strategic thinking","Analytical thinking","Ownership","Collaboration"]

Own Zscaler’s topline financial architecture across ACV, ARR, pipeline, and churn, serving as a strategic finance partner to GTM leadership. Build and maintain the ARR bridge and driver-based cohort models as the single source of truth, forecast ACV bookings, and model pipeline conversion. Lead churn modeling, annual operating plan workstreams, multi-scenario planning, quarterly earnings preparation, and board-level reporting, collaborating across Finance, Sales Ops, and executive teams.

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FursaFursa
Zscaler
Zscaler
1 day ago

Director, GTM Finance & Topline Metrics

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Job Summary

Own Zscaler’s topline financial architecture across ACV, ARR, pipeline, and churn, serving as a strategic finance partner to GTM leadership. Build and maintain the ARR bridge and driver-based cohort models as the single source of truth, forecast ACV bookings, and model pipeline conversion. Lead churn modeling, annual operating plan workstreams, multi-scenario planning, quarterly earnings preparation, and board-level reporting, collaborating across Finance, Sales Ops, and executive teams.
Location: San Jose
Workplace: Hybrid
Employment Type: Full time
Job Function: Finance & Accounting
Seniority: Director level

Key Responsibilities

  • •Build and maintain the ARR bridge and driver-based cohort models as a single source of truth across Finance, Sales Ops, and executive leadership.
  • •Partner with GTM leadership to challenge and align on pipeline assumptions, deal economics, and quota attainability during forecast calls and strategy sessions.
  • •Drive ACV bookings forecasting and pipeline conversion modeling across direct and partner channels by integrating Salesforce and signal data.
  • •Model gross and net churn by cohort, segment, and product line, including predictive models for at-risk accounts using product usage and support data.
  • •Lead topline workstreams for Annual Operating Plan cycles, multi-scenario financial modeling, quarterly earnings preparation, and board-level reporting.

Pay and Benefits

Salary: USD 175,000 - 250,000 annually
Perks:Health InsurancePaid LeaveParental LeaveLearning Budget

Key Requirements

  • •Demonstrated ability to build sophisticated ARR bridge models, churn cohort models, and pipeline conversion frameworks from scratch.
  • •8+ years of progressive experience in FP&A, GTM Finance, Revenue Operations, or Sales Strategy at a high-growth enterprise SaaS company.
  • •Deep expertise in SaaS topline metrics including ACV, TCV, ARR, NRR, GRR, churn, and pipeline analytics.
  • •Proven ability to engage as an analytically credible peer with senior GTM operators and Sales Operations leadership.
  • •Hands-on proficiency with Salesforce for pipeline, opportunity, and revenue analytics.
Experience:8+ yearsEnterprise SaaSCybersecurity
Skills:Data-drivenStrategic thinkingAnalytical thinkingOwnershipCollaboration
Languages:English
Tech Stack:SalesforceWorkday Adaptive PlanningSQLPythonBI tools

Company Brief

Zscaler
Provides cloud-native security platform delivering secure access, threat protection, and zero trust services to organizations, enabling secure internet and private application access without traditional network appliances.
Industry: Cybersecurity
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Jose, United States
Founded: 2007
WebsiteLinkedIn