Head of GTM Finance
$201k - $284k • Remote • San Francisco • FullTime
Posted 1mo ago
Remote Work Policy
Fully remote
Employment Type
FullTime
Categories
Applied AI Engineer
About the job
Harvey is transforming legal and professional services by combining frontier agentic AI, an enterprise-grade platform, and deep domain expertise. This is a unique opportunity to help build a generational company at an inflection point, with strong product-market fit and investor support. The team operates with intensity, ownership, and a commitment to excellence, valuing decisiveness, simplicity, and a continuous drive for improvement. As the Head of GTM Finance, you will be the financial partner to the Go-To-Market organization, driving revenue growth and commercial decision-making through analytical rigor and strategic insight. You will own the financial model for Harvey's revenue engine, from bookings and pipeline to sales productivity and customer economics, requiring a blend of deep SaaS finance expertise and a builder's mindset.
Responsibilities
- Own unit economics, including CAC, payback, magic number, net revenue retention, and contribution margin by segment and motion.
- Plan sales capacity in partnership with the GTM team, determining rep numbers, locations, ramp times, and quotas.
- Own the GTM financial model, encompassing bookings, ARR, sales capacity planning, and quota design.
- Lead GTM planning and budgeting processes to ensure appropriate investment across Sales, Marketing, and Partnerships.
- Serve as the financial lead for deal structuring and pricing decisions, including non-standard commercial terms.
- Identify trends, risks, and opportunities across the revenue funnel and translate data into actionable recommendations for leadership.
- Establish and maintain monthly/quarterly GTM reporting packages for the executive team and Board.
- Drive ongoing improvement of GTM financial processes and tooling, focusing on CRM integrity, forecasting accuracy, and automation.
Requirements
- 8+ years of experience, with at least 3 years in Sales Finance at a high-growth, scaled enterprise software company.
- Ability to think first-principles and question every input.
- Proven ability to partner with senior GTM leaders, with exceptional cross-functional communication and influencing skills.
- Demonstrated ability to move fast, own outcomes, and translate analysis into decisions explained in plain language.
- Deep understanding of SaaS and usage-based business models, including ARR, NRR, CAC, LTV, and sales productivity metrics.
- Exceptional analytical skills.
- Builder mindset with a process and systems orientation.
- Proficiency in SQL or BI tools for data extraction.
- Bachelor's degree in a quantitative field is preferred.