Gtm Analyst Jobs in Raleigh, NC (NOW HIRING)

As the Senior Financial Analyst on the GTM Finance team, you are the analytical engine behind Couchbase's top-line financial picture. You contribute to the ARR roll forward model, revenue model, and unit economics that our team relies on to advise the CFO, Executive Team, and our PE sponsor. Your work is not background support; it is the underlying data that determines whether the company's growth narrative holds up to scrutiny.

This role requires native fluency in SaaS ARR mechanics, including the dynamics of a hybrid subscription and consumption model across product lines. Models you produce must be auditable from source data and accurate enough to defend in front of a PE sponsor.

 Reports to: Director, GTM Finance

•       ARR Roll Forward Ownership: Maintain and operate the ARR roll forward model across product lines. Track movement waterfall categories: new logo, expansion, upsell, contraction, and churn, with comparisons to prior year, plan, and forecast. The model must be accurate, auditable, and reconcilable to source data.
•       Consumption Model Tracking: Maintain accurate tracking of usage-based ARR dynamics, including how consumption revenue affects ARR recognition, NRR calculations, and pipeline conversion. Clearly distinguish committed subscription ARR from consumption-driven ARR in all reporting.
•       Retention Analytics: Model NRR, GRR, cohort expansion patterns, and customer concentration risks. Surface structural retention risks before they appear in actuals. Uniform renewal assumptions are a red flag; your job is to replace them with account-level data.
•       Bookings & Revenue Support: Support the team in maintaining ACV, TCV, and revenue forecasts. Analyze booking trends across segments and provide data inputs that feed into board and PE sponsor reporting.

•       Pipeline & Funnel Analysis: Build and maintain pipeline coverage and funnel health models across segments. Quantify coverage ratios, slippage risk, and gap-to-quota. Identify risks proactively, not after they are raised by Sales leadership.
•       Sales Forecast Support: Provide the data layer that bridges bottom-up field commitments to top-down financial targets. Produce clear, quantified assessments of forecast risk and upside in monthly reporting.
•       Salesforce & CRM Data Integrity: Extract, validate, and structure pipeline data from Salesforce to support recurring and ad hoc reporting. Flag data quality issues that would distort coverage or forecast analytics.

•       SaaS Efficiency Metrics: Continuously track GTM capital efficiency metrics: Sales Productivity, SaaS Magic Number, LTV/CAC, and payback periods. Produce clean, recurring outputs for use in leadership and board-level reporting.

•       Board & Sponsor Reporting: Build and maintain the underlying models and data that feed monthly flash reporting, board packages, and PE sponsor deliverables. Work product at this level requires precision, not directional accuracy.
•       AOP & Rolling Forecast Support: Support building and maintaining the GTM annual operating plan and rolling forecast. Own specific model components with full accountability for accuracy and version control.
•       Ad Hoc Analysis: Respond to analytical requests from the CFO and leadership team with high-quality, clearly structured outputs. Fast turnaround on well-structured analysis is a core expectation of this role.

•       Experience: 4 to 7 years of FP&A or finance experience in a B2B SaaS or DaaS environment. Direct experience building or maintaining a SaaS ARR model is highly desirable.
•       ARR & SaaS Acumen: Working fluency in ARR waterfalls, NRR, GRR, cohort expansion, and the mechanics of both subscription and consumption revenue models. Must understand how product mix and usage dynamics affect financial metrics, not just define the terms.
•       Analytical Rigor: Non-negotiable standard for data integrity and auditable model logic. Work must be transparent, structured, and auditable from source data. Sloppy models and black-box outputs are not acceptable in a PE-backed board reporting environment.
•       Technical Skills: Advanced Excel/Google Sheets modeling required. Proficiency in Salesforce for pipeline data extraction. Familiarity with Databricks or similar data environments is a meaningful advantage. Experience with Pigment or comparable EPM platforms preferred.
•       Communication: Ability to translate complex model outputs into clear, concise narratives. Written and verbal communication must be precise; vague outputs create downstream risk in board-facing deliverables.
•       PE/Board Environment: Comfortable operating under a rigorous reporting cadence in a sponsor-backed environment. Understands that accuracy is not optional when deliverables flow to a PE sponsor or board.
•       Education: Bachelor's degree in Finance, Accounting, or Business.