Sr Finance Manager, GTM

This role sits at the center of a fast-scaling GTM org on an AI-native transformation journey. You'll be expected to keep pace with rapid growth, bring order to ambiguity, and continuously challenge how the finance function operates — not just run the existing playbook. Reporting to Director Finance, they will drive the end-to-end GTM annual planning process, ROI frameworks, and other financial reporting to finance and sales leaders. We are looking for an AI-native leader who treats AI as a default part of their workflow — automating recurring reporting, building self-serve analytics, and using LLM-based tools to move faster and go deeper than a traditional finance function.Their work will have high visibility and impact on senior leadership at Rubrik.

This position will be based in Palo Alto, California and will require in-office attendance 3 days a week.

Responsibilities:

Central Planning

1. Align Corporate Finance, Field Finance, and Sales Ops leadership to establish a single source of truth for top-line metrics, headcount, and OpEx
2. Build and maintain reporting around dynamic headcount landscape across the broader sales org, develop best-practices across different pockets of the team
3. Develop a comprehensive ROI framework to evaluate sales team performance across diverse product lines, leveraging key metrics across productivity, quota attainment, and operational expenses. Weave it into recommendations for the GTM team
4. Build AI-assisted, automated workflows for recurring reporting, BvA, and forecasting — Architect AI-driven FP&A workflows and automated reporting pipelines, shifting team capacity from data aggregation to high-value strategic analysis

Business Partnering with Sales Engineering & Global Partner Org

1. A trusted business and analytical partner to Sales and Finance leaders — translates data into clear recommendations and influences decisions, not just reports on them
2. Construct & present monthly and quarterly review of Sales Engineering & Alliances performance to Sales and Finance Executive Leaders.
3. Collaborate with Channel Ops team to develop Channel ROI framework; Monitor the Channel efficiency including Bookings & Pipeline productivity through that lens
4. Collaborate with Sales Engineering leadership to build an SE evaluation framework; track SE effectiveness through technical stage progression rates and AE-to-SE leverage ratios

1. Own headcount management for Sales Engineering & Alliances. Collaborate with Sales Ops and Recruiting to maintain accurate source of truth for actuals & forecasts

Commissions

1. Collaborate with the commissions team (residing under Ops), Accounting
1. Design and cost (cash and opex) the impact of new commission plans
2. Conduct a monthly cash and opex BvA
3. Forecast the short and long term cash and opex costs 
4. Evaluate the ROI of commission structures and quota attainment across product lines and sales teams

Essential Skills & Experience

• Driven ambiguous projects independently; identified gaps and anticipated problems before they had a major impact on the business. Served as a subject-matter expert who defines project scope, identifies gaps (strategic vs. tactical), provides recommendations, and drives results via cross-functional collaboration 
• At least 8+ years of related experience with a Bachelor’s degree; or 6 years and a Master’s degree
• Advanced Excel & Google Sheets skills, Demonstrated use of AI tools (e.g., LLM assistants, Claude, agents) to automate analysis, build workflows, or accelerate reporting — with the judgment to validate AI output for accuracy.
• Excellent analytical and written communication skills & attention to detail
• -Thrives in a high-growth, fast-changing environment — comfortable with shifting priorities, incomplete information, and tight timelines environment to meet deadlines with efficiency and accuracy
• Instinct to identify broken, manual, or repetitive processes and redesign them — comfortable respectfully challenging the status quo and proposing better ways of working, even when 'that's how we've always done it

It is helpful, but not required to have

• Experience with Adaptive Insights, NetSuite, Salesforce, Tableau, Workday, Coupa
• Prior experience managing headcount and conducting BvA calls (Budget vs Actual)
• Experience with sales bookings plan, expense plan, sales headcount ratios

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