Sr Manager, FP&A - GTM Finance

Couchbase is seeking a Senior Manager, FP&A – GTM Finance to serve as the primary finance partner to Sales, RevOps, and Go-To-Market leadership. This role is highly hands-on and will own the definition, reporting, forecasting, and analysis of bookings and billings, while building scalable GTM finance processes suitable for a private-equity-backed SaaS company.

This leader will play a critical role in helping Couchbase transition from public-company reporting rigor to private-company execution velocity, enabling strong forecasting accuracy, pipeline transparency, and commercial decision-making.

Come help us Make Tomorrow Better Than Today, Start Now.

GTM Finance Ownership

• Own end-to-end bookings and billings reporting, including:
• New bookings, renewals, expansions, churn
• ACV, TCV, multi-year deals, ramp deals, and amendments
• Consumption, subscription, and hybrid deal structures
• Partner closely with Sales, RevOps, and Deal Desk to ensure:
• Clean data definitions
• Consistent measurement across teams
• Accurate forecasting and reporting

Forecasting & Planning

• Lead weekly, monthly, and quarterly GTM forecasting cadences, including:
• Bookings and billings forecasts
• Pipeline coverage and conversion analysis
• Risk and upside assessment by segment, region, and rep
• Support annual planning (AOP) and in-year reforecasts with a strong focus on:
• Sales capacity modeling
• Quota setting and productivity analysis
• Ramp and attrition assumptions

Reporting & Analytics

• Build and maintain executive-ready dashboards and reporting for:
• CRO, CEO, CFO, and PE sponsors
• Board-level bookings and billings views
• Translate GTM performance into clear insights and recommendations, including:
• Attainment vs. plan
• Segment and product performance
• Deal mix and pricing trends
• Ensure tight alignment between bookings, billings, revenue, and cash flow narratives

Process & Infrastructure Build-Out

• Design and scale GTM FP&A processes appropriate for a fast-moving private company:
• Bookings and billings definitions and controls
• Forecast submission, review, and sign-off processes
• Scenario modeling and sensitivity analysis
• Partner with Systems, RevOps, and Accounting to improve:
• CRM and financial system integration
• Data quality and automation
• Reporting speed and reliability

Team Development (Future-Oriented)

• Initially operate as a player-coach, with the opportunity to:
• Hire and develop GTM-focused FP&A analysts
• Establish best-in-class GTM finance standards
• Act as a trusted mentor and thought partner within the FP&A organization

• 7–10+ years of experience in FP&A, Sales Finance, or GTM Finance within a SaaS or cloud software company
• Deep, hands-on expertise with:
• Bookings and billings reporting
• SaaS metrics (ACV, TCV, pipeline, churn, expansion)
• Forecasting methodologies for sales-led organizations
• Strong experience partnering with:
• Sales leadership
• RevOps and Deal Desk
• Advanced Excel / Google Sheets skills; comfortable with large datasets
• Ability to build processes from scratch, not just operate existing ones

• Experience in:
  • Private equity-backed companies
  • Companies transitioning from public to private
  • Hybrid consumption + subscription models
• Familiarity with systems such as:
  • Salesforce
  • Anaplan, Adaptive, or similar FP&A tools
  • Snowflake or modern data stacks
• Prior experience hiring or leading FP&A analysts