Director, GTM Finance & Topline Metrics

Zscaler · San Francisco

Sales & Businessposted 4w ago

Zscaler (NASDAQ: ZS) accelerates digital transformation so customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange™️ platform protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Distributed across 160+ public exchanges globally and thousands of private exchanges at the edge, the SASE-based Zero Trust Exchange is the world’s largest in-line cloud security platform.

We believe the future of work is Human + AI and are building an AI-native enterprise where human potential is amplified by machine intelligence to solve the world’s hardest security challenges. Driven by deep customer obsession, we are committed to the mission, outcome, and to each other. We bring these commitments to life through three core behaviors: ownership and collaboration, trust through outcomes and impact, and a challenge culture with ongoing feedback. Ready to make an impact at the company pioneering security transformation in the AI era? Join us at Zscaler.

We are looking for a Director, GTM Finance & Topline Metrics to join our team. This is a Hybrid role, reporting to the VP, GTM FP&A in the Finance Organization. As an analytically elite and operationally credible leader, you will own Zscaler's topline financial architecture across ACV, ARR, pipeline, and churn while serving as a strategic finance voice in executive GTM strategy and operational reviews.

What you’ll do (Role Expectations)

Build and maintain the ARR bridge and driver-based cohort models as the single source of truth across Finance, Sales Ops, and executive leadership
Partner directly 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, building 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

Who You Are (Success Profile)

You are data-driven. You use data and analytics to find the truth, measure what matters, and guide informed decisions, replacing assumptions with evidence to drive better outcomes.
You thrive in ambiguity. You excel at creating frameworks and bringing clarity to fast-moving, complex enterprise SaaS environments.
You act like an owner. You take end-to-end accountability for topline architecture, navigating seamlessly between complex quantitative modeling and executive leadership.
You operate with urgency. You maintain a relentless focus on execution, delivering high-impact financial insights quickly to support high-growth sales motions.
You are a high-trust collaborator. You build strong, direct partnerships across Sales, Marketing, and Operations, delivering candid feedback with clarity and respect to align executive teams.

What We’re Looking for (Minimum Qualifications)

Demonstrated ability to build sophisticated ARR bridge models, churn cohort models, and pipeline conversion frameworks from scratch and in an AI forward way
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
Track record of leading high-performing analytical finance professionals
Hands-on proficiency with Salesforce for pipeline, opportunity, and revenue analytics

What Will Make You Stand Out (Preferred Qualifications)

Prior finance or GTM strategy experience in a $1B+ ARR SaaS or cybersecurity organization
Proficiency with Workday Adaptive Planning, SQL, Python, or advanced BI tools for complex self-serve data analysis
Proven experience directly partnering with Sales Operations or GTM Strategy leadership to align forecasting methodologies

#LI-SanJose #LI-RL2 #LI-Hybrid

Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training.

The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.

Base Pay Range

$175,000—$250,000 USD

At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.

Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:

Various health plans
Time off plans for vacation and sick time
Parental leave options
Retirement options
Education reimbursement
In-office perks, and more!

Learn more about Zscaler's hybrid working model and benefits here.

By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.

Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link.

Pay Transparency

Zscaler complies with all applicable federal, state, and local pay transparency rules.

Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.