Director, Finance GTM

Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout. We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default. We're building the platform for AI-powered development, scaling GTM, and evolving from a single-product company into a multi-product, multi-motion business. The financial architecture for that transition needs a leader who brings both strategic finance depth and GTM operating experience. This is an opportunity to build the GTM financial playbook from the ground up. You'll lead GTM Finance at Docker, serving as the financial partner to our CRO, CMO, and broader go-to-market leadership. Your job is to make sure Docker deploys its GTM capital wisely: where to add capacity, how to structure compensation, how to measure efficiency across motions, how to model the commercial impact of an evolving product portfolio, and how to build the analytics infrastructure that gives leadership real-time visibility into performance. You'll be the steward of Docker's critical GTM metrics: ARR, Bookings, Revenue, Pipeline, Churn, Net and Gross Retention, and GTM productivity. You'll own the top line model and forecast, lead monthly business reviews across Sales, Marketing, and broader GTM, design the operating cadence for a scaling GTM org, and drive the analytics and data roadmap that gives leadership self-serve visibility into performance. You'll also own the financial narrative that goes to our board and investors. Beyond the operating cadence, you'll bring strategic finance horsepower to high-impact projects: board materials, investment frameworks, cross-cutting analyses that shape executive decisions. We want someone with the analytical foundation (banking, consulting, or strategic finance) to tackle these, combined with the operating experience to partner effectively with a revenue organization. RESPONSIBILITIES - Inform GTM capacity and investment decisions. Build the analytical frameworks that tell leadership where to deploy capital and whether it's working. Sales capacity modeling, CAC by motion and segment, pipeline coverage diagnostics, marketing ROI. When the CRO wants to add headcount, the CMO wants to fund a demand gen initiative, or the Growth team wants to invest in PLG infrastructure, you build the case (or challenge it). - Own the global top line model and forecast. Build and maintain the bottoms-up bookings and revenue forecast with unit-level drivers. Design the forecast operating cadence for a company at Docker's scale: the right weekly and monthly rhythm for accuracy, pacing and course correction. - Model commercial economics for new products. Docker is launching new products. You'll model the commercial side: customer adoption curves, attach rates, field capacity to sell, and revenue ramp. Product finance handles cost and margin. You model how fast the field can sell new products, through which motion, and at what efficiency. - Partner with GTM leadership across Sales, Marketing, CS, and Services. Be the financial voice alongside our CRO, CMO, and broader go-to-market leadership. Own the monthly business review cadence across these functions. Push back when assumptions don't hold up. Help Marketing time and prioritize spend against revenue outcomes. Bring financial rigor to retention and expansion strategy. Build and evolve the models and processes that create a data-driven performance culture across the GTM org. - Drive the analytics and data roadmap. Shape the analytics infrastructure that GTM and company leadership runs on. Define what gets measured, how it gets reported, and what self-serve visibility leaders have into company performance and efficiency. - Design sales compensation for a multi-product business. Lead the evolution of comp plans as Docker moves from seat-based to multi-product. Design consumption compensation structures, quota methodology grounded in capacity analysis, and incentive alignment across new SKUs. - Deliver the board and investor narrative. Own the GTM financial story in board materials and quarterly investor packages. Translate operational complexity into a clear growth narrative. - Lead cross-cutting strategic finance initiatives. Bring the structured thinking and analytical depth of a strategic finance background to operating questions. Build frameworks for how Docker should think about GTM efficiency, motion economics, and long-range commercial architecture. Own multi-year financial planning for the GTM org: long-range capacity models, market expansion scenarios, and the investment roadmap that connects today's spend to future growth. - Drive AI adoption across the finance function. Build AI into how the team works: forecasting, analysis, reporting, and decision support. You'll set the standard for how a modern finance team uses AI to move faster and deliver more strategic output. - Develop a high performing team. Covering GTM FP&A, top line forecasting, finance data and analytics, and sales compensation. Coach, provide strategic direction and create executive exposure and growth paths. QUALIFICATIONS EXPERIENCE: - 10+ years in strategic finance, FP&A, or commercial finance at high-growth SaaS companies - Strategic finance or investment banking foundation: the analytical rigor that comes from banking, consulting, or a strategic finance rotation, applied to an operating GTM finance role - Direct experience as a financial partner to a CRO, CMO, or VP Sales. You understand how revenue organizations work: capacity planning, territory design, quota setting, pipeline management, forecast discipline, marketing investment optimization - Experience with consumption, usage-based, or hybrid pricing models. You've worked at a company operating multiple revenue models or navigating a pricing transition. - Track record of implementing AI-powered tools and workflows within a finance or operations team, moving beyond personal use to scalable adoption across a function - Experience designing or meaningfully influencing sales compensation plans - 3+ years managing and developing finance professionals SKILLS: - Deep fluency in SaaS metrics: ARR, NDR, GDR, pipeline coverage, CAC/LTV, magic number, churn/contraction - Ability to build a revenue forecast from unit-level drivers (top of funnel, pipeline generation rep productivity, ramp curves, win rates, seats, conversion rates), not just trended dollars - Strong executive communication: board-quality narratives and the ability to challenge assumptions constructively with CRO/CMO-level stakeholders - Analytics and data orientation: you've shaped what gets measured and how it gets reported, not just consumed dashboards built by someone else - Systems orientation: you move teams from manual processes to scalable infrastructure - Fluency with Salesforce, NetSuite, Snowflake, Sigma, Pigment and other finance tech stack tooling - AI fluency: you use AI tools in your own work and can lead AI adoption within a finance team. We're an AI-first company, this matters. WHAT TO EXPECT FIRST 30 DAYS - Learn the business. Build relationships with GTM leadership, get deep into the revenue model and forecast methodology, and assess where the operating cadence needs to evolve. FIRST 60 DAYS - Own the operating rhythm. Take full ownership of the revenue forecast and the monthly business review cadence across GTM. FIRST 90 DAYS - Drive decisions. GTM leaders are coming to you with investment questions. You have a point of view on where the business should deploy capacity and how to measure whether it's working. ONE YEAR OUTLOOK (FIRST YEAR) - You've shaped how Docker thinks about GTM efficiency and commercial architecture. The analytical frameworks you've built are informing executive decisions on investment, pricing, and growth strategy. Docker does not offer visa sponsorship for this role. We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound https://getcovey.com/product/covey-scout-inbound on April 13, 2024. Please see the independent bias audit report covering our use of Covey here https://getcovey.com/nyc-local-law-144. Perks - Freedom & flexibility; fit your work around your life - Designated quarterly Whaleness Days plus end of year Whaleness break - Home office setup; we want you comfortable while you work - 16 weeks of paid Parental leave - Technology stipend equivalent to $100 net/month - PTO plan that encourages you to take time to do the things you enjoy - Training stipend for conferences, courses and classes - Equity; we are a growing start-up and want all employees to have a share in the success of the company - Docker Swag - Medical benefits, retirement and holidays vary by country - Remote-first culture, with offices in Seattle and Paris Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be. #LI-REMOTE