Director, Finance GTM

About the Role

The successful candidate will be part of a globally distributed, remote-first team that is passionate about building the tools that define how software gets built and delivered. Docker has been a trusted brand in developer tooling, with over 20 million monthly users and more than 20 billion container image pulls. As the company scales, the need for a financial leader who can inform investment decisions, model commercial economics, and drive analytics and data roadmaps has become increasingly important.

Docker is at the center of the shift towards AI-powered development, providing sandboxed environments, verified images, and secure infrastructure. The Director, Finance GTM, will be at the forefront of this shift, building the GTM financial playbook from the ground up and leading the development of the analytics infrastructure that gives leadership real-time visibility into performance.

What You Will Do

• Inform GTM capacity and investment decisions by building analytical frameworks that tell leadership where to deploy capital and whether it's working.
• Own the global top line model and forecast, building and maintaining the bottoms-up bookings and revenue forecast with unit-level drivers.
• Model commercial economics for new products, including customer adoption curves, attach rates, field capacity to sell, and revenue ramp.
• Partner with GTM leadership across Sales, Marketing, CS, and Services, serving as the financial voice alongside the CRO, CMO, and broader go-to-market leadership.
• Own the monthly business review cadence across these functions, pushing back when assumptions don't hold up and helping Marketing time and prioritize spend against revenue outcomes.
• Drive the analytics and data roadmap that gives leadership self-serve visibility into performance, including the design of the forecast operating cadence for a company at Docker's scale.
• Build and evolve the models and processes that create a data-driven performance culture across the GTM org, including sales capacity modeling, CAC by motion and segment, pipeline coverage diagnostics, and marketing ROI.
• Own the financial narrative that goes to the board and investors, including the development of board materials, investment frameworks, and cross-cutting analyses that shape executive decisions.
• Inform GTM capacity and investment decisions, including the development of cases for adding headcount, funding demand gen initiatives, and investing in PLG infrastructure.

What We Are Looking For

• At least 8 years of experience in strategic finance, banking, or consulting, with a strong analytical foundation and operating experience in a revenue organization.
• Expertise in GTM analytics, including sales capacity modeling, CAC by motion and segment, pipeline coverage diagnostics, and marketing ROI.
• Strong understanding of commercial economics, including customer adoption curves, attach rates, field capacity to sell, and revenue ramp.
• Experience with Salesforce and other GTM tools, including the ability to design and implement analytics and data roadmaps.
• Strong partnership and communication skills, with the ability to serve as the financial voice alongside the CRO, CMO, and broader go-to-market leadership.
• Ability to build and maintain complex financial models, including the global top line model and forecast.
• Experience in building and evolving the models and processes that create a data-driven performance culture across the GTM org.
• Strong understanding of the financial metrics that drive GTM performance, including ARR, Bookings, Revenue, Pipeline, Churn, Net and Gross Retention, and GTM productivity.

Nice to Have

• Experience in the tech industry, particularly in developer tooling and AI-powered development.
• Familiarity with Docker's products, including Docker Desktop, Docker Hub, and Docker Scout.
• Strong understanding of the shift towards AI-powered development and the role of financial leaders in driving this shift.
• Experience in building and implementing analytics and data roadmaps that give leadership real-time visibility into performance.
• Strong understanding of the importance of data-driven decision-making in driving GTM performance.

Benefits and Perks

• Competitive salary and equity package, with a strong focus on performance-based rewards.
• Comprehensive health insurance, including medical, dental, and vision coverage.
• Generous PTO policy, including vacation time, sick leave, and holidays.
• Remote work stipend, including the ability to work from anywhere in the world.
• Professional development opportunities, including training and education programs.
• Access to the latest tools and technologies, including Docker's products and other GTM tools.
• Collaborative and dynamic work environment, with a strong focus on teamwork and innovation.

• Develop a strong understanding of GTM analytics, including sales capacity modeling, CAC by motion and segment, pipeline coverage diagnostics, and marketing ROI.
• Showcase your expertise in commercial economics, including customer adoption curves, attach rates, field capacity to sell, and revenue ramp.
• Highlight your experience with Salesforce and other GTM tools, including the ability to design and implement analytics and data roadmaps.
• Be prepared to discuss your experience in building and evolving the models and processes that create a data-driven performance culture across the GTM org.
• Emphasize your strong partnership and communication skills, including the ability to serve as the financial voice alongside the CRO, CMO, and broader go-to-market leadership.
• Be prepared to walk through complex financial models, including the global top line model and forecast, and discuss your experience in building and maintaining these models.
• Showcase your understanding of the financial metrics that drive GTM performance, including ARR, Bookings, Revenue, Pipeline, Churn, Net and Gross Retention, and GTM productivity.