GTM Strategic Finance Manager

## About LiveKit LiveKit is building the infrastructure layer for the voice-driven era of computing. Our platform gives developers everything they need to build, test, deploy, scale, and observe agents in production. Founded in 2021, LiveKit powers voice AI applications for OpenAI, xAI, Salesforce, Coursera, Spotify, and thousands of others, collectively facilitating billions of calls each year. ## About This Role LiveKit is looking for a GTM Strategic Finance Manager to own the financial engine behind our go-to-market org as it scales several-fold over the next 12-18 months. You'll own consumption revenue forecasting, deal desk, pricing and margin governance, and sales compensation, working directly with the CRO and the VP of Finance. We sell a metered product across agent hosting, inference, telephony, media transport, and observability, each with its own unit economics, making this role one of the most challenging and impactful positions in AI infrastructure. You'll thrive as a GTM Strategic Finance Manager if you: - build repeatable frameworks instead of one-off analyses - enjoy advising on deals - are focused on polish, detail, and quality - move fast and enjoy building from scratch - pull your own data and connect the dots yourself rather than waiting on an analyst - are a fast learner, frequently picking up new tips, tricks, and skills, especially those related to AI The best way to impress us is with thoughtful ways you'd implement LiveKit and potentially tinkering with it 😊 ## What You'll Do - **Strategic partnership & business insights**: Serve as the dedicated finance partner to GTM leadership and the VP of Finance, providing guidance on investment decisions and GTM strategy - **Run and improve deal desk**: Own deal review and advisory, approval thresholds, gross margin floors by product, discounting strategy - **Own the GTM finance model**: Translate pipeline to bookings to recognized consumption revenue, define ramp and utilization assumptions, run forecasting and annual planning, partner with GTM stakeholders - **Design, own, and administer sales compensation**: plan structure, quota setting, and commission calculations - **Build analytics and deliver reporting insights**: Partner with Data, RevOps, and Sales to build GTM analytics, track GTM KPIs (CAC payback, quota attainment, sales efficiency, etc.) and translate data into actionable recommendations for leadership ## Who You Are - 6 to 10 years of progressive experience in GTM strategic finance, FP&A, RevOps, or deal desk at high-growth B2B technology companies - 2+ years of investment banking and/or consulting at a top-tier firm - Expert financial modeling skills in Excel and Google Sheets, with ability to build from scratch and translate outputs into clear business insights to leadership - Deep familiarity with GTM metrics and economics - Hands-on experience with quota design, comp plan design, and sales capacity modeling - Desire to work in a fast-paced, ambiguous startup environment - Ability to influence and align decisions across teams - Ownership mentality and proven track record of taking initiatives ## Nice to Have - Voice AI, CPaaS, telecom, or real-time infrastructure background - Usage-based, consumption, or credit-denominated business model experience - Early-stage startup experience - Experience using AI tools at work (Claude, ChatGPT, etc.) - Fluency in CRM systems (Salesforce, Gong, etc.), modern billing stack (Stripe, Metronome), and commission tooling (CaptivateIQ) - Familiarity with ERP tools (QuickBooks, NetSuite) ## Our Commitment to You - An opportunity to build something truly impactful to the world - Contribute to open source alongside world-class engineers - Competitive salary and equity package - Health, dental, and vision benefits - Flexible vacation policy LiveKit is an equal opportunity employer and does not discriminate on the basis of any characteristic protected by applicable law. If you require a reasonable accommodation during the application or interview process, please contact .