Manager/Senior Manager FP&A- GTM

About this role

Who we are:

Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.

Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.

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About the Role:

We are looking for a Manager, FP&A — GTM and a Sr. Manager, FP&A - GTM to serve as strategic finance partners to Go-to-Market leadership and help shape how the business plans, measures performance, and allocates resources.
These roles will own and improve core GTM planning and reporting processes, translate business performance into clear insights, and lead cross-functional decision support across growth, efficiency, capacity, and investment priorities. The managers will bring strong financial judgment, operating rigor, and the ability to influence leaders through clear analysis and practical recommendations.
The ideal candidate is both a hands-on finance leader and an effective people manager. They can move comfortably between executive-level storytelling, detailed financial modeling, operating-metric analysis, and coaching a team to deliver accurate, decision-useful work at scale.
What You'll Do:
Lead GTM planning and performance management

• Own the monthly, quarterly, and annual forecasting processes for assigned GTM functions, ensuring clear assumptions, strong governance, and timely delivery.

• Lead the development of annual plans, quarterly outlooks, long-range scenarios, and investment cases in partnership with functional leaders.

• Establish a clear view of performance against plan, identify the drivers of variance, and turn analysis into actionable recommendations.

• Define and improve the operating cadence for GTM finance, including business reviews, forecast updates, budget-versus-actuals reporting, and leadership communications.

• Provide an integrated view of GTM growth, productivity, cost, and capacity to support resource allocation and trade-off decisions.

Partner with senior leaders

• Serve as a trusted finance partner to GTM executives and functional leaders across Sales, Marketing, Implementation, Customer Success, and related organizations.

• Constructively challenge assumptions, clarify trade-offs, and help leaders make decisions grounded in financial and operational realities.

• Prepare executive-ready materials for leadership reviews, operating meetings, board-related requests, and strategic planning discussions.

• Communicate complex financial and operational topics with clarity, tailoring the message to the audience and decision at hand.

• Support strategic initiatives, organizational changes, and other high-priority business decisions with rigorous, practical analysis.

Lead and develop the FP&A team

• Manage, coach, and develop FP&A team members, setting clear expectations for quality, ownership, responsiveness, and business partnership.

• Allocate work across the team, establish appropriate review mechanisms, and create leverage through repeatable processes and strong analytical standards.

• Build team capability in financial modeling, business-driver analysis, executive communication, and cross-functional influence.

• Foster a culture of accountability, continuous improvement, and proactive partnership with the business.

• Lead cross-functional workstreams and influence outcomes even when direct ownership sits outside of Finance.

Improve data, models, and processes

• Build and maintain scalable financial models covering headcount, operating expenses, capacity, productivity, and other GTM investments.

• Develop a deep understanding of GTM operating metrics, including ARR, bookings, pipeline, retention, churn, implementation activity, sales efficiency, capacity, and productivity.

• Reconcile financial and operational data across systems, investigate discrepancies, and strengthen data quality, definitions, and controls.

• Create and improve dashboards, reporting tools, and analytical processes that make performance easier to understand and act on.

• Identify opportunities to automate manual workflows and improve the scalability, accuracy, and timeliness of FP&A processes.

• Establish and maintain consistent assumptions, definitions, and reporting standards in partnership with Accounting, Data, Revenue Operations, People, and Corporate FP&A.

What We're Looking For:

• 6+ years of experience (Manager level) OR 10+ years of experience (Sr. Manager level) in FP&A, finance, investment banking, consulting, business operations, or a related analytical field, including experience leading people or major cross-functional work-streams.

• Strong financial modeling skills and advanced proficiency in Excel and Google Sheets. Experience with HEX is a plus.

• Deep experience with forecasting, budgeting, variance analysis, scenario modeling, workforce planning, and executive reporting.

• Demonstrated ability to connect financial results to operational drivers and translate complex analysis into clear decisions.

• Experience partnering with senior business leaders and constructively challenging assumptions when appropriate.

• Experience managing, mentoring, or developing finance talent, with a track record of raising the quality and impact of team output.

• Strong analytical, problem-solving, organizational, and project-management skills.

• Comfort working with large, imperfect datasets and reconciling information across multiple systems.

• Excellent written and…