About this role.
Dutchie is seeking an FP&A GTM Lead to act as the embedded finance partner for its Revenue organization. The role owns commercial planning, forecasting, scenario analysis, and performance measurement across bookings, ARR, revenue, pipeline, cohorts, and sales productivity. It partners closely with Sales, Customer Success, Marketing, Revenue Operations, Partnerships, and executives to guide pricing, capacity, headcount, and investment decisions. The position also supports quarterly business reviews, annual planning, board reporting, and AI-enabled improvements to financial workflows.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would define a driver-based model linking pipeline creation, conversion rates, sales-cycle length, average contract value, churn, expansion, and revenue-recognition timing. I would segment assumptions by product, customer cohort, territory, and sales motion, then reconcile outputs to CRM, billing, and GL data. Finally, I would maintain base, upside, and downside scenarios with clear ownership for each key driver.
I would assess current rep productivity, ramp curves, quota attainment, territory capacity, pipeline coverage, hiring timing, fully loaded costs, and expected bookings contribution. I would model payback period, CAC impact, incremental ARR, and revenue timing under multiple attainment scenarios. My recommendation would include the financial case, operating constraints, risks, and measurable leading indicators to track after approval.
I would focus on bookings growth, ARR growth, net and gross revenue retention, CAC, LTV-to-CAC, CAC payback, pipeline coverage, win rate, sales-cycle length, average contract value, and sales productivity. The appropriate emphasis depends on the company’s maturity and growth priorities. I would connect these metrics rather than review them in isolation so leaders can understand the economic trade-offs behind growth.
I would communicate the change early, quantify the variance against plan and prior forecast, and clearly separate known facts from assumptions. I would explain the underlying drivers, such as conversion, capacity, retention, or deal timing, and present practical mitigation options with expected impact. The goal is to make the discussion decision-oriented rather than simply reporting unfavorable results.
I would automate recurring data validation, variance commentary drafts, and standardized reporting refreshes while retaining finance review and controls over source data. For example, an automated workflow could reconcile CRM pipeline movements to forecast assumptions and flag material changes by segment or owner. This reduces manual effort, improves reporting consistency, and gives the finance team more time for scenario analysis and strategic partnership.
About Dutchie
Founded in 2017, Dutchie is a comprehensive technology platform powering dispensary operations, while providing consumers with safe and easy access to cannabis. Dutchie aims to further support the positive societal change the cannabis industry brings to the world through wellness benefits, social justice, and empowering local communities through tax revenue. Powering thousands of dispensaries across 40+ markets throughout the United States and Canada, Dutchie is the leading technology company in the cannabis space and was named in Fast Company’s 10 Most Innovative Companies in North America and listed two years in a row on LinkedIn’s Top 50 Startups.
Dutchie has raised over $600M in funding to date, backed by D1 Capital Partners, Tiger Global, Dragoneer, DFJ Growth, Thrive Capital, Howard Schultz, Snoop Dogg’s Casa Verde Capital, Gron Ventures, members of the founding team at DoorDash, Kevin Durant’s Thirty Five Ventures, and other notable angel investors.
About This Role
Dutchie is looking for a Financial Planning and Analysis GTM lead to serve as the primary finance partner to our Revenue organization.
You’ll work alongside Sales, Customer Success, Marketing, Revenue Operations, Partnerships, and executive leadership to evaluate investments, improve forecasting accuracy, measure commercial performance, and influence how we grow.
This is far more than pipeline reporting. You’ll help shape pricing strategies, investment decisions, sales capacity planning, and the financial architecture behind one of the most dynamic GTM motions in SaaS.
What You’ll Do
Strategic Business Partnership
- Serve as the embedded finance partner for our Go-to-Market organization.
- Partner with Revenue leadership to evaluate strategic initiatives, headcount investments, pricing decisions, and growth opportunities.
- Provide financial guidance that influences how Dutchie acquires, expands, and retains customers.
Commercial Planning & Analytics
- Build forecasting models across bookings, ARR, revenue, pipeline, customer cohorts, and sales productivity.
- Analyze performance across customer segments, products, territories, and revenue motions.
- Evaluate sales efficiency, marketing investment, customer acquisition economics, and unit economics.
- Develop scenario analyses that inform resource allocation and investment priorities.
Decision Support
- Translate complex GTM data into executive-level insights and recommendations.
- Partner closely with Revenue Operations to improve forecasting accuracy and reporting consistency.
- Support quarterly business reviews, annual planning, and board-level reporting.
AI & Operational Scale
- Leverage AI and automation to accelerate financial analysis and improve planning workflows.
- Continuously identify opportunities to simplify reporting, eliminate manual work, and increase analytical depth.
What You’ll Bring
- 5–7 years of experience in FP&A, strategic finance, investment banking, consulting, or GTM finance.
- Experience supporting Sales, Customer Success, Marketing, or Revenue organizations within a SaaS business preferred.
- Strong understanding of SaaS metrics including ARR, retention, CAC, LTV, bookings, pipeline, and sales productivity.
- Exceptional financial modeling and scenario planning capabilities.
- Ability to influence senior cross-functional leaders through data and thoughtful business partnership.
- AI-first mindset with experience using modern tools to improve analytical workflows.
- Excellent communication skills and executive presence.
What You’ll Get
We are targeting a starting salary of $149,000 – $201,000 based on the intended level for this role. In addition to cash compensation, our total rewards package includes:
- Full medical benefits including dental and vision plans to ensure you always have the best care.
- Equity packages in the form of stock options to all employees.
- Technology (hardware, software, reading materials, etc..) allowance
- Flexible vacation and sick days
At Dutchie, we’re committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law. Dutchie believes that diversity and inclusion among our teammates is critical to our success, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.
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