GTM Strategic Finance Manager at LiveKit

About LiveKit

LiveKit is building the foundational infrastructure for the next generation of voice-driven computing. Our robust platform provides developers with comprehensive tools to build, test, deploy, scale, and observe AI agents in production environments. Established in 2021, LiveKit powers advanced voice AI applications for industry leaders such as OpenAI, xAI, Salesforce, Coursera, and Spotify, alongside thousands of other innovators, collectively facilitating billions of calls annually.

About This Role

LiveKit is actively seeking a GTM Strategic Finance Manager to lead the financial operations of our rapidly expanding go-to-market (GTM) organization, projected to grow several-fold in the next 12-18 months. In this pivotal role, you will be responsible for consumption revenue forecasting, managing the deal desk, overseeing pricing and margin governance, and administering sales compensation. You will work directly with the CRO and VP of Finance. We offer a metered product covering agent hosting, inference, telephony, media transport, and observability, each with distinct unit economics. This makes it one of the most challenging and impactful finance positions within the AI infrastructure sector.

You will excel as a GTM Strategic Finance Manager if you:

• Develop repeatable frameworks for analysis rather than one-off solutions.
• Enjoy providing strategic advice on deals and transactions.
• Maintain a strong focus on polish, detail, and quality in your work.
• Are agile and enjoy building new processes from the ground up.
• Are proactive in pulling and connecting your own data, rather than waiting for an analyst.
• Are a quick learner, consistently acquiring new knowledge, techniques, and skills, particularly those related to artificial intelligence.

The best way to impress us is by demonstrating thoughtful approaches to implementing LiveKit and potentially even experimenting with the platform.

What You'll Do

• Strategic Partnership & Business Insights: Serve as the dedicated finance business partner to GTM leadership and the VP of Finance, offering expert guidance on investment decisions and overall GTM strategy.
• Run and Improve Deal Desk: Oversee deal review and advisory processes, establish approval thresholds, define gross margin floors by product, and develop discounting strategies.
• Own the GTM Finance Model: Translate pipeline data into bookings and recognized consumption revenue. Define ramp and utilization assumptions, conduct forecasting and annual planning, and collaborate closely with GTM stakeholders.
• Design, Own, and Administer Sales Compensation: Develop comprehensive plan structures, set quotas, and manage commission calculations.
• Build Analytics and Deliver Reporting Insights: Partner with Data, RevOps, and Sales teams to build robust GTM analytics, track key performance indicators (KPIs) such as customer acquisition cost (CAC) payback, quota attainment, and sales efficiency, and translate data into actionable recommendations for leadership.

Who You Are

• 6 to 10 years of progressive experience in GTM strategic finance, FP&A (Financial Planning & Analysis), RevOps (Revenue Operations), or deal desk roles within high-growth B2B technology companies.
• 2+ years of experience in investment banking and/or consulting at a top-tier firm.
• Expert-level financial modeling skills using Excel and Google Sheets, with the capability to build models from scratch and effectively communicate insights to leadership.
• Deep familiarity with GTM metrics and economic principles.
• Hands-on experience in quota design, compensation plan design, and sales capacity modeling.
• A strong desire to thrive in a fast-paced, often ambiguous startup environment.
• Proven ability to influence and align decisions across multiple teams.
• Demonstrated ownership mentality and a track record of successfully leading initiatives.

Nice to Have

• Background in Voice AI, CPaaS (Communications Platform as a Service), telecom, or real-time infrastructure.
• Experience with usage-based, consumption, or credit-denominated business models.
• Prior experience working at an early-stage startup.
• Proficiency in using AI tools for work (e.g., Claude, ChatGPT).
• Familiarity with CRM systems (e.g., Salesforce, Gong), modern billing stacks (e.g., Stripe, Metronome), and commission management tools (e.g., CaptivateIQ).
• Knowledge of ERP tools (e.g., QuickBooks, NetSuite).

Our Commitment to You

• An opportunity to contribute to building something truly impactful globally.
• Collaborate on open source projects alongside world-class engineers.
• A competitive salary and equity package.
• Comprehensive health, dental, and vision benefits.
• A flexible vacation policy.

LiveKit is an equal opportunity employer and is committed to diversity. We do not discriminate based on any characteristic protected by applicable law. If you require a reasonable accommodation during the application or interview process, please contact [email protected].