Senior Analyst - GTM Finance

We are HCSS. For the last 40 years, we have been developing software to help construction companies streamline their operations. Based in Sugar Land, TX, our mission is helping customers achieve excellence through our proven customer-centric, end-to-end solutions and exceptionally helpful service, while providing a great life for our employees. With this mission at the core of everything we do, HCSS is a pioneer and leader in the construction software space and a consistently recognized employer. We have earned Best Companies to Work for in Texas honors for 18 consecutive years and have been named a USA Today Top Workplace. HCSS has also been recognized by Built In as a Best Place to Work in Greater Houston and by Construction Executive for our technology innovation, reflecting our strong culture, industry leadership, and commitment to excellence.
WHO WE NEED: HCSS, a Thoma Bravo-backed construction technology leader, is seeking a Senior Analyst - GTM Finance to serve as the dedicated finance partner to the Go-to-Market organization and the analytical owner of the company's full software revenue stack. This is a senior individual contributor role for a finance professional who thrives at the intersection of revenue analytics, GTM strategy, and operational rigor.The successful candidate will be the financial voice in the room for the Chief Revenue Officer, the VP of Customer Success, RevOps leadership, and the broader sales and marketing organization. This is a true business partner role — the Senior Analyst will be embedded with GTM leaders, helping shape capacity decisions, renewal strategy, and pipeline economics, while also producing the recurring revenue forecasts and ARR analytics that anchor company-level financial planning.This role is built for someone who is genuinely energized by top-line work — ARR mechanics, cohort behavior, sales productivity, and renewal economics — and who can confidently engage with revenue leaders as a peer rather than as a reporting function. Strong technical modeling skills combined with commercial fluency are essential.
Qualifications:

• Bachelor's degree in Finance, Accounting, Economics, or a related quantitative field required
• 3-5 years of progressive experience in SaaS FP&A, revenue finance, GTM analytics, or RevOps with substantive financial modeling depth
• Strong commercial fluency: ability to engage credibly with CROs, VPs of Sales, VPs of Customer Success, and RevOps leaders on revenue strategy and GTM economics
• Working knowledge of renewal economics and customer success financial dynamics, including maintenance uplift, churn forecasting, and retention modeling
• Experience managing the GTM software and tooling budget (Salesforce, Clari, Gong, and related platforms) and monitoring expense variance against plan
• Experience owning monthly GTM departmental expense variance analysis across all GTM cost centers (Sales, Marketing, Customer Success)
• Expert-level proficiency in Excel; comfortable building multi-driver revenue models from scratch and reconciling complex data sources
• Hands-on experience with Salesforce or comparable CRM platforms for pipeline, bookings, and revenue data
• Working proficiency in BI tools (PowerBI, Tableau, or Looker) and ERP systems (NetSuite or Microsoft Dynamics preferred)
• Proficiency in a financial planning tool such as Workday Adaptive Planning, Anaplan, OneStream, or similar
• Strong written and verbal communication skills; able to translate revenue analytics into clear narrative for executive audiences
• Ability to work standard Central Time business hours; availability during close cycle, bookings cutoff, and forecast review periods as needed
• Experience designing or modeling commission plans and OTE structures
• Working knowledge of ASC 606 revenue recognition as applied to SaaS, term license, perpetual, and maintenance revenue

Preferred Qualifications:

• Prior experience in a PE-backed SaaS environment with exposure to board-level revenue reporting and sponsor-driven KPI frameworks Demonstrated mastery of SaaS revenue metrics, including ARR bridge construction (new logo, expansion, contraction, churn), NRR and GRR cohort analysis, bookings-to- revenue dynamics, and pipeline coverage analytics
• Experience building or owning a sales capacity model, including rep count, ramp, quota, OTE, and attainment assumptions
• Experience modeling on-premise to SaaS migration impacts on revenue recognition and ARR
• Familiarity with sales tooling and GTM tech stack economics (Salesforce, Clari, Gong, outreach platforms)

Role Responsibilities:

• Own the ARR bridge as a recurring monthly and quarterly deliverable, including new logo, expansion, contraction, and churn components
• Produce the weekly bookings flash and monthly bookings forecast by segment and channel
• Build and maintain NRR and GRR cohort analyses, identifying retention trends and isolating drivers of customer churn and expansion
• Own the sales capacity model, including productive headcount, ramp curves, quota assignment, OTE, and attainment assumptions; partner with the CRO and RevOps on quarterly refreshes
• Maintain CAC, LTV/CAC, and pipeline coverage analytics as recurring GTM efficiency deliverables
• Forecast maintenance and support renewal rates and annual maintenance uplift; serve as the embedded finance partner to the VP of Customer Success on renewal economics
• Model the revenue recognition and ARR impact of customer migrations from on-premise to SaaS
• Lead GTM headcount planning across Sales, SDR, Marketing, and Customer Success in partnership with the CRO and functional leaders
• Own GTM compensation modeling, including OTE design and commission plan financial impact analysis
• Manage the GTM software and tooling budget (Salesforce, Clari, Gong, and related platforms) and monitor expense variance against plan
• Own monthly GTM departmental expense variance analysis across all GTM cost centers (Sales, Marketing, Customer Success)
• Produce sales and marketing cost efficiency analytics, including cost per pipeline dollar and marketing ROI metrics
• Partner with RevOps on pipeline data quality, conversion analytics, and bookings reporting integrity
• Contribute revenue and GTM cost inputs to the consolidated monthly forecast, annual operating plan, and long-range planning process
• Conduct pricing and discount trend analysis on a quarterly or on-demand basis

Travel Requirements:Occasional travel to the Sugar Land, Texas (Houston metro) campus and leadership meetings may be required.
BENEFITS & PERKS:Part of our mission is to provide a great life for our employees. We believe that when our people are happy, they do their best work. Some of the benefits and perks we offer include:

• Flexibility to work Remotely
• Medical, dental, and vision coverage with company-paid and employee-paid options
• Paid holidays, sick days, and personal time off
• Employee Resource Groups (ERGs) that foster connection and inclusion
• On-site amenities including a covered basketball court, soccer field, track, pickleball/tennis courts, gym, etc.
• Dog-friendly campus and WiFi-accessible courtyards
• 401(k) with a 5% company match
• Coverage for employee professional development and wellness
• And more!