Director, GTM Finance & Topline Metrics

About Zscaler Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise , we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate —we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession , collaboration, ownership, and accountability. We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity. We are looking for a Director, GTM Finance & Topline Metrics to join our team. This is a Hybrid role, reporting to the VP, GTM FP&A in the Finance Organization. As an analytically elite and operationally credible leader, you will own Zscaler's topline financial architecture across ACV, ARR, pipeline, and churn while serving as a strategic finance voice in executive GTM strategy and operational reviews. What you’ll do (Role Expectations) Build and maintain the ARR bridge and driver-based cohort models as the single source of truth across Finance, Sales Ops, and executive leadership Partner directly with GTM leadership to challenge and align on pipeline assumptions, deal economics, and quota attainability during forecast calls and strategy sessions Drive ACV bookings forecasting and pipeline conversion modeling across direct and partner channels by integrating Salesforce and signal data Model gross and net churn by cohort, segment, and product line, building predictive models for at-risk accounts using product usage and support data Lead topline workstreams for Annual Operating Plan cycles, multi-scenario financial modeling, quarterly earnings preparation, and board-level reporting Who You Are (Success Profile) You are data-driven. You use data and analytics to find the truth, measure what matters, and guide informed decisions, replacing assumptions with evidence to drive better outcomes. You thrive in ambiguity. You excel at creating frameworks and bringing clarity to fast-moving, complex enterprise SaaS environments. You act like an owner. You take end-to-end accountability for topline architecture, navigating seamlessly between complex quantitative modeling and executive leadership. You operate with urgency. You maintain a relentless focus on execution, delivering high-impact financial insights quickly to support high-growth sales motions. You are a high-trust collaborator. You build strong, direct partnerships across Sales, Marketing, and Operations, delivering candid feedback with clarity and respect to align executive teams. What We’re Looking for (Minimum Qualifications) Demonstrated ability to build sophisticated ARR bridge models, churn cohort models, and pipeline conversion frameworks from scratch and in an AI forward way 8+ years of progressive experience in FP&A, GTM Finance, Revenue Operations, or Sales Strategy at a high-growth enterprise SaaS company Deep expertise in SaaS topline metrics, including ACV, TCV, ARR, NRR, GRR, churn, and pipeline analytics Proven ability to engage as an analytically credible peer…