Michael Todd

About Michael Todd

I’m a Go-To-Market finance leader with 20 years experience who partners with CROs and sales leadership teams to turn growth strategy into disciplined, predictable execution.Across enterprise SaaS organizations, I’ve spent my career operating at the intersection of GTM strategy, financial planning, and sales execution—helping leadership teams scale bookings and ARR while improving forecast accuracy, margin discipline, and sales productivity.In my current role as VP of Field Finance at Elastic, I serve as the primary finance partner to the CRO, supporting annual, sales-led bookings across a global, multi-segment GTM organization. I lead GTM financial strategy end to end, including operating plans, multi-year growth models, bookings and pipeline forecasting, capacity and productivity frameworks, deal governance, pricing and monetization, and incentive compensation economics. A core focus of my leadership has been translating ambition into clear GTM unit economics—coverage, capacity, productivity, and ROI by segment, geography, and route to market. I’ve built forward-looking models to assess plan achievability and guide investment decisions, partnering with Product and GTM leaders on pricing and monetization strategy for new product launches.Previously, I led commercial and GTM finance for SAP’s $12B North American business, supporting cloud, subscription, on-premise license, and services revenue models. Operating at this scale shaped my approach to complexity, cross-functional alignment, and performance management across regions and segments.Across roles, I’ve built and scaled high-performing GTM finance teams of 100+, modernized processes and systems, and helped shift finance from a perceived gatekeeper to a true business partner embedded in the field.I’m energized by environments where finance plays a strategic role in growth, and I’m particularly passionate about partnering with sales leadership to build predictable, scalable GTM engines.

Experience

1. Vice President Field Finance

   Elastic

   Aug 2022 — Present

Education

• Penn State University

  Business, Accounting (Undergraduate), Business (Graduate)

  1998 — 2003