GTM Finance Lead

Join Peregrine as the GTM Finance Lead, where you will be the finance partner to the go-to-market organization, including Sales, Marketing, Customer Success, and Deployment. You will own the analysis that connects pipeline to bookings, bookings to ARR, and ARR to revenue and cash. This role is critical in defining and reporting ARR, pricing and packaging, compensating the sales team, and determining where to deploy the next GTM dollar. You will report to the VP of Finance and work closely with the Controller, Revenue Operations, and GTM leadership.

• Own the GTM financial model, including capacity planning, quota setting, pipeline coverage, and bookings and ARR forecasts by segment.
• Establish and govern clear definitions for bookings, CARR, NCARR, and ARR, including treatment of option years, consortium contracts, and escalators.
• Build unit economics by segment and channel, including CAC, payback, win rates, sales cycle length, net dollar retention, and marketing ROI.

• AI-native, with examples of how you have automated recurring reporting or analysis
• Exceptional communication, with the ability to turn complex GTM data into a clear recommendation for executives
• 8+ years of experience in FP&A, strategic finance, or GTM finance at a high-growth B2B software company, ideally with an analytical foundation in banking, consulting, or private equity
• Experience with government contracting, long procurement cycles, or consortium and multi-agency contracts is a strong plus
• Credibility with sales leaders: you can push back on a forecast or a comp exception and keep the relationship intact
• Deep fluency in SaaS and enterprise GTM metrics, with hands-on experience building capacity models, quota plans, and ARR forecasts
• Strong data skills: you are comfortable in Salesforce reporting and SQL or equivalent, and you build your own analyses rather than waiting on others