GTM Finance Lead

The Role

As GTM Finance Lead, you will be the finance partner to Peregrine's 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, and you will bring rigor to how we plan, measure, and pay for growth across public-sector and commercial segments. This role sits at the center of some of our most consequential questions: how we define and report ARR, how we price and package, how we compensate the sales team, and where we deploy our next GTM dollar. You will report to the VP of Finance and partner closely with the Controller, Revenue Operations, and GTM leadership.

What You'll Do

• Own the GTM financial model, including capacity planning, quota setting, pipeline coverage, and bookings and ARR forecasts by segment (SLG, Federal, and Commercial)
• Establish and govern clear definitions for bookings, CARR, NCARR, and ARR, including treatment of option years, consortium contracts, and escalators, and reconcile these across Salesforce, contracts, and the finance model
• Partner with Revenue Operations and the Controller to build a single source of truth for contract and ARR data
• Build unit economics by segment and channel, including CAC, payback, win rates, sales cycle length, net dollar retention, and marketing ROI
• Support pricing and packaging decisions with rigorous analysis of customer value drivers and margin impact
• Deliver a weekly and monthly GTM operating cadence that holds leaders accountable to plan and surfaces risks early

Who You Are

• 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
• 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
• Credibility with sales leaders: you can push back on a forecast or a comp exception and keep the relationship intact
• 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
• Experience with government contracting, long procurement cycles, or consortium and multi-agency contracts is a strong plus