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About the Role
As the GTM Finance Lead, you will partner with Peregrine's go-to-market organization, owning the analysis that connects pipeline to bookings, bookings to ARR, and ARR to revenue and cash. You will bring rigor to planning, measuring, and paying for growth across public-sector and commercial segments, addressing key questions around ARR definition, pricing, packaging, sales compensation, and GTM investment allocation. You will report to the VP of Finance and collaborate closely with the Controller, Revenue Operations, and GTM leadership.
Responsibilities
- 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
Requirements
- 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: comfortable in Salesforce reporting and SQL or equivalent, and able to build own analyses
- Credibility with sales leaders: ability to push back on a forecast or a comp exception while maintaining the relationship
- AI-native, with examples of automating recurring reporting or analysis
- Exceptional communication skills, with the ability to translate complex GTM data into clear recommendations for executives
- Experience with government contracting, long procurement cycles, or consortium and multi-agency contracts is a strong plus
Skills
- FP&A
- Strategic Finance
- GTM Finance
- SaaS metrics
- Enterprise GTM metrics
- Capacity modeling
- Quota planning
- ARR forecasting
- Salesforce reporting
- SQL
- AI automation
Experience Level
- 8+ years of experience
Salary/Compensations
- $199,800—$270,300 USD
Benefits
- Equity (if applicable)
- Bonus (if applicable)
About the Company
- Backed by leading Silicon Valley investors, Peregrine helps public safety organizations, state and local and governments, federal agencies, and private-sector institutions address society’s challenges with unprecedented speed and accuracy.
- Our AI-enabled platform turns siloed and disconnected data into operational intelligence — instantly surfacing mission-critical information to empower better, faster decisions that improve outcomes at every touchpoint.
- Peregrine supports hundreds of customers across 30+ states and two countries, serving more than 125 million people — and we’re amplifying our impact as we expand into the enterprise and internationally.
Equal Opportunity
- Peregrine Technologies is committed to creating an inclusive environment for all employees. We celebrate diversity and are a proud equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.