GTM Finance Lead

Peregrine; San Francisco (CA); On-site; USD 160,000 - 230,000; Full time

Benefits offered by this job

Health insurance

Unlimited PTO

Competitive 401k

Wellness stipend

HSA

Parental leave

Professional development

Recreational perks

Job summary

Peregrine is seeking a GTM Finance Lead to partner with Sales, Marketing, Customer Success, and Deployment. You will own the analysis linking pipeline to bookings, bookings to ARR, and ARR to revenue, driving growth planning and pay-for-growth decisions.

Report to the VP of Finance and collaborate with Revenue Ops, Controller, and GTM leadership to define bookings, CARR, NCARR, and ARR, and to build a single source of truth for ARR data.

Qualifications

• 8+ years of experience in FP&A, strategic finance, or GTM finance at a high-growth B2B software company.
• Experience with government contracting, long procurement cycles, or consortium contracts is a plus.
• Deep fluency in SaaS and enterprise GTM metrics with capacity models and ARR forecasts.

Responsibilities

• Own the GTM financial model, including capacity planning, quota setting, pipeline coverage, and bookings and ARR forecasts by segment.
• Define and report ARR, CARR, NCARR, and ARR definitions across Salesforce, contracts, and the finance model.
• Partner with Revenue Ops and Controller to create a single source of truth for contract and ARR data.
• Build unit economics by segment and channel, including CAC, payback, win rates, sales cycle, net retention, and MROI.
• Deliver weekly and monthly GTM cadence to align leaders with plan and surface risks.

Skills

FP&A

Strategic finance

GTM finance

SaaS metrics

Salesforce reporting

SQL

Capacity planning

Quota setting

Tools

Salesforce

SQL

Job description

• 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
• 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

Benefits

• Health insurance: Enjoy top-notch health, dental, and vision insurance. Your health matters
• Unlimited PTO: Assume responsibility for how much time you take off. Trust is everything
• Competitive 401k: Leverage a Peregrine-sponsored 401k plan. And think of your future
• Wellness stipend: Use Peregrine’s wellness stipend to focus your body and mind
• HSA: Set aside money to pay for qualified medical expenses with a HSA
• Parental leave: Because we want to support the Peregrine parents out there
• Professional development: Access a range of professional development courses and resources
• Recreational perks: Enjoy a whole host of travel and leisure discounts, and explore new things

AI-native, with examples of how you have automated recurring reporting or analysisExceptional communication, with the ability to turn complex GTM data into a clear recommendation for executives8+ 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 equityExperience with government contracting, long procurement cycles, or consortium and multi-agency contracts is a strong plusCredibility with sales leaders: you can push back on a forecast or a comp exception and keep the relationship intactDeep fluency in SaaS and enterprise GTM metrics, with hands‑on experience building capacity models, quota plans, and ARR forecastsStrong data skills: you are comfortable in Salesforce reporting and SQL or equivalent, and you build your own analyses rather than waiting on others