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Salary: USD 199,800 - 270,300 / annual
Peregrine Technologies, backed by leading Silicon Valley investors, provides an AI-enabled platform that transforms siloed data into operational intelligence for public safety organizations, government agencies, and private-sector institutions. The platform currently supports hundreds of customers across 30+ states and two countries, serving over 125 million people.
As GTM Finance Lead, you will serve as the primary finance partner to Peregrine's go-to-market organization, including Sales, Marketing, Customer Success, and Deployment. You will own the financial analysis connecting pipeline to bookings, bookings to ARR, and ARR to revenue and cash. This role sits at the center of critical strategic decisions: how the company defines and reports ARR, how it prices and packages offerings, how it compensates the sales team, and where it deploys GTM resources. You will report to the VP of Finance and collaborate closely with the Controller, Revenue Operations, and GTM leadership.
Key responsibilities include:
- Owning the GTM financial model, including capacity planning, quota setting, pipeline coverage, and bookings and ARR forecasts by segment (SLG, Federal, and Commercial)
- Establishing and governing clear definitions for bookings, CARR, NCARR, and ARR, including treatment of option years, consortium contracts, and escalators, and reconciling these across Salesforce, contracts, and the finance model
- Partnering with Revenue Operations and the Controller to build a single source of truth for contract and ARR data
- Building unit economics by segment and channel, including CAC, payback, win rates, sales cycle length, net dollar retention, and marketing ROI
- Supporting pricing and packaging decisions with rigorous analysis of customer value drivers and margin impact
- Delivering 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; ability to build your own analyses rather than waiting on others
- Credibility with sales leaders: ability to push back on a forecast or a comp exception while maintaining relationships
- AI-native mindset, with examples of automating recurring reporting or analysis
- Exceptional communication skills, with the ability to turn 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
