Principal, Sales Programs

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Job Description:

  • Own the intake and evaluation process for new Sales Program candidates
  • Apply a structured evaluation bar, assess business impact and feasibility
  • Bring prioritized recommendations to senior leadership with clear rationale
  • Develop the brief: problem statement, opportunity sizing, target segment, intended field behavior change, competitive positioning, and success metrics
  • Manage the full Sales Program launch lifecycle
  • Coordinate core and extended teams, finalize target account lists, align inspection cadence with Sales Operations
  • Track KPIs, surface blockers, and lead goal recalibration when actuals diverge from model
  • Partner with Sales leadership and Sales Operations to design incentive structures tied to program outcomes

Requirements:

  • 10+ years combined experience across management consulting and enterprise B2B software GTM
  • Former top-tier management consulting experience (MBB, Big Four strategy, or equivalent) strongly preferred
  • Direct experience in GTM strategy, sales programs, revenue operations, or product marketing inside an enterprise software company
  • Fluent in the financial metrics that govern enterprise software: ARR, NRR, pipeline coverage, bookings, win rate, ASP, cycle time, LTV, expansion revenue, retention
  • Comfortable reading a P&L and building a defensible financial case with finance that holds up under CFO and CRO scrutiny
  • Can understand an enterprise customer journey end to end, identify where commercial leverage sits at each stage, and match the right metrics to the right stage
  • Has built and run structured GTM programs with accountability for both design and results
  • Knows the difference between a program that changes field behavior and one that generates a slide deck
  • Operates in a matrixed environment, influences without authority, and moves programs forward without perfect information.

Benefits:

  • health, dental, and vision insurance
  • paid time off
  • company sponsored retirement plan
  • annual company bonus plan
  • commissions
  • long term incentive awards
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