Principal, Sales Programs

June 8, 2026

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:

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