Principal, Business Architecture

This is a fully remote position, open to applicants in New Jersey.

📋 Description

• Develop Customer Segmentation: Construct frameworks utilizing firmographics, purchasing behavior, and lifecycle data to pinpoint high-value opportunities and direct sales towards segments that foster growth and enhance learner impact.

• Resource, Territory & Coverage Modeling: Enhance the deployment of sales resources across Field, Inside Sales, Renewals, and Channel teams. Your designs will balance market coverage, productivity, and fairness while aligning with our growth objectives.

• Sales Motions & Role Design: Identify the roles necessary throughout the entire funnel and coordinate how they collaborate to transform demand into revenue. You will develop the playbook that converts prospects into enduring learning partners.

• Sales Compensation Strategy: Create and refine incentive structures that align seller behavior with business priorities. Collaborate with Finance and HR to formulate compensation plans that yield the desired outcomes across various segments, roles, and sales motions—ensuring clarity in pay-for-performance while supporting retention and talent acquisition efforts.

• Sales Stage & Process Architecture: Set clear definitions, metrics, and expectations for each phase of the sales process, aligned with CRM and forecasting needs, from lead qualification to closure and renewal. Drive consistency, predictability, and visibility in the pipeline.

• Voice of the Field & Customer: Establish systematic methods to collect insights from field teams and customers, transforming them into actionable recommendations for Product & Marketing.

⛳️ Requirements

• 5+ years of experience in sales, strategy, operations, or go-to-market roles (preferably in B2B tech or educational environments).

• Comprehensive understanding of sales organizations and go-to-market models, with practical experience in segmentation, territory planning, sales process design, or enablement.

• Role Type: Senior Individual Contributor - you will spearhead strategic initiatives through expertise and cross-functional collaboration without direct reports.

• Strategic Thinker: You have a broad perspective and can decompose complex business challenges into actionable frameworks. Strong analytical abilities and a structured approach to resolving business issues.

• Execution Catalyst: You don't merely devise plans—you bring them to fruition. You excel in ambiguous situations and quickly iterate towards impactful results.

• Collaborative Influencer: You possess the ability to align and influence cross-functional teams (Sales, Marketing, Product, Finance, and Operations).

• Growth Mindset: You are curious, adaptable, and enthusiastic about the challenge of scaling systems that directly affect how individuals learn and develop.

🏝️ Benefits

• This position is eligible for participation in an annual incentive program, and details regarding the benefits offered can be found here.