Principal, Sales Strategy

This is a fully remote position, open to applicants in United States.

📋 Description

• Serve as the main strategic partner for Sales segment and channel leaders regarding performance, resource distribution, and growth objectives.

• Facilitate the Weekly Business Review process, establish performance metrics, enhance forecast accuracy, and convert pipeline and performance indicators into actionable decisions.

• Create, implement, and assess sales initiatives in collaboration with Sales and Customer Success leadership.

• Oversee sales-play cycles from initial hypothesis through post-analysis to boost product adoption, retention, and revenue growth.

• Develop analytical frameworks and modeling best practices within the GTM Strategy organization.

• Recognize process inefficiencies and spearhead cross-functional operational enhancements.

• Examine activation, usage, and productivity data to identify performance deficiencies and enhance representative productivity and customer adoption.

• Offer analytical insights and scenario modeling for territory formation, headcount planning, and resource distribution.

• Work closely with GTM Strategy, Business Intelligence, Marketing, Product, and Finance teams.

• Advocate for AI and automation throughout business processes and analytical workflows.

⛳️ Requirements

• Over 8 years of experience in go-to-market strategy within management consulting and internal roles.

• Extensive experience in a direct B2B sales environment within a software or technology company.

• Proven experience in defining segmentation, territory, and coverage strategies alongside sales leadership.

• Consulting mindset adept at structuring ambiguity, building frameworks, and providing executive-ready recommendations.

• Established credibility with senior Sales leaders and the ability to influence without direct authority.

• Strong executive presence coupled with exceptional communication skills at the executive level.

• Analytical expertise with complex datasets and proficiency in SQL/Excel modeling.

• Hypothesis-driven mentality for addressing ambiguous challenges.

• Demonstrated history of process enhancements that yield measurable results.

• Capability to foster alignment across various functions in matrixed environments.

• Proficient in Salesforce, Tableau, and sales analytics platforms.

• Experience utilizing modern analytical and automation tools, including AI.

🏝️ Benefits

• Equity awards.

• Remote work from a location of your choice.

• Flexible distributed work through Cloud HQ.

• Equal employment opportunity and accommodation support.