Senior Director, Sales Programs

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

📋 Description

• Take charge of designing, creating, and executing scalable sales programs primarily across inbound and outbound channels, with affiliate and partner channels as a secondary focus.

• Convert company growth objectives into structured and measurable programs that drive revenue results.

• Identify areas of breakdown within the sales funnel (lead quality, routing, segmentation, conversion) and implement effective solutions.

• Align programs with quota design, territory strategy, and capacity planning to ensure coherence.

• Define and monitor KPIs throughout the sales funnel (volume, conversion, velocity, efficiency, attainment).

• Collaborate with Marketing, RevOps, and Finance to ensure alignment between pipeline generation and quotas, while providing insights on coverage gaps and hiring requirements.

• Foster continuous improvement through data analysis, testing, and iterative processes.

• Work closely with Marketing (demand generation, growth), Product Marketing, and Partnerships to align on pipeline strategy.

• Collaborate with RevOps to enhance CRM workflows, lead scoring, routing, and the accuracy of reporting.

• Establish strong feedback mechanisms between Marketing, Sales, Product, and Customer Success teams.

• Standardize sales playbooks across inbound, outbound, and optionally, partner motions.

• Work with Enablement to enhance onboarding processes, ramp-up time, and ongoing performance.

• Minimize friction in tools and processes to boost seller efficiency.

• Introduce AI-driven insights for lead prioritization, forecasting, and opportunity management.

• Partner with analytics teams to uncover predictive signals such as conversion likelihood, deal risk, and churn indicators.

• Assess and implement tools that improve sales effectiveness and operational efficiency.

• Lead program adoption during periods of go-to-market transformation.

• Ensure clear communication and alignment during organizational changes.

• Evaluate team structure and capabilities to meet the evolving needs of the business.

⛳️ Requirements

• 10–15+ years of experience in Product Marketing, Sales Enablement, GTM Strategy, or Sales Operations.

• In-depth understanding of Ideal Customer Profiles (ICPs), customer segments, buying centers, and personas, along with tailoring messaging and offerings for effective engagement.

• Strong preference for candidates with experience in SaaS, hosting, digital services, or affiliate-driven ecosystems.

• Proven success in enhancing pipeline conversion, revenue predictability, and sales productivity.

• Comprehensive understanding of multi-channel go-to-market models (inbound, outbound, partnerships/affiliates).

• Strong analytical skills and a data-driven approach.

• Experience engaging with executive stakeholders and influencing cross-functional decisions.

• Preferred experience with AI and advanced analytics in sales.

🏝️ Benefits

• Health Insurance options

• HSA

• Medical

• Dental

• Vision

• Matching 401K

• Life/AD&D/STD/LTD

• Tuition Reimbursement

• Pet Insurance

• Generous vacation policy