Senior Program Manager – GTM Sales Strategy

📋 Description

• Establish market segmentation frameworks, collaborating with Finance and Sales leadership to develop the 3-year Go-To-Market (GTM) strategy, and work with Product and Finance to refine economic models such as consumption-based pricing.

• Oversee complex, time-sensitive cross-functional projects (e.g., new SKU launches, M&A GTM integrations), diagnose the underlying causes of business challenges, and present structural solutions to the executive team.

• Document successful technical initiatives into scalable 'Land & Expand' sales playbooks and serve as an 'Incubation Hub' for innovative sales approaches (such as Product Led Growth or Partner-led models) through pilot initiatives.

• Develop the strategic rationale behind performance metrics for Board presentations and Quarterly Business Reviews (QBRs) by converting Revenue Intelligence data into compelling narratives, and outline actionable outcomes for executive meetings.

• Function under a design-then-delegate approach, establishing the strategy and rationale (e.g., segmentation strategy, sales play validation, long-term pipeline analysis) for other teams (Planning, Enablement, Field Ops, GTM Engineering) to implement or manage.

⛳️ Requirements

• Capacity to distill intricate signals into a unified GTM strategy, influence a matrixed organization without direct authority, employ strategic diagnostic methods to identify root causes, and exhibit executive presence to challenge stakeholder and leadership assumptions with data.

• 8+ years of relevant industry experience, ideally in the Enterprise Software/SaaS sector.

• 8+ years in Sales Strategy, Management Consulting, or Business Operations leadership roles.

• Extensive knowledge of B2B sales methodologies (e.g., MEDDPICC) and consumption-based business models.

• Advanced analytical abilities (SQL, Excel/Google Sheets) and expertise with Business Intelligence tools (Tableau, Looker).

🏝️ Benefits

• healthcare

• dental

• vision

• parental leave and planning

• mental health benefits

• a 401(k) plan and match

• flex time-off

• 11 paid holidays

• volunteer time-off

• other competitive benefits designed to improve the lives of our employees