Senior Sales Programs Manager

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

📋 Description

• Develop and manage quarterly sales initiatives from start to finish, encompassing target account selection, gap analysis, asset coordination, field enablement, progression calls, and post-program attribution.

• Act as the GTM quarterback for each initiative by organizing agendas, aligning cross-functional teams, and ensuring accountability within the program pod.

• Create and uphold the program operating model, which includes the planning calendar, BOM framework, progression call structure, and integration with the pipe council.

• Collaborate with sales leadership and the CRO to pinpoint quarterly pipeline and revenue deficiencies and convert them into actionable programs.

• Establish target account snapshots, monitor pipeline generation and progression metrics, and conduct attribution analysis linking program activities to revenue results.

• Develop outcome maps that align Zip’s platform capabilities with the business objectives of executive buyers across various verticals.

• Enhance last-mile field adoption through enablement requirements, field captain briefings, and ensuring that FLMs and AEs are well-versed in active programs.

⛳️ Requirements

• Demonstrated success in enterprise field sales or strategic account management, showcasing the ability to secure and expand complex deals involving multiple stakeholders and extended sales cycles.

• Strong credibility and influence across cross-functional teams without formal authority.

• Experience in coordinating marketing, BDR, enablement, and solutions teams towards a common goal and operating rhythm.

• In-depth understanding of enterprise GTM strategies, including pipeline generation, mid-funnel acceleration, and expansion initiatives.

• Knowledge of how FLMs assess pipeline and the factors that encourage rep adoption of new strategies.

• Capability to convert a revenue gap into a defined, time-sensitive initiative with clear ownership, milestones, and success metrics.

• Possess executive presence when interacting with segment VPs and CRO-level stakeholders.

• Proven history of programs that have successfully generated measurable pipeline and revenue.

• Previous experience in a role focused on named sales programs, revenue programs, or field programs at a B2B SaaS company (preferred).

• Familiarity with financial services, healthcare, manufacturing, or retail sectors (preferred).

• Experience with Salesforce opportunity tagging, pipeline attribution methodologies, or LLM-assisted deal intelligence tools (preferred).

🏝️ Benefits

• Start-up equity

• Health, vision & dental coverage

• Team building events & happy hours

• Flexible PTO

• Apple equipment plus home office budget