We are seeking an experienced program manager to drive the execution of our largest go-to-market initiatives. As part of the Revenue Strategy & Operations team, you will work closely with Sales, Customer Success, Product, Marketing, and Strategy teams, leading the change management efforts required for successful field adoption of our Go-to-Market (GTM) strategy. The ideal candidate is equally adept at managing complex, cross-functional projects as they are at delivering field training and communications that drive behavior change.
Please note: This is an individual contributor (IC) role.
What you'll do
YOU WILL:
- Lead GTM Program Execution with an adaptive approach: Oversee the planning and execution of GTM programs in collaboration with the Strategy team and cross-functional leaders from Sales, Customer Success, Marketing, and Product. Your portfolio of initiatives will range from complex, multi-quarter efforts like global sales play development and new product launches to more ephemeral initiatives such as process updates or the introduction of new sales tools.
- Lead Change Management & Communication: Prepare the field for new processes, tools, and strategies through comprehensive communication and training plans. Ensure smooth adoption and implementation within the sales organization.
- Validate Sales Play Materials & Assets: Leverage your expertise and field insights to assess and refine customer-facing and internal materials—such as pitch decks, customer stories, and demos—to ensure they support GTM success.
- Data-Driven Performance Monitoring & Risk Mitigation: Track key performance metrics to evaluate the success of GTM initiatives, identify areas for improvement, and proactively mitigate risks that could impact program execution.
- Generate Operational Insights & Drive Field Adoption: Analyze revenue data, customer interactions, and regional dynamics to create seller-focused strategies that enhance productivity. Ensure sales teams are aligned and equipped with the necessary tools through ongoing engagement, training, and support.
REQUIREMENTS:
- 10+ years of total work experience, ideally in consulting, sales, sales operations, training or enablement (can include teaching non-sales concepts).
- Experience designing and executing change management strategies for large, cross-functional programs.
- Experience in developing and implementing frameworks for measuring and driving targeted behavioral changes associated with key initiatives.
- Experience leading large-scale program implementations, presenting strategic changes to diverse groups of 20+ end users, and developing comprehensive change management plans.
- Familiarity with SaaS business models and key performance metrics (e.g., ARR, churn, LTV).
- Willingness and ability to travel 20-30% of the time.
- BA/BS degree is required.
Bonus points:
- Excited to tackle large ambiguous challenges that you haven’t tackled before
- Experience in sales strategy execution or operations within a SaaS company.
- Has held a quota-carrying sales role at a high-growth software company.
- Experience with “Command of the Message” & ”MEDDICC”.
- Knowledge of marketing operations and/or product operations.
- Experience using SQL (Redshift, Databricks) and ETL (dbt) tools to transform big data sets (billions of rows) into digestible insights/metrics across technical (Looker) and non-technical tools.
