Director, Sales Programs

About the Role

The Director, Sales Programs is a senior leader responsible for designing and executing strategic sales programs that accelerate pipeline growth, improve sales productivity, and drive revenue performance. Operating at the intersection of sales strategy, go-to-market execution, pipeline generation, sales enablement, and commercial operations, this role translates business priorities into scalable programs that deliver measurable commercial outcomes.

The Director, Sales Programs partners closely with regional and executive Sales Leadership to identify growth opportunities, assess pipeline performance, and develop targeted initiatives that increase customer acquisition, sales effectiveness, and market penetration. This role leads the end-to-end strategy, governance, and execution of sales programs, ensuring alignment with regional priorities, corporate objectives, and revenue targets.

The successful candidate is a strategic, data-driven, and influential leader who combines strong commercial acumen with operational excellence. They are equally comfortable shaping executive-level recommendations, leading cross-functional teams, influencing senior stakeholders, and driving field adoption of programs that create sustainable business impact. This leader serves as a trusted advisor to sales leadership and plays a critical role in advancing the organization's growth strategy through innovative, insight-driven sales initiatives and organizational alignment.

Responsibilities

• Accelerate pipeline growth, improve seller productivity, and operationalize scalable go-to-market programs that deliver measurable commercial impact.
• Define and execute the global Sales Programs strategy while building, leading, and developing a high-performing team.
• Partner closely with regional Sales Leaders to understand pipeline gaps, design targeted sales programs, and bring those programs to life with frontline sales teams.
• Analyze sales data, build executive-ready recommendations, coordinate cross-functional stakeholders, and drive programs that create measurable revenue impact.

People Leadership

• Lead, coach, and develop a team.
• Set goals, performance expectations, and development plans.

Sales Programs Strategy & Execution

• Own the global Sales Programs strategy and roadmap.
• Prioritize and govern the portfolio of strategic programs aligned to revenue objectives.
• Scale successful programs globally while enabling regional flexibility.
• Drive measurable pipeline growth, opportunity progression, and revenue impact.

Executive Partnership

• Serve as a strategic advisor to Global Sales Leadership.
• Influence GTM strategy using commercial insights and analytics.
• Lead executive business reviews and quarterly planning.

Cross-functional Leadership

• Lead alignment across Marketing, RevOps, Enablement, Product Marketing, Customer Success, and Business Development.
• Resolve cross-functional priorities and build executive sponsorship.

Governance

• Define the operating model, governance cadence, KPIs, and inspection rhythm.
• Standardize best practices across the global organization.

Requirements

Education

• Bachelor’s degree required.
• MBA or advanced business degree preferred.

Experience

• 12+ years of experience in Sales Programs, Sales Strategy, Revenue Operations, Sales Operations, Business Development, Demand Generation, Field Marketing, or Sales Enablement.
• 5+ years of experience leading and developing high-performing teams.
• Proven executive stakeholder management and strategic influence.
• Strong understanding of B2B sales motions, ideally in SaaS, cloud, enterprise technology, or a high-growth commercial environment.
• Proven experience designing and executing programs that generate measurable pipeline or revenue impact.

Skills

• Strong analytical skills, with the ability to interpret sales data and convert insights into practical commercial actions.
• Excellent project management skills, with the ability to manage multiple programs, stakeholders, and deadlines across markets.
• Proficiency with CRM reporting, dashboards, and productivity tools. Salesforce experience is strongly preferred.

Pay

Compensation range: $137,900.00 - $246,350.00 USD. This role is eligible for a bonus. The range listed is based on the primary location of the position. Actual base salary offer is influenced by factors including skills, experience, and hiring location.

Benefits

• Medical, Dental, & Vision Plans
• 401(k)
• FSA/HSA
• Commuter Benefits
• Tuition Assistance Plan
• Vacation and Sick Time
• Paid Parental Leave