Senior Director, Sales Programs

What you’ll do & how you’ll make your mark

Own the design, creation and execution of scalable sales programs across inbound, and outbound channels (as primary), and affiliate/partner channels (as secondary)

Translate company growth priorities into structured, measurable programs that drive revenue outcomes

Identify breakdowns in the funnel (lead quality, routing, segmentation, conversion) and implement solutions

Align programs with quota design, territory strategy, and capacity planning

Define and track KPIs across the funnel (volume, conversion, velocity, efficiency, attainment)

Partner with Marketing, RevOps and Finance to ensure alignment between pipeline generation and quotas, and provide input on coverage gaps and hiring needs

Drive continuous improvement through data analysis, testing, and iteration

Cross-Functional Leadership

Partner closely with Marketing (demand gen, growth), Product Marketing, and Partnerships to align on pipeline strategy

Work with RevOps to improve CRM workflows, lead scoring, routing, and reporting accuracy

Establish strong feedback loops between Marketing, Sales, Product, and Customer Success

Sales Productivity & Enablement

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

Partner with Enablement to improve onboarding, ramp time, and ongoing performance

Reduce friction in tools and processes to improve seller efficiency

AI & Advanced Analytics

Introduce AI-driven insights into lead prioritization, forecasting, and opportunity management

Partner with analytics teams to surface predictive signals (conversion likelihood, deal risk, churn indicators)

Evaluate and implement tools that enhance sales effectiveness and operational efficiency

Change Leadership

Lead program adoption during periods of GTM transformation

Ensure clear communication and alignment during organizational shifts

Assess team structure and capabilities to support evolving business needs