Senior Director, Sales Programs

Role Overview

• 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
• 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
• 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
• 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
• 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.

Requirements

• 10–15+ years in Product Marketing, Sales Enablement, GTM Strategy or Sales Operations
• Deep understanding of ICPs, customer segments, buying center and personas and tailing messaging and offerings to engage effectively
• Experience in SaaS, hosting, digital services, or affiliate-driven ecosystems strongly preferred
• Proven track record of improving pipeline conversion, revenue predictability, and sales productivity
• Deep understanding of multi-channel GTM models (inbound, outbound, partnerships/affiliates)
• Strong analytical and data-driven mindset
• Experience working with executive stakeholders and influencing cross-functional decisions
• Exposure to AI/advanced analytics in sales preferred.

Benefits

• Health Insurance options
• HSA
• Medical
• Dental
• Vision
• Matching 401K
• Life/AD&D/STD/LTD
• Tuition Reimbursement
• Pet Insurance
• Generous vacation policy