Guidewire

Principal, Sales Programs

United States - San Mateo, CA · Principal · Part-time

Sponsorship not specified$150k-$226kDetected 30 days ago

SalesCadenceLeadershipCommunicationProblem SolvingPublic Speaking

About the role

Sales programs are C-suite aligned priorities agreed upon by Field and Product, whether that is a competitive takedown, a new product nurture campaign, or an adoption push in the installed base.
You will work across Product Management, Product Marketing, Sales, Field Enablement, Sales Operations, Finance, and executive leadership.
This role is built for a former management consultant used to working in a highly matrixed organization driving GTM motions.

Own the intake and evaluation process for new Sales Program candidates.
Program Design and Brief Development.
For every approved program, develop the brief: problem statement, opportunity sizing, target segment, intended field behavior change, competitive positioning, and success metrics.
Manage the full Sales Program launch lifecycle.
Maintain a launch kit that makes standing up new programs faster over time.
Track KPIs, surface blockers, and lead goal recalibration when actuals diverge from model.
Field Activation and Incentive Design.
Partner with Sales leadership and Sales Operations to design incentive structures tied to program outcomes, whether that is quota-linked incentives, recognition programs, contests, or other mechanisms that drive the specific actions a program requires.
Has built and run structured GTM programs with accountability for both design and results.

10+ years combined experience across management consulting and enterprise B2B software GTM.
Direct experience in GTM strategy, sales programs, revenue operations, or product marketing inside an enterprise software company.

Former top-tier management consulting experience (MBB, Big Four strategy, or equivalent) strongly preferred.

Run the program cadence: weekly execution reviews, quarterly steerco presentations, and annual planning contribution that sequences the portfolio against strategic priorities.

Prioritization decisions are defensible against the financial model: expected revenue impact, pipeline coverage contribution, and cycle time improvement.

@Guidewire_PandC.
Guidewire Software, Inc. is proud to be an equal opportunity and affirmative action employer.
We are committed to an inclusive workplace, and believe that a diversity of perspectives, abilities, and cultures is a key to our success.
Qualified applicants will receive consideration without regard to race, color, ancestry, religion, sex, national origin, citizenship, marital status, age, sexual orientation, gender identity, gender expression, veteran status, or disability.
All offers are contingent upon passing a criminal history and other background checks where it's applicable to the position.

Programs under your ownership span multi-quarter lifecycles, carry C-suite sponsorship, and integrate coordinated levers across PMM, enablement, marketing, and field operations.

This listing is sourced directly from Guidewire's careers page and normalized into a canonical job model.