Director, Sales Programs & Strategy

THE OPPORTUNITY:

At Salesloft, our Director, Sales Programs & Strategy will be pivotal to our company’s success. You will be a key member of our fast-growing and high-performing Revenue team. Salesloft is evolving its approach to business development to drive more efficient and scalable pipeline generation in today's dynamic market.  We are creating the Office of Pipeline Management, a cross-functional, data-driven team focused on optimizing our entire pipeline engine. This new team will play a critical role in supporting our sellers to operate as full-cycle revenue generators, equipped with the necessary tools, insights, and processes to prospect, engage, and close deals effectively.

As the Director, Sales Programs & Strategy, you will be a strategic leader responsible for developing and executing data-driven strategies to maximize pipeline performance across all segments. You will lead a team of analysts and operations specialists, partnering closely with Revenue Leadership (RLT) to identify opportunities for improvement, implement new technologies, and provide actionable insights that drive predictable revenue growth.

On a day-to-day basis, you will be responsible for:

• Pipeline Strategy & Analysis: Lead the development and execution of comprehensive pipeline generation strategies aligned with overall revenue goals. Analyze pipeline data to identify trends, opportunities, and areas for improvement across all segments.
• Process Optimization: Design, implement, and continuously refine processes and initiatives to drive efficient and scalable pipeline growth. This includes defining clear pipeline stages, developing lead scoring methodologies, and optimizing lead routing processes.
• Technology Evaluation & Implementation: Evaluate and recommend new technologies and tools to enhance pipeline generation and sales effectiveness. Oversee the implementation and adoption of these tools across the sales organization.
• Reporting & Insights: Develop and deliver regular reports and dashboards on pipeline performance, providing actionable insights to RLT and sales leadership. Identify key performance indicators (KPIs) and track progress against targets.
• Cross-Functional Collaboration: Partner closely with RLT, Sales, Marketing, and other relevant teams to ensure alignment and collaboration on pipeline generation initiatives.
• Team Leadership & Development: Build and lead a high-performing team of analysts and operations specialists, fostering a data-driven culture and providing opportunities for professional growth.

In addition to working with amazing colleagues who exemplify our ‘team over self’ core value, you will also have the opportunity to make a significant impact on our revenue growth and contribute to the overall success of Salesloft. You will have an opportunity to make a difference.

WHAT WE’RE LOOKING FOR:

We are seeking a highly analytical and data-driven leader with a passion for optimizing sales processes and driving revenue growth. You are a strategic thinker who can translate data into actionable insights and effectively communicate those insights to executive leadership. You are also a strong team leader with a proven ability to build and develop high-performing teams. 

If you’re looking for an opportunity to learn more, do more, and become more, then becoming our Director, Sales Programs & Strategy is the career path for you!

THE TEAM:

Salesloft’s Revenue organization is comprised of seasoned and up-and-coming revenue professionals who are all aligned on one vision and mission:

• Vision: Fundamentally transform the way buyers and sellers drive repeatable outcomes
• Mission: Drive profitable efficient growth by helping companies solve their most complex revenue challenges

The Sales Strategy & Programs organization is a team made up of deeply analytical, growth oriented professionals that help Salesloft create programs and strategies that drive consistent high quality pipeline growth to support our sales organization.   The team partners deeply with sales marketing and operations leaders and is driven to win.

THE SKILL SET:

• Proven experience in a leadership role focused on sales operations, revenue operations, or business development, with a strong emphasis on data analysis and pipeline management.
• Deep understanding of sales processes, lead generation strategies, and pipeline management best practices.
• Exceptional analytical skills and experience using data to drive decision-making. Proficiency in data analysis tools and CRM systems (e.g., Salesforce).
• Experience evaluating and implementing sales technology solutions. Experience with Salesloft is a plus.
• Strong communication and presentation skills, with the ability to effectively communicate complex data and insights to executive audiences.
• Excellent collaboration and interpersonal skills, with the ability to build strong relationships across different teams.
• A data-driven mindset with a passion for continuous improvement and optimization.
• Ability to thrive in a fast-paced, dynamic environment.

WITHIN ONE MONTH, YOU’LL:

• Attend Salesloft’s New Hire Orientation, where you will learn our Salesloft story and understand what makes our “Lofters” unique 
• Establish initial connections with key stakeholders across Sales, Marketing, and Revenue Operations, actively listening to their perspectives on pipeline generation challenges and opportunities.
• Develop a foundational understanding of our current pipeline generation landscape, including key processes, tools, performance metrics, and reporting systems. 
• Gain a working knowledge of Salesloft's product suite, focusing on how its features and capabilities can be leveraged to enhance pipeline generation.
• Actively participate in cross-functional pipeline generation meetings and initiatives, contributing insightful observations and identifying potential areas for improvement.
• Collaborate with your manager and the Revenue Leaders you support to define clear objectives, establish initial priorities, and develop a preliminary 30-60-90 day plan
• Begin building relationships with your team members, understanding their individual strengths, work styles, and current projects, while providing initial guidance and support.
• Collaboratively define your initial OKRs with your manager, aligning them with overall revenue goals and outlining a clear action plan for achieving them.

WITHIN THREE MONTHS, YOU’LL:

• Conduct a rapid but thorough assessment of our current pipeline generation ecosystem, including processes, technologies, and team capabilities, identifying key strengths, weaknesses, and opportunities.
• Develop a preliminary framework for the Sales Programs and Strategy team to systematically identify, prioritize, and execute pipeline generation initiatives, establishing clear processes for scaling successful programs.
• Identify quick-win opportunities for improvement in existing pipeline generation efforts and develop actionable recommendations for immediate implementation.
• Launch initial pilot projects to test and refine key recommendations, focusing on gathering data and validating assumptions to inform future scaling efforts. 
• Become deeply familiar with our sales and marketing technology stack, including key platforms and integrations, to effectively leverage these tools for pipeline generation.
• Build strong relationships with key stakeholders across sales, marketing, and revenue operations, establishing yourself as a trusted partner in driving pipeline growth.

WITHIN SIX MONTHS, YOU’LL:

• Develop and present a comprehensive strategic roadmap for pipeline generation in the second half of the year, incorporating data-driven insights and market analysis.
• Provide expert counsel to the Revenue Leadership Team (RLT) on the effectiveness of current pipeline generation initiatives, recommending strategic adjustments and resource allocation to optimize ROI.
• Lead the design and implementation of key pilot programs for innovative pipeline generation strategies, testing and refining new approaches to maximize impact.
• Establish a robust framework for measuring and reporting on pipeline generation performance, including key metrics, dashboards, and regular communication with stakeholders.
• Collaborate with sales leadership and marketing to align pipeline generation efforts with overall revenue goals and go-to-market strategies, ensuring seamless execution and maximizing impact.
• Demonstrate early indicators of success in pilot programs and strategic adjustments, showcasing potential for significant improvements in pipeline generation

WITHIN TWELVE MONTHS, YOU’LL:

• Proactively anticipate and mitigate emerging challenges and capitalize on new opportunities, ensuring our pipeline generation strategies remain agile and effective in a dynamic market.
• Develop and champion innovative pipeline generation strategies, continuously evolving our processes and methodologies to maximize efficiency and impact. This includes identifying and evaluating new technologies and approaches.
• Mentor and coach team members, fostering a high-performing culture of data-driven decision-making and continuous improvement within the pipeline generation team.
• Collaborate with sales leadership and other key stakeholders to align pipeline generation efforts with overall revenue goals and strategic priorities.

WHY YOU’LL LOVE SALESLOFT:

At Salesloft, we're not just a company, we're a community built on shared values. 

• Lead With Humility and Respect
• Earn Customer Trust
• Put Team Over Self 
• Redefine What’s Possible
• Deliver Big Results

Salesloft delivers a performance force multiplier for the world’s most demanding companies. Salesloft’s Revenue Orchestration Platform, delivering the first AI-powered durable revenue engagement model, keeps market-facing teams on top of all buyer signals, with outcomes-driven prioritization so they always act first on what matters most. Thousands of the world’s most successful sales teams, like those at Google, 3M, IBM, Shopify, Square, and Cisco, drive more revenue with Salesloft.

While we’re proud of our history, we’re even more excited about the future. We want to create a world-class culture and company that attracts, develops, engages and retains elite talent.

Since our founding in 2011, we have grown into a global, award-winning organization with Lofters based all over the world. As a testament to our organizational health, we have been named by Forbes as one of America’s Best Startup Employers in 2021, Atlanta Business Chronicle’s 2022 Healthiest Employers, three times by Deloitte as a ‘Fastest-Growing Technology Company in North America,’ and have been recognized as a top workplace by Fortune, Glassdoor, Atlanta Journal-Constitution, and Inc Magazine. 

In addition to our stand-out organizational health:

• 2024 Best Places to Work Certified for a fourth consecutive year
• Leader in The Forrester Wave™: Revenue Orchestration Platforms for B2B, Q3 2024
• G2 Enterprise Sales Engagement Leader 15 consecutive quarters
• Recognized by Gartner Peer Insights as a Customer’s Choice in 2023 Voice of the Customer for Sales Engagement Applications
• G2 recently ranked us #1 in Enterprise Sales Engagement and we were named a leader in the 2022 Forrester Wave for Sales Engagement.  We received the highest possible score in 26 out of 30 criteria, more than any other vendor evaluated in our category. 

We’re redefining an age-old industry. This is challenging work – but our team of driven innovators makes the journey thrilling. We’re fast-paced, cutting-edge, and collaborative. We pursue excellence in everything we do and have a lot of fun along the way. Come join us!

 WHY SHOULD YOU WORK AT SALESLOFT:

• You will become part of an amazing culture with a supportive CEO and smart teammates who actually care

• You will work with an amazing team you can learn from and teach
• You will experience joining a high-growth/high-trajectory organization
• You will hear “Yes, let’s do that!” and then have the opportunity to successfully execute on your ideas
• You will build community with Lofters of many cultures and backgrounds through ERGs and DEI initiatives
• We have a vibrant, open office that utilizes modern technology
• We firmly believe you will have the opportunity to  grow more here than you would anywhere else

Salesloft is committed to creating a sense of belonging for all Lofters. We integrate representation and inclusion into Salesloft’s core by establishing and meeting specific, time-bound objectives for fair hiring and career growth. We prioritize actionable steps over terminology, and showcase how a genuinely diverse and inclusive culture enhances our financial success and overall performance. 

We are proud to be an Equal Opportunity Employer and provide equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law.

Don’t meet every single requirement? Studies have shown that people from underrepresented groups are less likely to apply to jobs unless they meet every single qualification. At Salesloft we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

Keep an eye on our Careers Page for other positions!

#LI-Remote