Note: The job is a remote job and is open to candidates in USA. Guidewire Software is the platform P&C insurers trust to run, differentiate, and grow their business. The Principal, Sales Programs role is responsible for leading the development and execution of sales programs aligned with C-suite priorities, driving program selection, execution infrastructure, and accountability across various teams.
Responsibilities
- Customer Journey Analysis and Problem Framing. Every program starts with a precise read of where the problem is in the customer journey and what problem matters at that stage. Write targeted problem and opportunity statements for specific stages in Guidewire's customer journey, not generic ones. A pipeline generation program for a net-new logo and an expansion program for a live account require different positioning, different success metrics, and different field behaviors
- 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. Programs under your ownership span multi-quarter lifecycles, carry C-suite sponsorship, and integrate coordinated levers across PMM, enablement, marketing, and field operations. Every brief includes a financial case: what we expect the program to move, over what time horizon, against what baseline
- Program Launch and Execution. Manage the full Sales Program launch lifecycle. Coordinate core and extended teams, finalize target account lists, align inspection cadence with Sales Operations, and ensure enablement content, communications, and sales leader briefings land before the field is activated. Maintain a launch kit that makes standing up new programs faster over time
- Operating Rhythm and Governance. Run the program cadence: weekly execution reviews, quarterly steerco presentations, and annual planning contribution that sequences the portfolio against strategic priorities. 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
Skills
- 10+ years combined experience across management consulting and enterprise B2B software GTM
- Former top-tier management consulting experience (MBB, Big Four strategy, or equivalent) strongly preferred. This role is explicitly designed around a consulting skill set
- Direct experience in GTM strategy, sales programs, revenue operations, or product marketing inside an enterprise software company
- Fluent in the financial metrics that govern enterprise software: ARR, NRR, pipeline coverage, bookings, win rate, ASP, cycle time, LTV, expansion revenue, retention
- Comfortable reading a P&L and building a defensible financial case with finance that holds up under CFO and CRO scrutiny
- Can understand an enterprise customer journey end to end, identify where commercial leverage sits at each stage, and match the right metrics to the right stage
- Has built and run structured GTM programs with accountability for both design and results
- Knows the difference between a program that changes field behavior and one that generates a slide deck
- Operates in a matrixed environment, influences without authority, and moves programs forward without perfect information
Benefits
- Health, dental, and vision insurance
- Paid time off
- Company sponsored retirement plan
- Annual company bonus plan
- Commissions
- Long term incentive awards
Company Overview
Company H1B Sponsorship