Principal Program Manager, GTM Strategy & Pipeline

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What Expel is looking for in applicants

Do you have a ridiculous ability to get inside the head of a sales person and know what they need to be more effective?  Are you passionate about helping sellers achieve their goals?  As the Principal Program Manager, GTM Strategy & Pipeline you’re focused on building programs that enable our sellers to generate qualified pipeline.  You’ll measure and communicate performance across our leadership team and use this analysis to recommend program improvements.  You have the ability to think creatively and design the strategy/programmatic elements and also operationalize it across the sales team. The Principal Program Manager, GTM Strategy & Pipeline assists in annual planning activities informing territory and GTM structure recommendations.   

Primary Responsibilities

  • Partner directly with our sales leadership team to understand their pipeline generation goals, develop and execute sales programs to meet those needs.
  • Create and deliver sales plays and programs from start to finish.
  • Develop leading indicators to understand where pipeline creation is or isn’t meeting expectations.
  • Create personalized programs for “hot spots” to address potential pipeline gaps.
  • Work cross functionally with the marketing and SDR teams to maintain alignment and review performance.
  • Communicate the performance of pipeline programs and make recommendations on GTM strategy at all levels of leadership.
  • Inform annual planning discussions regarding territory and GTM strategy based on analysis and market intelligence.

Non-technical Skills Required

  • Ability to work strategically but also drive execution to deliver results.
  • Passionate about delivering projects and identifying solutions to complex business challenges.
  • Confidently bring recommendations to executive leadership for strategic initiatives.
  • Natural curiosity. You know how to ask questions that evoke unexpected answers. 
  • Analytical approach, you identify metrics to measure success of projects.
  • Develop recommendations that are founded in data but go beyond reporting the numbers. 
  • Exceptional problem-solving skills
  • Avid attention to detail, and strong project planning and time management skills, even in the face of ambiguity.
  • Adaptability- you thrive in a fast-paced environment where change happens quickly. 
  • A learner mindset 
  • Ability to build trust quickly to engage the sales org to understand needs and challenges and provide solutions.

Technical Skills Required

  • Candidate must have experience working with Salesforce CRM, Clari, Outreach, 6Sense, and Google Suite (especially Sheets & Slides).  
  • Ability to manage large data sets and develop actionable insights or recommendations for program performance.

Education and Experience

  • Bachelor’s or postgraduate degree or compelling story 
  • 8+ years of experience in sales, sales programs, sales enablement, sales operations or sales strategy.
  • Must have experience building revenue generating sales programs / campaigns and go-to-market strategies.
  • Experience with teams directly selling enterprise SaaS products; experience with security a plus

Additional notes

Applicants must reside within the continental United States, and will work from our Expel HQ office in Herndon, VA.  Occasional travel will be required.

We're an Equal Opportunity Employer: You'll receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

We're only hiring those authorized to work in the United States. We do not currently sponsor immigration visas.

The base salary range for this role is between $135,000 USD and $194,400 USD + bonus eligibility and equity.

We believe in paying transparently and equitably. Your salary will ultimately be based on factors such as your experience, skills, team equity, and market data. You’ll also be eligible for unlimited PTO (which we model and encourage), work location flexibility, up to 24 weeks of parental leave, and really excellent health benefits.



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