Director, Global Sales Acceleration

Confluent

About The Position

We’re not just building better tech. We’re rewriting how data moves and what the world can do with it. With Confluent, data doesn’t sit still. Our platform puts information in motion, streaming in near real-time so companies can react faster, build smarter, and deliver experiences as dynamic as the world around them. It takes a certain kind of person to join this team. Those who ask hard questions, give honest feedback, and show up for each other. No egos, no solo acts. Just smart, curious humans pushing toward something bigger, together. One Confluent. One Team. One Data Streaming Platform. About the Role: The Director, Global Sales Acceleration is a mission-critical role on the Global Sales Acceleration team, reporting directly to the Regional Sales Director, DSP. This role is responsible for defining, institutionalizing, and governing the operating model for global GTM execution, ensuring tight alignment with company-wide growth objectives, consumption targets, and commercial risk priorities. The Director will serve as a primary strategic partner to GTM staff, field sales executives, and cross-functional leadership, driving adoption of consistent execution strategies, scaling proven value patterns, and increasing platform consumption across Confluent’s global customer base. By owning a repeatable growth framework and its enterprise-level KPIs, this role directly impacts Confluent’s ability to accelerate usage, improve revenue predictability, and drive durable expansion within customers and prospects.

Requirements

10+ years in sales acceleration, GTM strategy, revenue operations, or enterprise sales leadership with a proven track record of driving consumption and expansion. Preferred experience working within a company on a cloud consumption revenue model.
Expertise building repeatable, scalable operating models that deliver measurable business impact
Demonstrated executive presence with experience presenting strategic recommendations, performance diagnostics, and consumption/risk insights to C-level stakeholders
Proven ability to define and autonomously deliver multi-year, cross-functional initiatives with limited oversight in a fast-paced, dynamic environment
Strong financial and business acumen, including pipeline inspection, consumption forecasting, revenue risk analysis, and ROI measurement
Highly influential cross-functional leader with credibility across Product, Marketing and Sales Operations
Analytical decision maker with a data-first approach to GTM optimization, performance inspection, and program governance
Clear, concise communication style with the ability to secure executive alignment and drive decision-making at VP/SVP levels globally

Responsibilities

Own the global GTM operating model for strategic sales play execution, ensuring enterprise-level alignment with financial objectives, consumption targets, and risk mitigation mandates
Develop and govern global Tier 1 plays and strategic execution programs, ensuring consistency, adoption, and measurable field impact
Establish executive reporting cadences (monthly/quarterly) tied to Tier 1 play adoption, consumption velocity, program-attributed pipeline quality, GTM strategy cycle time, and cross-functional alignment
Serve as the primary executive interface to C-suite stakeholders, delivering strategic recommendations, KPI inspection, and performance updates to the CEO, CFO, and CRO
Lead and scale a global team of Sales Acceleration Business Partners to activate programs, ensure regional fidelity, and capture structured field insights
Define and evolve a multi-year GTM strategy roadmap, anticipating future product, market, and regulatory complexity
Institutionalize repeatable customer value patterns, using data to drive account penetration, expansion revenue, usage activation, and deal velocity
Launch and continuously optimize strategic GTM programs in partnership with field leadership, Product, Marketing and Sales Operations
Create quantitative feedback loops and governance mechanisms to inspect performance, reduce execution variance, and improve forecast predictability
Secure senior cross-functional commitment for resourcing and prioritization of strategic GTM motions at the VP/SVP level