Principal, Sales Programs

Guidewire•San Mateo, CA

2d•Remote

About The Position

Guidewire is building its Sales Programs discipline from the ground up, and this role owns it. 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. As Principal, Sales Programs, you will lead program selection, build the execution infrastructure, maintain the operating rhythm, and hold the accountability framework that keeps programs honest. 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. The work is structured problem solving against ambiguous commercial questions, opportunity sizing, executive communication, and cross-functional program leadership.

Requirements

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.
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.

Nice To Haves

This role is explicitly designed around a consulting skill set.

Responsibilities

Own the intake and evaluation process for new Sales Program candidates.
Apply a structured evaluation bar, assess business impact and feasibility, and bring prioritized recommendations to senior leadership with clear rationale for what gets greenlit and what gets deferred.
Prioritization decisions are defensible against the financial model: expected revenue impact, pipeline coverage contribution, and cycle time improvement.
Write targeted problem and opportunity statements for specific stages in Guidewire's customer journey, not generic ones.
Develop the brief for every approved program: problem statement, opportunity sizing, target segment, intended field behavior change, competitive positioning, and success metrics.
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.
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.
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.