Principal Sales Strategy Business Partner

Accountabilities:

• Serve as the primary strategic thought partner to sales segment and channel leaders, providing structured perspectives on performance, resource allocation, growth priorities, and critical business decisions.

• Lead the Weekly Business Review process for assigned segments, defining performance metrics, improving forecast accuracy, and translating pipeline and performance signals into targeted decisions and interventions.

• Design, launch, and evaluate sales plays in collaboration with Sales and Customer Success leadership, managing the full lifecycle from initial hypothesis through execution and post-mortem analysis.

• Develop and maintain analytical frameworks and modeling standards that improve the consistency, depth, and quality of insights across the broader strategy organization.

• Identify operational inefficiencies, process bottlenecks, and opportunities for improvement, then lead cross-functional initiatives to increase sales effectiveness.

• Conduct deep-dive analyses into activation, product usage, productivity, customer adoption, and other performance indicators to identify root causes and opportunities for improvement.

• Translate complex datasets into clear, actionable recommendations that help improve sales productivity, customer outcomes, and revenue performance.

• Provide analytical modeling and strategic input for territory design, headcount planning, capacity planning, and broader resource allocation decisions.

• Collaborate with Strategy, Business Intelligence, Marketing, Product, Finance, Sales, and Customer Success teams to align strategic initiatives and ensure effective execution.

• Proactively identify coverage gaps, untested assumptions, emerging opportunities, and areas of untapped leverage, bringing recommendations to leadership before problems are fully defined.

• Champion the use of AI and automation within recurring business processes, analytical workflows, and decision-making practices.

• Drive initiatives from strategy through implementation, maintaining accountability for measurable business outcomes rather than limiting the role to advisory work.

Requirements:

• 10+ years of experience across Sales Operations, Revenue Operations, GTM Strategy, Management Consulting, or related strategic functions.

• Significant experience supporting enterprise software, technology, or similarly complex business environments.

• Strong strategic thinking skills, with the ability to independently identify business opportunities, challenge assumptions, and establish a clear strategic agenda.

• Consulting-oriented approach to complex operational problems, including experience structuring ambiguity, developing analytical frameworks, and producing executive-ready recommendations.

• Proven ability to build trusted relationships with senior sales leaders and influence decisions without direct authority.

• Strong executive presence and communication skills, with the ability to synthesize complex information into compelling, concise business narratives.

• Advanced analytical capabilities, including experience working with complex datasets, SQL, Excel modeling, sales analytics, and root-cause analysis.

• Demonstrated ability to translate analytical findings into practical recommendations and measurable business improvements.

• Experience solving ambiguous problems through hypothesis-driven analysis, experimentation, and structured decision-making.

• Track record of leading process improvements that generated measurable operational or commercial impact.

• Ability to collaborate effectively across functions and influence stakeholders within matrixed organizations.

• Proficiency with Salesforce, Tableau, and sales analytics platforms.

• Familiarity with modern analytical, automation, and AI-enabled tools, with the ability to apply them to improve efficiency and insight generation.

• Strong project management, prioritization, and organizational skills in a fast-paced environment.

• Candidates with non-traditional backgrounds and transferable skills are encouraged to apply where their experience aligns with the role.

Benefits:

• Base salary of $131,700–$210,300 annually in California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington State, and Washington, D.C.

• Base salary of $125,100–$199,900 annually in Colorado, Hawaii, Illinois, Maine, Minnesota, Nevada, Ohio, Rhode Island, Vermont, and Virginia.

• Actual compensation varies according to factors including location, experience, and performance.

• Eligibility for equity awards, with award amounts varying based on experience, performance, and location.

• Fully remote work within the United States, with employees able to work from a physical location of their choice, subject to limited location exceptions.

• Flexible distributed-work model designed around trust, collaboration, and productivity.

• Opportunity to work directly with senior sales and business leaders on high-impact strategic priorities.

• Broad cross-functional exposure across Sales, Customer Success, Finance, Marketing, Product, Business Intelligence, and Strategy.

• Opportunity to influence resource allocation, sales performance, growth initiatives, and operational strategy.

• Access to modern analytical, automation, and AI-enabled tools and workflows.

• Collaborative and inclusive environment that values diverse professional backgrounds and transferable experience.

• Equal employment opportunity and accommodation support for qualified candidates.