Principal, Sales Programs

🕒 May 7

🇺🇸 United States – Remote

💵 $150k - $226k / year

⏰ Full Time

🔴 Lead

🤑 Sales

🦅 H1B Visa Sponsor

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Guidewire Software

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2001

💰 $750k Series C on 2008-03

Software • Insurance • Cloud Computing

Guidewire Software is a leading provider of software solutions for the property and casualty (P&C) insurance industry. The company offers a comprehensive platform that includes core applications such as PolicyCenter, ClaimCenter, and BillingCenter, as well as advanced analytics and a robust cloud platform. Guidewire focuses on delivering digital transformations, improving operational efficiencies, and enhancing customer service for insurers globally. Through collaborations and partnerships, Guidewire supports a wide range of insurance products and services, including usage-based and embedded insurance. With its commitment to innovation and customer success, Guidewire continues to empower insurers to meet the evolving demands of the industry.

📋 Description

• Own the intake and evaluation process for new Sales Program candidates • Apply a structured evaluation bar, assess business impact and feasibility • Bring prioritized recommendations to senior leadership with clear rationale • Develop the brief: 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 • 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

🎯 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.

🏖️ Benefits

• health, dental, and vision insurance • paid time off • company sponsored retirement plan • annual company bonus plan • commissions • long term incentive awards