Vice President, GTM Enablement and Performance

Sales Productivity

Mountain View, California

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Confluent is pioneering a fundamentally new category of data infrastructure focused on data in motion. Have you ever found a new favorite series on Netflix, picked up groceries curbside at Walmart, or paid for something using Square? That’s the power of data in motion in action—giving organizations instant access to the massive amounts of data that is constantly flowing throughout their business. At Confluent, we’re building the foundational platform for this new paradigm of data infrastructure. Our cloud-native offering is designed to be the intelligent connective tissue enabling real-time data, from multiple sources, to constantly stream across the organization. With Confluent, organizations can create a central nervous system to innovate and win in a digital-first world.

We’re looking for self-motivated team members who crave a challenge and feel energized to roll up their sleeves and help realize Confluent’s enormous potential. Chart your own path and take healthy risks as we solve big problems together. We value having diverse teams and want you to grow as we grow—whether you’re just starting out in your career or managing a large team, you’ll be amazed at the magnitude of your impact.

About the Role:

As the VP of GTM Enablement and Performance, you will create and lead the most renowned GTM Enablement program in the industry.  You will bring a strong point of view about what strategies and programs power the most high-performing sales organizations, and you will drive transformation toward Confluent’s unique “Customer Growth” GTM model.  Reporting to the President of Field Operations, you will be a key executive on Confluent’s leadership team, collaborating to define and execute our best-in-class GTM machine.

Confluent’s unique Customer Growth GTM model has 3 core pillars:
Product-led
Consumption-Oriented
Purpose-built for the Data-in-Motion journey

The next generation of software business models will be product-led, and consumption-oriented.  The first-generation model was the license and support model, and the next generation was a term-based subscription.  Now, customers are increasingly choosing the product-led and consumption-oriented model, and this is the defacto model for data and infrastructure offerings in the cloud.  Given that data and cloud infrastructure represents the largest TAM and most significant disruption happening in enterprise software, these are the sales, marketing, and success motions to learn for talent in GTM roles.  Confluent will offer the best such opportunity - an “academy” of sorts - to learn these essential next-generation enterprise software GTM skills.  

Additionally, in order to fuel Confluent’s rapid growth, we are committed to developing our talent and promoting from within as often as possible.  Our GTM Enablement and Performance team will fuel careers, and advancement within the company, from SDR to Sales AE, from SE to SE leadership, from regional to global roles, and from first-line management to executive leadership.  Our GTM executive team is the best in the business and is passionate about coaching, mentoring, and developing the next generation of talent.    Confluent will offer the best place in the industry to advance your enterprise software GTM career.

What You Will Do:

  • Build, lead and manage a high-performing team chartered with designing and delivering a GTM Enablement program to serve all Field Ops roles throughout their lifecycle - including onboarding, territory and account planning, product and solution messaging, sales, and success motions and plays, technical enablement, and leadership development.  
  • In addition, own enablement of our partner ecosystem:  cloud service providers, GSIs/RSIs, resellers.
  • Your team will be the “product managers” of our selling and success motions, creating playbooks for the field in collaboration with other subject matter experts in the company, and demonstrating a strong command of the material.
  • In partnership with GTM Strategy and Operations, develop/deploy/and share accountability in Sales Performance and Productivity KPIs, such as ramp time, productivity per head, and AE quota attainment.  Ensure effective measurement of all programs and a KPI-driven approach.
  • Initiate and establish strong trusted partnerships with key shareholders at all levels in the organization including c-suite and leadership across the organization to ensure alignment across the organization and ongoing effectiveness. This role requires a special focus on partnering with Customer Solutions Group, Product Marketing, and Revenue Marketing organizations to develop and deliver the right programs and content to drive sales performance and productivity.  Strong partnership with the sales, pre-sales, customer success, and partner ecosystem leaders as primary internal customers is key.
  • Drive continuous innovation and thought leadership in enablement programs and tools to enhance overall excellence across the Field Ops org, and be a visible and innovative thought leader in the industry.
  • Serve as the functional owner of the systems needed to deliver the content to a large international team in the most effective way. 
  • Own Field Operations communications and recognition programs.
  • Serve as the Field Operations exec lead on our Growth Kick-Off (formerly Sales KickOff) program, in partnership with Corporate Marketing/Events.

What You Will Bring:

  • Minimum of 10 years experience leading the creation and development of sales strategy, account planning and pipeline development programs, sales enablement, and organization-wide communications and recognition programs.
  • Experience leading process, and program, re-engineering, and change management skills. 
  • Experience partnering with a GTM executive team as a collaborative, accountable, strategic team member;  prior experience reporting to a CRO/President.
  • Validated ability to lead and develop high-performance teams. 
  • Experience in identifying sales productivity and performance issues, creating robust recommendations, and implementing strategies to optimize performance. 
  • Strong business acumen, and metrics-driven.
  • Track record of learning and adopting new selling motions and models, and acquiring command of the product and solution messaging.
  • Executive-level presence with excellent verbal and written communication skills at all levels in the organization. 
  • Validated change agent with stakeholder/client management experience. 
  • Ability to adjust enablement techniques to accommodate various learning styles and leverage training, and multimedia resources to drive performance. 
  • A dynamic speaker and track record as a recognized thought leader, internally and externally.
  • Demonstrated business and technical competency. 
  • Previous experience designing enablement programs for technical sellers, and working in a product-led, consumption-oriented model, is preferred. 
  • Previous experience in a quota-carrying role and the ability to understand the challenges that the sales team encounters daily is preferred. 
  • Previous experience leading GTM communications and recognition programs, including Presidents Club or the like, is preferred.
Come As You Are

At Confluent, equality is a core tenet of our culture. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences. The more diverse we are, the richer our community and the broader our impact. Employment decisions are made on the basis of job-related criteria without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by applicable law.

Confluent requires all employees (in office and remote) in the U.S. to be vaccinated for COVID-19. Consistent with federal, state, and local requirements, Confluent will consider requests for reasonable accommodation based on medical conditions/contraindications or sincerely-held religious beliefs where it is able to do so without undue hardship to the company.

Click here to review our California Candidate Privacy Notice, which describes how and when Confluent, Inc., and its group companies, collects, uses, and shares certain personal information of California job applicants and prospective employees.

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Benefits

Best Teammates on Planet Earth
Adjustable Working Arrangements
Robust Benefits
Rest and Recharge Days
Weekly Lunch Spend
Flexible Paid Time Off (PTO)

Confluent is Remote-First

At Confluent, we care about how you work - not where. We encourage you to apply for positions outside of the listed location or your immediate region.

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