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Director, GTM Programs


Remote, United States

Job ID: R01347

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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? Thats the power of data in motion in actiongiving organizations instant access to the massive amounts of data that is constantly flowing throughout their business. At Confluent, were 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.

Were looking for self-motivated team members who crave a challenge and feel energized to roll up their sleeves and help realize Confluents 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 growwhether youre just starting out in your career or managing a large team, youll be amazed at the magnitude of your impact.

About the Role:

This role is part of Confluent's GTM Excellence (GTMX) organization. GTMX is the global sales, solutions engineering, and partner ecosystem enablement function. GTMX is responsible for the pipeline generating Sales Plays and Sales Play Execution and runs programs like Activate (new hire onboarding), Elevate (tenured reps care program), and Tech Summit. This team also partners with Marketing to run our global sales kick-off, GKO. The co-existence of these Programs with Global Enablement yields the highest rewards from a sales productivity standpoint and in achieving our top-line company goals. GTMX has a high impact and influence on the overall success of Confluents mission to become THE pioneer Data Streaming Platform company.
As the Director, GTM Programs, you will help to build and refine the GTM Programs outlined above for the sales and technical organizations. You are integral to the success of the GTM organization, directly impacting its effectiveness and efficiency.
This role requires a blend of strategic thinking, practical sales experience, and the ability to drive execution through inspiration and motivation. Your team will be the champion for generating excitement about the programs and delivering key results through the sales and technical teams. Strategic cross-functional stakeholder management and executive alignment are key to the success of this role.

What You Will Do:

  • Be an Expert: You will need to master our Product and Solutions, understand the competitive landscape, comprehend our Partner Strategy, be an expert at Confluents sales methodology, and most importantly, understand the sales and revenue expectations and top-line metrics. You also will drive the same expectations with your team.
  • Lead and Drive Execution of Sales and Technical Programs: Lead a team to create, maintain, improve, and execute onboarding, remedial enablement, and pipe gen programs for GTM sales and technical functions.
  • Performance Analysis: Measure the success of your programs by monitoring and analyzing sales performance data as it correlates to your program execution. You will have a Programs Coordinator and Operations person on your team to help you be data-driven. You will need to identify trends, pinpoint areas for improvement, and iterate based on your data analysis.
  • Technology and Tools Management: Evaluate and influence sales and enablement tools and technologies (e.g. Tableau, SFDC, LeadIQ, 6sense, Groove, etc) that facilitate efficient processes and enable the sales team to focus on selling by giving a simple and easy workflow and user experience. You would also need to master the tools to help you and your team analyze the impact of programs and initiatives.
  • Cross-functional Leadership: Work closely with other GTMX teams to collaborate on program requirements to ensure that the content and approach support your teams measures of success. Partner closely with Sales and Solutions Engineering leaders to gain input and alignment on the GTMX program and drive accountability and execution of the programs. Strategic cross-functional stakeholder management and executive alignment are key to the success of this role.

What You Will Bring:

  • Proven Experience in Enablement and Pipe Gen Programs: Prior experience in developing sales enablement programs (e.g. onboarding), leading pipe gen initiatives, and demonstrating an understanding of ramp time and pipe gen from a sales methodology perspective is crucial. A strong sales or solutions engineering background at a technology company will also be considered.
  • Strong Leadership Skills: Seek to understand reality, then take steps to improve it. Prioritize ruthlessly to guide teams to deliver fewer things done better. Build a culture of continuous improvement and motivate your team to strive for greatness. Prioritize ROI to maximize your impact on the companys success. Communicate directly with a bias for transparency. Take on difficult challenges and do what is right. Inspire excellence with GTM teams through enthusiasm, motivation, and a can-do positive attitude.
  • Analytical and Strategic Thinking: The capability to analyze sales data and trends with a strategic mindset in order to develop effective sales enablement strategies.
  • Technical Proficiency: Familiarity with sales enablement tools, CRM software, and digital communication platforms. Comfortable with adopting and implementing new technologies.
  • Excellent Communication Skills: The ability to articulate GTMX programs and pipe-gen strategies clearly to different audiences.

What Gives You an Edge:

  • Experience supporting a consumption-driven organization
  • Understanding and analyzing data from different data sources
  • Technical understanding of the data streaming space

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.

At Confluent, we are committed to providing competitive pay and benefits that are in line with industry standards. We analyze and carefully consider several factors when determining compensation, including work history, education, professional experience, and location. This position has an annual estimated salary of $171,900 - $206,280, an annual bonus, and a competitive equity package. The actual pay may vary depending on your skills, qualifications, experience, and work location. In addition, Confluent offers a wide range of employee benefits. To learn more about our benefits click HERE.

ClickHEREto review our 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.


Global Benefits to Help You Do Your Best Work

Leadership Principles Define How we Act

Our Leadership Principles outline a shared set of expectations for how we think and behave at Confluent. They’re an extension of our company values which we all live each day. You can learn more here.

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 job location or your immediate region.

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