[Hiring] Principal, Sales Programs @Guidewire Software

Role Description

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.

What You'll Do

• Program Selection and Prioritization: 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.
• Customer Journey Analysis and Problem Framing: Write targeted problem and opportunity statements for specific stages in Guidewire's customer journey.
• Program Design and Brief Development: Develop the brief for every approved program, including problem statement, opportunity sizing, target segment, intended field behavior change, competitive positioning, and success metrics.
• Program Launch and Execution: Manage the full Sales Program launch lifecycle, coordinate core and extended teams, finalize target account lists, and ensure enablement content and communications are ready before the field is activated.
• Operating Rhythm and Governance: Run the program cadence, track KPIs, surface blockers, and lead goal recalibration when actuals diverge from model.
• Field Activation and Incentive Design: Partner with Sales leadership and Sales Operations to design incentive structures tied to program outcomes.

Qualifications

• 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.
• Can understand an enterprise customer journey end to end and identify where commercial leverage sits at each stage.
• Has built and run structured GTM programs with accountability for both design and results.
• Operates in a matrixed environment, influences without authority, and moves programs forward without perfect information.

Requirements

• Ability to match the right metrics to the right stage of the customer journey.
• Experience in designing programs that change field behavior.

Benefits

• The US base salary range for this full-time position is $150,000 - $226,000.
• Eligible for benefits that support health and well-being including health, dental, and vision insurance, paid time off, and a company-sponsored retirement plan.
• Some roles may be eligible for the annual company bonus plan, commissions, and/or long-term incentive awards.

Company Description

Guidewire is the platform P&C insurers trust to engage, innovate, and grow efficiently. We combine digital, core, analytics, and AI to deliver our platform as a cloud service. More than 540+ insurers in 40 countries run on Guidewire.

We are proud of our unparalleled implementation track record with 1600+ successful projects, supported by the largest R&D team and partner ecosystem in the industry.