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.