Job Overview
Location
United States - Remote
Job Type
Full-time
Category
Sales
Date Posted
May 7, 2026
Full Job Description
đź“‹ Description
- • Principal, Sales Programs at Guidewire Software, Inc. is a newly created role responsible for building and leading the company’s Sales Programs discipline from the ground up, aligning C-suite priorities with field execution to drive go-to-market success.
- • The role involves owning the end-to-end lifecycle of sales programs — from intake and prioritization to design, launch, execution, and governance — working cross-functionally with Product, Marketing, Sales, Finance, and Executive Leadership to ensure programs deliver measurable business impact.
- • Day-to-day activities include evaluating program proposals using financial and strategic criteria, crafting detailed program briefs with opportunity sizing and success metrics, coordinating launches with enablement and sales teams, establishing operating rhythms (weekly reviews, quarterly steercos), and designing incentive structures to drive field adoption and accountability.
- • The role is based in a highly matrixed environment requiring influence without authority, where the incumbent will shape strategic GTM motions, build repeatable processes, and establish durable infrastructure in a high-visibility, executive-facing position with significant autonomy and impact.
- • The ideal candidate is a former management consultant with deep enterprise B2B software GTM experience, skilled in structured problem-solving, financial modeling, and influencing senior stakeholders to drive commercial outcomes.
🎯 Requirements
- • 10+ years of combined experience in management consulting and enterprise B2B software go-to-market (GTM) strategy.
- • Prior experience at a top-tier management consulting firm (MBB, Big Four strategy, or equivalent) is strongly preferred.
- • Proven background in GTM strategy, sales programs, revenue operations, or product marketing within an enterprise software environment.
- • Fluency in key enterprise SaaS financial metrics including ARR, NRR, pipeline coverage, bookings, win rate, ASP, cycle time, LTV, expansion revenue, and retention, with ability to build and defend financial cases under CFO and CRO scrutiny.
- • Demonstrated ability to map the end-to-end enterprise customer journey, identify leverage points, and align appropriate metrics and interventions to each stage.
- • Experience designing and executing structured GTM programs with clear accountability for both design and measurable results, distinguishing between initiatives that change field behavior versus those that produce only collateral.
🏖️ Benefits
- • Comprehensive health, dental, and vision insurance plans.
- • Paid time off and company-sponsored retirement plan (e.g., 401(k) with potential matching).
- • Eligibility for annual bonus, commissions, and/or long-term incentive awards based on individual and company performance.
- • Disability accommodations during hiring and an internal appeals process for accommodation denials or non-selection decisions.
- • Commitment to diversity, equity, and inclusion as an equal opportunity and affirmative action employer.
Skills & Technologies
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About Guidewire Software, Inc.
Guidewire Software, Inc. provides core technology platforms to property and casualty insurers worldwide. The company’s cloud-based InsuranceSuite combines policy administration, billing, and claims management with digital engagement and analytics tools. Headquartered in San Mateo, California, Guidewire serves more than 540 insurers across 42 countries, enabling them to streamline operations, launch products faster, and improve customer experience through open APIs and data-driven insights.
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