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About the Role
The Director, Sales Programs is a senior leader responsible for designing and executing sales programs that accelerate pipeline growth, improve seller productivity, and drive bookings performance. This role translates business priorities into scalable programs with measurable commercial outcomes, partnering closely with sales leadership to identify growth opportunities and build targeted initiatives.
Responsibilities
- Lead, coach, and develop the Sales Programs team, setting goals and performance expectations.
- Own the Sales Programs strategy and roadmap, aligned to divisional targets.
- Prioritize and govern the portfolio of strategic programs, evaluating ROI and resource allocation.
- Design and execute programs that drive measurable pipeline growth, opportunity progression, conversion, and revenue impact.
- Scale successful programs across business units and segments while allowing for flexibility.
- Continuously optimize programs based on performance insights, market conditions, and shifting business priorities.
- Partner with Sales Leadership to understand pipeline gaps and build targeted programs to close them.
- Direct analysis of pipeline health, conversion rates, seller productivity, account penetration, and customer engagement metrics.
- Establish performance frameworks, success metrics, and inspection rhythms to measure program effectiveness.
- Serve as a strategic advisor to Sales Leadership and business unit GMs.
- Influence go-to-market strategy using commercial insights and analytics.
- Lead program-focused executive business reviews and integrate program priorities into planning.
- Provide executive visibility into program effectiveness, risks, opportunities, and expected business impact.
- Lead alignment across Marketing, Sales Strategy, Sales Enablement, Product Marketing, Customer Service, and Business Development.
- Resolve competing priorities, build executive sponsorship, and drive field adoption through enablement and change management.
- Ensure programs are integrated into operational processes, field motions, enablement content, and revenue planning.
- Define the operating model, governance cadence, KPIs, and inspection rhythm for sales programs.
- Standardize best practices, methodologies, and program delivery standards across the division.
- Ensure accountability for program execution, milestones, stakeholder engagement, and business results.
Requirements
- 10+ years of experience in Sales Programs, Sales Strategy, Revenue Operations, Sales Operations, Business Development, Demand Generation, Field Marketing, or Sales Enablement.
- 5+ years leading and developing high-performing teams.
- Proven experience designing and executing programs that generate measurable pipeline or revenue impact.
- Proven executive stakeholder management and strategic influence with senior sales leaders.
- Strong understanding of B2B sales motions, ideally in information services, SaaS, or enterprise technology serving financial services, legal, or corporate compliance markets.
- Strong analytical skills; able to interpret sales data and convert insights into practical commercial actions.
- Excellent project management skills; able to manage multiple programs, stakeholders, and deadlines across business units.
- Proficiency with CRM reporting, dashboards, and productivity tools; Salesforce and Power BI experience strongly preferred.
- Candidates must participate in interviews without AI assistance.
- Virtual backgrounds are not permitted during interviews.
- In-person interviews are part of the hiring process.
- Use of AI-generated responses or third-party support during interviews will lead to disqualification.
- Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.
Skills
- Sales Programs
- Sales Strategy
- Revenue Operations
- Sales Operations
- Business Development
- Demand Generation
- Field Marketing
- Sales Enablement
- Team Leadership
- Program Management
- Pipeline Management
- Commercial Acumen
- Data Analysis
- CRM Reporting
- Salesforce
- Power BI
Location
- Onsite (potential requirement)
Work Type
- Full-time
Experience Level
- Senior
- Director
Education Level
- Bachelor's degree required
- MBA or advanced business degree preferred
Salary/Compensations
- $151,700.00 - $270,950.00 USD
- Eligible for Bonus
Benefits
- Medical, Dental, & Vision Plans
- 401(k)
- FSA/HSA
- Commuter Benefits
- Tuition Assistance Plan
- Vacation and Sick Time
- Paid Parental Leave
About the Company
- Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life.