Director, Sales Play Strategy

A career that’s the whole package!

At Conga, we’ve built a community where our colleagues can thrive. Here you’ll find opportunities to innovate, support for growth through individual and team development, and an environment where all voices can be heard.

Conga crushes complexity within an increasingly complex world. With our revenue lifecycle management solution, we transform your unique complexities for order configuration, execution, fulfillment, and contract renewal processes with a single critical insights data model that adapts to ever-changing business requirements and aligns the understanding and efforts of every team.

Our mission: Empower customers to deliver transformational revenue growth by aligning teams, processes, and technology to maximize customer lifetime value.

Our approach is grounded in the Conga Way, a framework for what we stand for and everything we do as an organization — from hiring to decision making and product development. Developed with direct input from our colleagues, the Conga Way is the foundation for our culture.

Job Title: Director, Sales Play Strategy

Locations: Remote, Denver CO, Indianapolis IN

Reports to: Head of Revenue Operations

A quick snapshot… The Director, Sales Play Strategy, is a newly created role offering a unique opportunity to shape the future of Conga's GTM strategy. Be the architect of high-impact sales plays that unlock significant and sustainable revenue growth. Disrupt the Revenue Lifecyle Management industry and propel Conga by crafting innovative sales plays that leverage data-driven insights. Collaborate closely with marketing, operations, and leadership to create seamless, data-driven sales and marketing initiatives that drive significant results. Lead and empower a high-performing team to manage project timelines and execute sales plays on a global scale. This is your chance to build something groundbreaking within an industry leading organization.

You will be responsible for:

• Sales Play Development and Execution:
  • Drive significant revenue growth and market share expansion through the creation and execution of data-driven sales plays aligned to company goals and objectives.
  • Develop creative and data-driven sales play strategies that address complex customer challenges and stand out from the competition.
  • Collaborate with marketing, operations, and sales leadership to understand business priorities and market dynamics.
  • Create a framework of detailed playbooks with step-by-step guidance, including messaging, value propositions, and competitive positioning.
  • Ensure seamless execution of sales plays, including training and enablement support.
• Project Management:
  • Lead cross-functional teams in a shared effort to develop high-impact sales plays efficiently.
  • Implement a project management framework to monitor, manage, and prioritize key tasks across multiple sales plays while adjusting timelines and milestones dynamically to ensure successful delivery.
  • Facilitate efficient and focused meetings (daily and weekly) to drive team accountability, foster open communication, and ensure ownership of tasks to achieve successful sales play execution
• Collaboration and Communication:
  • Foster open and transparent communication within the team and with other departments.
  • Organize and facilitate working sessions, providing templates and arranging for feedback to accelerate progress.
  • Schedule and communicate training sessions for sales teams, supporting trainers in guiding sellers through sales play execution.
    
    
• Performance Monitoring and Optimization:
  • Become the sales play data expert, translating insights from sales play performance, customer feedback, and internal processes to drive continuous improvement in win rates, deal size, and sales efficiency.
  • Prepare data-driven recommendations for sales play optimization, influencing strategic decision-making across Conga through compelling KPI reports and presentations.
• Thought Leadership and Continuous Improvement:
  • Conduct ongoing research on industry trends, competitor advancements, and disruptive technologies. Translate insights into actionable sales play strategies that stay ahead of the curve.
  • Foster a culture of learning and experimentation by identifying improvements based on data, feedback, and industry best practices.

Are you the person we’re looking for?

• Bachelor's degree in Business, Marketing, or a related field; MBA preferred.
• 5+ years of experience in sales, sales enablement, field marketing, or revenue operations.
• Proven track record of designing and executing successful sales plays in a B2B environment.

Here’s what will give you an edge…

• Strong understanding of sales and marketing processes, methodologies, and best practices for pipeline-generating strategies leveraging data-driven approaches.
• Excellent verbal and written communication skills to engage with business and executive leadership.
• Ability to manage multiple cross-functional projects in a fast-paced environment.
• Proactive, self-starter mindset with strong problem-solving skills combined with exceptional problem-solving skills, allowing you to anticipate and overcome challenges.
• Ability to build and maintain strong relationships with stakeholders and work cross-departmentally.
• Analytical mindset with the ability to leverage data and insights for decision-making.
• Proficiency in Microsoft Suite and Salesforce CRM and Modern GTM Tech; experience in SaaS industries is a plus.

Compensation (for US postings)

In the spirit of the Conga Way, we strive to design easy-to-understand compensation programs that are fair and free from any type of discrimination. In keeping with this approach, we are committed to delivering competitive compensation and benefits packages to our colleagues worldwide and communicating transparently about the structure of our compensation programs.

The U.S. base salary range for this full-time position is $160k - $220k. Within the range, individual pay is determined by job-related skills, experience, and relevant education, or training. In addition to base salary, Conganeers receive a variable incentive pay component, perks such as flexible work options, and a full range of benefits including medical and dental insurance.

The posted salary ranges are for the expectations outlined in the job description. We are often open to a wide variety of profiles and sometimes have flexibility within our organizational structure to adjust the role responsibilities up or down should we select a candidate that is less or more experienced than the posted job requirements. In these occasional cases, we will communicate the revised salary range to the candidate during the selection process.

Did we pique your interest?  

If this sounds like the kind of job you would love in the kind of environment where you would thrive, please click apply. We'd love to hear from you!  

Don’t meet every requirement for the role?   

Studies have shown that women and members of ethnic minorities are less likely to apply to jobs unless they meet every single qualification. At Conga we are dedicated to building a diverse, inclusive, and authentic workplace, so if you’re excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You just might be the right candidate for this or other roles.  

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