Program Manager, Go-to-Market Experience and Productivity

Details

Stripe is a financial infrastructure platform for businesses. The Seller Experience & Insights team ensures Stripe’s go-to-market teams have the tools, systems, processes and policies needed to sell effectively. The team identifies friction in seller workflows, translates seller needs into scalable solutions and partners with Product, Engineering, Data Science, Sales Operations and Enablement to improve productivity and customer engagement.

The role owns the business experience and improvement roadmap for Stripe’s Sales Development Representative workflows. The initial focus includes Stripe’s agentic outreach solution and Gong Engage, along with their interactions with Salesforce, Orum, Gmail, LinkedIn and supporting routing and data services. The remit may expand to other parts of the SDR tooling and workflow ecosystem.

Responsibilities

• Own the end-to-end SDR experience roadmap across account and contact sourcing, targeting, outreach, task execution, handraiser management, meeting disposition and qualification.
• Lead the business product and operational strategy for Stripe’s agentic outreach solution and Gong Engage within Sales Development.
• Own the experience across handoffs between Stripe’s agentic outreach solution and Gong Engage, including cadence creation, SDR task execution, prospect responses, meeting handoffs and downstream activity capture.
• Map current workflows and redesign them to reduce manual work, duplicate actions, context switching and avoidable failure points across SDR tools and systems.
• Establish scalable mechanisms to capture, synthesize and prioritize SDR and manager feedback using qualitative insight, product usage, workflow, support and pipeline data.
• Translate frontline needs into business requirements, user journeys, success criteria and prioritized recommendations for Product, Engineering, Data Science, Sales Systems and Operations partners.
• Define and monitor metrics across productivity, adoption, workflow health, data quality, follow-up speed, pipeline quality and prospect experience.
• Partner with Sales Development leadership, Sales Operations and policy owners to ensure tooling and workflow design reflects routing, territory, rules-of-engagement and qualification requirements.
• Build launch and change-management plans with Enablement and Communications to support adoption of new capabilities.
• Create governance and operating rhythms for agentic workflows, including release readiness, feedback triage, incident escalation, experiment review and post-launch iteration.
• Identify opportunities to simplify or consolidate the SDR tooling landscape and develop evidence-based business cases for investment, deprecation or process change.
• Represent the SDR experience in cross-functional planning and communicate trade-offs, progress, risks and results to frontline teams and senior leaders.

Requirements

• 3–5+ years of experience in program management, product operations, revenue operations, sales operations, product management or process improvement in a technology or high-growth environment.
• 2+ years of experience building, improving or supporting Sales Development or broader go-to-market workflows, data and systems.
• Demonstrated success leading complex, global and cross-functional initiatives from problem definition through launch, adoption and iteration.
• Strong understanding of prospecting and sales-development workflows, including targeting, contact sourcing, outreach, lead routing, qualification and CRM activity capture.
• Ability to map complex user journeys, identify root causes and translate ambiguous seller problems into clear requirements and prioritized solutions.
• Strong analytical skills, including defining success metrics, interpreting workflow and funnel data and using evidence to make trade-offs.
• Experience partnering effectively with technical teams and communicating across frontline, operational, product and executive audiences.
• A proactive, low-ego and hands-on working style, with comfort moving between strategy and detailed execution in a rapidly changing environment.
• Strong change-management skills and a track record of driving adoption, not just delivering a launch.

Preferred Qualifications

• Direct experience in Sales Development, SDR Operations or the design of SDR productivity programs.
• Familiarity with Salesforce and sales-engagement, conversation-intelligence, dialing, enrichment or routing platforms such as Gong, Orum, Salesloft, LinkedIn Sales Navigator or comparable tools.
• Experience designing or operating AI-assisted or agentic workflows, including human-in-the-loop controls, quality measurement and responsible-use guardrails.
• Experience with experimentation, funnel analysis, SQL or business-intelligence tools.
• Strong understanding of data quality, routing, rules of engagement and the downstream effects of workflow changes on reporting and seller incentives.
• Experience developing enablement, documentation or operating mechanisms for global sales teams.
• Passion for understanding seller behavior and improving employee and prospective-user experiences.