Principal Strategy Manager, Revenue Excellence

26WD100193

Reports To: Senior Director, GTM Revenue Excellence

Role Overview

The Principal Strategy Manager, Revenue Excellence, is a strategic role within the GTM Revenue Strategy team responsible for shaping GTM strategy, driving process excellence, performance visibility, and cross-functional alignment across Sales, Marketing, and Customer Success.

This role drives strategy & execution for a multi-year GTM transformation roadmap for prioritized business capabilities, translating strategic vision into scalable processes, measurable outcomes, and sustained adoption.

We're looking for someone with a strong sales operations / revenue operations background who has defined and governed business workflows, processes, policies, and tools end to end, and who can operate equally well at the strategic level and in the systems/process design layer.

Key Responsibilities

Strategy & Governance

• Shape and articulate the strategic vision for GTM revenue excellence, aligning it to broader revenue and business objectives.
• Drive strategy for a multi-year GTM transformation roadmap, prioritizing business capabilities based on impact and strategic fit.
• Design, standardize, and govern core GTM processes & policies (e.g., lead management, pipeline lifecycle, renewals, expansion) across the full customer lifecycle.
• Define ownership, handoffs, stage criteria, and accountability models for key revenue motions.
• Identify strategic execution gaps across Marketing, Sales, and Customer Success, and drive scalable, cross-functional process improvements.
• Establish and maintain best-practice frameworks for workflow design, policy governance, and process standardization.
• Evaluate existing GTM processes against industry best practices and market trends, and recommend structural, strategy-led improvements.
• Build and own the end-to-end process taxonomy and governance model, ensuring strategic consistency as the business scales.

Systems, Metrics & Advisory

• Partner with Operations and Technology teams to align systems and workflows to strategic process design.
• Define the strategic metrics framework for process & tools adoption and drive targeted actions.
• Advise senior leadership on strategic tradeoffs and priorities across the revenue lifecycle.
• Deliver clear strategy documents, process documentation, playbooks, and operating frameworks that drive adoption.

• 8-12+ years

of experience in

, with deep expertise in designing and optimizing end-to-end sales processes, operating models, and business workflows

• Proven expertise across the

(Marketing, Sales, Customer Success), including process design, policy governance, CRM, CPQ, and sales technology platforms (Salesforce preferred).

• Demonstrated success leading

that improved revenue performance by translating strategy into operational execution.

• Strong strategic, analytical, and change management skills, with the ability to influence

and drive alignment across GTM teams.

• Excellent executive communication, documentation, and stakeholder management skills.
• Hybrid ( Barcelona)
• English Mandatory
• 10 % travelling