Principal Program Manager – SDR & ISR

Overview

Run global programs for the SDR (Sales Development) and ISR (Inside Sales Rep) teams, driving outcomes across productivity, pipeline quality, hygiene, win rate, NAAR, retention, and expansion, primarily through influence without direct reporting lines.

What you'll do

• Design and run global SDR and ISR programs that improve productivity, quality, hygiene, win rate, and NAAR outcomes.
• Set simple standards and targets by region and segment, and drive weekly follow-through across time zones.
• Create playbooks for consistent execution covering account selection, persona targeting, messaging, qualification, and handoffs.
• Build retention and expansion programs to improve renewals, retention, and upsell and cross-sell outcomes.
• Create ways to track renewal health and identify churn risk early, including low adoption, unresolved issues, sponsor change, and engagement drop.
• Drive consistent cadences for renewal forecasting and expansion pipeline, with clear action plans and owners.
• Partner with Customer Success and Renewals teams to improve handoffs, coverage, and account planning.
• Run weekly and monthly cadences for productivity, hygiene, quality, win rate, and renewal and expansion reviews.
• Create dashboards and short weekly readouts for senior leaders covering what changed, why, and what actions are needed.
• Drive accountability by tracking actions, deadlines, and measurable outcomes.
• Build and maintain trusted reporting using Excel or Google Sheets and dashboards.
• Strengthen CRM hygiene, funnel definitions, stage discipline, attribution, and forecasting inputs.
• Partner with Systems and RevOps teams to improve tool adoption and workflow efficiency.
• Use data to identify where the funnel breaks and drive targeted enablement with leaders.
• Align SDR/ISR leaders, AEs, Customer Success, Renewals, Marketing, Enablement, and RevOps on shared goals and execution plans.
• Remove blockers, drive decisions, and ensure teams adopt programs and standards.

What you'll need

• 15+ years of experience, including meaningful experience in SaaS sales.
• Must have been an SDR and/or AE earlier in your career, with quota-carrying experience required.
• Proven experience leading global sales programs that drive measurable outcomes in productivity, hygiene, quality, win rate, and NAAR impact.
• Experience with existing-business motions: renewals, retention, and expansion (upsell and cross-sell).
• Strong analytical capability and comfort with funnel analysis and executive-ready reporting.
• Strong understanding of RevOps-level fundamentals: process rigor, definitions, hygiene, forecasting inputs, and operating cadence (title not required).
• Strong executive communication and ability to influence leaders across geographies and time zones.

Nice to have

• SQL and BI experience (Tableau or Power BI).

Details

• Location: Bangalore, Karnataka, India.
• Works across time zones with regional sales teams.