Strategic GTM Expansion Program Leader

With Confluent, organizations can harness the full power of continuously flowing data to innovate and win in the modern digital world. We have a purpose that drives us to do better every day – we're creating an entirely new category within data infrastructure - data streaming. This technology will allow every organization to create experiences and use the power of data in ways that profoundly impact the way we all live. This impact is our purpose and drives us to do better every day.

One Confluent. One team. One Data Streaming Platform.

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About the Role:

The Strategic GTM Expansion Program Leader is a critical leadership role on the Global Sales Acceleration team at Confluent, reporting directly to the Head of Global Sales Acceleration. This role is responsible for owning and evolving the operating model for our Expansion business, ensuring tight alignment with company-wide growth objectives and Sales Acceleration priorities. The Expansion Lead will serve as a strategic partner to regional sales leaders and GTM stakeholders, driving development and adoption of proven execution strategies, scaling best practices, and increasing customer platform adoption. By identifying repeatable patterns in high-growth customers and translating insights into scalable programs, this role will directly impact Confluent’s ability to drive consumption and accelerate expansion through existing customers. The Expansion Lead will also play a key role in codifying Confluent’s approach to whitespace penetration, multi-threading engagement best practices, and enterprise-wide adoption strategies that support long-term customer growth.

What You Will Do:

• Own and evolve the operating model for Expansion, ensuring tight alignment with GTM strategy and Sales Acceleration initiatives
• Identify repeatable patterns in high-growth accounts across verticals, leveraging insights to inform play design
• Pinpoint the most effective strategies that contribute to expansion, including whitespace identification and enterprise adoption
• Develop and scale best practices that drive account penetration, usage growth, and deal velocity
• Launch and iterate on expansion plays in partnership with GTM, sales leadership, and cross-functional teams
• Collaborate with marketing, product, and operations to align messaging and resources with expansion motions
• Track execution rigor, adoption, and program performance, using data to optimize strategies and outcomes
• Establish structured feedback loops with sellers to continuously improve the effectiveness of expansion plays
• Partner with Sales Acceleration Execution Business Partners around the globe to activate initiatives across regional teams; collaborate to translate strategy into field-ready programs, ensure adoption, and deliver feedback from the field

What You Will Bring:

• 7+ years in sales acceleration, GTM strategy, or sales leadership with a strong focus on customer expansion and revenue growth
• Deep expertise in lifecycle execution, consumption-driving programs, and expansion play development
• Proven ability to define, implement, and scale repeatable sales motions that deliver measurable impact
• Strong analytical skills and a data-driven approach to program improvement
• Trusted cross-functional partner with strong communication and stakeholder influence skills
• Experience balancing strategy and execution to drive cross-functional initiatives from planning through implementation
• Consultative approach to stakeholder engagement - helping our GTM teams “see around corners”

Come As You Are

At Confluent, equality is a core tenet of our culture. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences. The more diverse we are, the richer our community and the broader our impact. Employment decisions are made on the basis of job-related criteria without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by applicable law.

At Confluent, we are committed to providing competitive pay and benefits that are in line with industry standards. We analyze and carefully consider several factors when determining compensation, including work history, education, professional experience, and location. This position has an annual estimated salary of $177,900 - $209,070 and a competitive equity package. The actual pay may vary depending on your skills, qualifications, experience, and work location. In addition, Confluent offers a wide range of employee benefits. To learn more about our benefits click HERE.

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