Director of Global Sales Acceleration, Confluent
$232.5-279k
+ Equity
Data streaming platform
Open for applications
Data streaming platform
1001+ employees
Open for applications
$232.5-279k
+ Equity
1001+ employees
Company mission
To help every organization harness data in motion so they can compete and thrive in the modern world.
Role
Who you are
- 10+ years in sales acceleration, GTM strategy, revenue operations, or enterprise sales leadership with a proven track record of driving consumption and expansion. Preferred experience working within a company on a cloud consumption revenue model
- Expertise building repeatable, scalable operating models that deliver measurable business impact
- Demonstrated executive presence with experience presenting strategic recommendations, performance diagnostics, and consumption/risk insights to C-level stakeholders
- Proven ability to define and autonomously deliver multi-year, cross-functional initiatives with limited oversight in a fast-paced, dynamic environment
- Strong financial and business acumen, including pipeline inspection, consumption forecasting, revenue risk analysis, and ROI measurement
- Highly influential cross-functional leader with credibility across Product, Marketing and Sales Operations
- Analytical decision maker with a data-first approach to GTM optimization, performance inspection, and program governance
- Clear, concise communication style with the ability to secure executive alignment and drive decision-making at VP/SVP levels globally
What the job involves
- The Director, Global Sales Acceleration is a mission-critical role on the Global Sales Acceleration team, reporting directly to the Regional Sales Director, DSP
- This role is responsible for defining, institutionalizing, and governing the operating model for global GTM execution, ensuring tight alignment with company-wide growth objectives, consumption targets, and commercial risk priorities
- The Director will serve as a primary strategic partner to GTM staff, field sales executives, and cross-functional leadership, driving adoption of consistent execution strategies, scaling proven value patterns, and increasing platform consumption across Confluent’s global customer base
- By owning a repeatable growth framework and its enterprise-level KPIs, this role directly impacts Confluent’s ability to accelerate usage, improve revenue predictability, and drive durable expansion within customers and prospects
- Own the global GTM operating model for strategic sales play execution, ensuring enterprise-level alignment with financial objectives, consumption targets, and risk mitigation mandates
- Develop and govern global Tier 1 plays and strategic execution programs, ensuring consistency, adoption, and measurable field impact
- Establish executive reporting cadences (monthly/quarterly) tied to Tier 1 play adoption, consumption velocity, program-attributed pipeline quality, GTM strategy cycle time, and cross-functional alignment
- Serve as the primary executive interface to C-suite stakeholders, delivering strategic recommendations, KPI inspection, and performance updates to the CEO, CFO, and CRO
- Lead and scale a global team of Sales Acceleration Business Partners to activate programs, ensure regional fidelity, and capture structured field insights
- Define and evolve a multi-year GTM strategy roadmap, anticipating future product, market, and regulatory complexity
- Institutionalize repeatable customer value patterns, using data to drive account penetration, expansion revenue, usage activation, and deal velocity
- Launch and continuously optimize strategic GTM programs in partnership with field leadership, Product, Marketing and Sales Operations
- Create quantitative feedback loops and governance mechanisms to inspect performance, reduce execution variance, and improve forecast predictability
- Secure senior cross-functional commitment for resourcing and prioritization of strategic GTM motions at the VP/SVP level
Our take
Confluent is a commercial company built on top of the open-source Apache Kafka project. Confluent and Kafka have developed a streaming data technology that processes massive amounts of information in real-time. The streaming database technology was developed at LinkedIn as a way of moving massive amounts of messages. The company decided to open-source that tech in 2011, and Confluent launched as the commercial arm in 2014.
While the base open-source component remains available for free download, it doesn’t include the additional tooling the company has built to make it easier for enterprises to use Kafka. Confluent's value add is in those additional tools, including a cloud version of the product and a marketplace for sharing extensions to the platform.
Confluent expanded strategic partnerships with Microsoft and acquired Immerok, and in 2023 expanded its cloud platform. 2024 saw further product expansions with the launch of the Confluent Migration Accelerator, all exemplifying how the company is living up to its name by rocket-boosting the benefits of Apache Kafka integration for companies.
Now, it looks like IBM is eyeing the company for acquisition and Confluent looks to be a natural fit. Long positioned as the real-time backbone behind modern application, Confluent would gain global scale and an even deeper enterprise reach under iBM, while cementing its role at the center of AI-driven architectures. For COnfluent, the deal would marka shift from fast-growing independent disruptor to foundational infrastructure player powering the next wave of enterprise AI.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Apr 2020
$250m
SERIES E
Jan 2019
$125m
SERIES D
Total funding: $455.9m
Company HQ
Old Mountain View, Mountain View, CA
Leadership
Jay Kreps
(Co-Founder & CEO)Prior to co-founding Confluent in 2014, Jay spent 7 years at LinkedIn, holding various roles including Principal Engineer and Principal Staff Engineer.
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