Principal Program Manager – SDR & ISR

Sprinklr is the definitive, AI-native platform for Unified Customer Experience Management (Unified-CXM), empowering brands to deliver extraordinary experiences at scale — across every customer touchpoint. By combining human instinct with the speed and efficiency of AI, Sprinklr helps brands earn trust and loyalty through personalized, seamless, and efficient customer interactions. Sprinklr’s unified platform provides powerful solutions for every customer-facing team — spanning social media management, marketing, advertising, customer feedback, and omnichannel contact center management — enabling enterprises to unify data, break down silos, and act on real-time insights. Today, 1,900+ enterprises and 60% of the Fortune 100 rely on Sprinklr to help them deliver consistent, trusted customer experiences worldwide. Job Description Role summary We are hiring a Principal Program Manager to run global programs for our SDR (Sales Development) and ISR (Inside Sales Rep) teams. This role drives outcomes across productivity, pipeline quality, hygiene, win rate, NAAR, retention, and expansion by building a strong operating rhythm, using data to spot issues early, and ensuring teams execute consistently. You may not have direct reporting lines, but you will lead through influence and partner closely with Sales Leadership, RevOps, Enablement, Marketing, Customer Success/Renewals, Finance, and Systems teams. Key outcomes you will drive • Productivity: activity effectiveness, meetings created, pipeline generated, ramp speed • Hygiene: CRM/data discipline, stage accuracy, clean handoffs and follow-ups • Quality: better qualification, better account/persona targeting, higher quality pipeline • Win rate: improved conversion through the funnel and better deal outcomes • NAAR: focus on opportunities that drive higher revenue impact • Retention: fewer churn risks through early signals and strong renewal execution • Expansion: stronger upsell/cross-sell pipeline and execution in existing accounts What you will own Global programs (SDR and ISR) • Design and run global programs that improve productivity, quality, hygiene, win rate, and NAAR outcomes. • Set simple standards and targets by region/segment and drive weekly follow-through across time zones. • Create playbooks that make execution consistent (account selection, persona targeting, messaging, qualification, and handoffs). Retention and expansion programs (ISR focus) • Build programs that improve renewals, retention, and expansion outcomes (upsell and cross-sell). • Create simple ways to track renewal health and identify churn risk early (low adoption, unresolved issues, sponsor change, 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. Operating rhythm and executive governance • Run weekly/monthly cadences: productivity reviews, hygiene reviews, quality reviews, win rate reviews, and renewal/expansion reviews. • Create clear dashboards and short weekly readouts for senior leaders: what changed, why it changed, and what actions are needed. • Drive accountability by tracking actions, deadlines, and measurable outcomes. Analytics, reporting, process, and tools • Build and maintain trusted reporting using Excel/Google Sheets and dashboards; SQL/BI (Tableau/Power BI) is a plus. • Strengthen the basics: CRM hygiene, funnel definitions, stage discipline, attribution, and forecasting inputs. • Partner with Systems/RevOps teams to improve tool adoption and workflow efficiency (e.g., Salesforce, Outreach/Salesloft, Gong, ZoomInfo). • Use data to identify where the funnel breaks and drive targeted enablement with leaders (messaging, discovery, objection handling, deal coaching). Cross-functional leadership (drive without authority) • 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 the programs and standards. • Communicate clearly and confidently with senior stakeholders across regions. Required qualifications • 15+ years of experience, including meaningful experience in SaaS sales. • Must have been an SDR and/or AE earlier in your career (quota-carrying experience required). • Proven experience leading global sales programs that drive measurable outcomes (productivity, hygiene, quality, win rate, 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. We focus on our mission : Sprinklr was founded in 2009 to solve a big problem: growing enterprise complexity that separated brands from their customers. Our vision was clear: to unify fragmented teams, tools and data — helping large organizations build deeper, more meaningful connections with the people they serve. Today, Sprinklr has a unified, AI-native platform for four product suites: Sprinklr Service, Sprinklr Social, Sprinklr Marketing, and Sprinklr Insights. Sprinklr is here to do three things: • Lead a new category of enterprise software that we call Unified-CXM. • Empower companies to deliver next generation, unified engagement journeys that reimagine the customer experience. • Create a culture of customer obsession, with trust, teamwork, and accountability. We believe in our product : Customers who value exceptional customer experiences have what they need on our single unified platform, built with an operating system approach on a single codebase. That means that