Senior Program Manager, Revenue Intelligence

Overview

You'll work across Veeam's pre-sales organization (SDRs, AEs, Marketing, Channels) to analyze their sales processes and implement AI-powered automation. This means diagnosing where deals slow down or die, then building or buying solutions to fix those problems. You're focused on the new-business motion—not renewals or expansions—for a data protection/backup product that sells into IT infrastructure teams.

Role Snapshot

Company Context

Stage: Mature/Private (6,800+ employees, owned by Insight Partners since 2020)

Size: 6,862 employees globally

Growth: Veeam has been around since 2006 and is a market leader in backup/recovery. They're not a scrappy startup—they have established processes, legacy systems, and multiple product lines. This role exists because they're trying to modernize their sales motion with AI.

Market Position: Market leader in data protection/backup, competing with Commvault, Veritas, Rubrik, Cohesity. The space is mature but evolving with cloud and ransomware concerns driving new buying behavior.

GTM Reality

Pipeline Sources:

• 40% Channel Partners - VARs, MSPs, and system integrators who resell Veeam
• 30% Inbound - Website leads, event follow-ups, existing customer expansions moving to new biz
• 30% Outbound - Direct prospecting by SDRs and AEs into IT/infrastructure teams

SDR/AE Structure: Dedicated SDR team hands off to AEs. Channel team works parallel deals through partner ecosystem.

SE Support: Dedicated Sales Engineers (called Solutions Architects) support technical evaluations and POCs.

Competitive Landscape

Main Competitors: Commvault, Veritas, Rubrik, Cohesity, Dell EMC (Avamar/NetWorker)

How They Differentiate: Strong VMware integration, simpler UI than legacy competitors, faster recovery times, competitive pricing vs newer vendors

Common Objections: "We already have a backup solution", "Too expensive compared to native cloud backup", "Concerned about ransomware resilience"

Win Themes: Proven at scale, comprehensive coverage (VM/cloud/SaaS), strong partner ecosystem, good support reputation

What You'll Actually Do

Time Breakdown

Data Analysis (30%) | Stakeholder Meetings (25%) | Tool Implementation (25%) | Documentation/Reporting (20%)

Key Activities

• Process Mapping & Bottleneck Analysis: Pull data from Salesforce, Gong, Outreach, and other tools to identify where deals stall. You'll spend time in spreadsheets, building dashboards, and running statistical analysis on conversion rates, velocity, and drop-off points.
• Cross-Functional Alignment: Run weekly or biweekly meetings with SDR managers, sales leadership, marketing ops, and channel teams. You're trying to get consensus on what problems to solve first and how to measure success. Expect pushback and competing priorities.
• AI/Automation Tool Selection & Implementation: Research vendors (like Clari, Gong Engage, 6sense, etc.), run pilots, and manage rollouts. This includes writing RFPs, sitting through vendor demos, negotiating contracts, and handling change management when reps resist new tools.
• Success Metrics & Reporting: Build executive dashboards showing before/after metrics. You'll present monthly or quarterly to VP/C-level on what's working. You need to prove ROI and justify continued investment in your initiatives.

The Honest Reality

What's Hard

• Organizational Inertia: You're trying to change processes at a 6,800-person company with established ways of doing things. Sales reps will resist new tools that add steps to their workflow. You'll spend a lot of time on change management and training.
• Data Quality Issues: Salesforce hygiene is probably inconsistent. You'll spend time cleaning data before you can even analyze it. Reps don't always log activities correctly, so your insights will have gaps.
• Competing Priorities: Marketing wants one thing, Sales wants another, Channel team has their own agenda. You're constantly negotiating and reprioritizing. Some projects will get killed despite your work because executive priorities shift.
• Proving ROI: It's hard to isolate the impact of your work. Did win rates improve because of your new AI tool or because the product got better? You'll spend time defending your budget and justifying why your projects matter.

What Success Looks Like

• Measurable Cycle Time Reduction: You implement something that provably cuts 2-3 weeks off the average sales cycle (e.g., automated follow-ups, better lead scoring, faster SE scheduling)
• Win Rate Improvement: You identify why deals are lost and implement interventions that bump win rate by 3-5% (e.g., better discovery frameworks, competitive battle cards delivered at the right time)
• Adoption Metrics: The tools you implement are actually used. 80%+ of reps log into the system daily and follow the new process.

Who You're Working With

Primary Stakeholders:

• VP Revenue Operations (your boss)
• Director of Sales (owns AE team)
• SDR/BDR Manager (owns outbound prospecting)
• Marketing Operations (owns lead flow and attribution)
• Channel Operations (owns partner-sourced deals)

What They Care About:

• Sales Leadership: Predictable pipeline, shorter cycles, higher win rates, less time on admin
• Marketing: Better lead quality, closed-loop reporting, proving marketing's impact on revenue
• Channel Team: Partner enablement, deal registration speed, co-selling efficiency
• Rev Ops VP: Strategic initiatives that move the needle, clean data, executive visibility

Requirements

• 5+ years in Revenue Operations, Sales Operations, or Sales Strategy at a B2B SaaS/software company
• Hands-on experience implementing sales tech (Salesforce, Gong, Outreach, Clari, 6sense, etc.)
• Demonstrated ability to run cross-functional projects with multiple stakeholders who don't report to you
• Strong analytical skills—comfortable pulling data from APIs, building dashboards in Tableau/Looker, running SQL queries or working with BI teams
• Experience applying AI/ML to sales workflows (predictive lead scoring, conversation intelligence, automated deal insights)
• Program management skills—you can scope projects, manage timelines, and communicate status to executives
• Ability to translate technical concepts for non-technical audiences and vice versa