Sales Play Program Lead

Sales Play Program Lead

Location: Charlotte, NC (Hybrid)

Department: Commercial Operations

Reports To: VP, Commercial Operations

About Conterra Networks

Conterra Networks delivers fiber-based communication, cloud, and managed technology solutions to businesses, carriers, educational institutions, healthcare organizations, government agencies, and communities across the United States. We are committed to helping organizations connect, grow, and succeed through innovative technology and exceptional customer service.

Position Summary

Conterra Networks is seeking a Sales Play Program Lead to drive the successful commercialization and launch of strategic growth initiatives across the organization.

This highly collaborative role serves as the central coordinator responsible for transforming approved commercial opportunities into actionable, measurable field programs. The Sales Play Program Lead will partner with Sales, Marketing, Product, Finance, Operations, Analytics, and Enablement teams to ensure sales plays are effectively planned, launched, adopted, and measured.

The ideal candidate excels at leading complex projects, coordinating multiple stakeholders, managing competing priorities, and bringing structure to execution. This individual will influence outcomes through leadership, communication, and organization rather than direct authority.

What You'll Do

Lead Sales Play Development & Commercialization

• Translate strategic growth opportunities into structured sales play plans with defined objectives, target audiences, timelines, milestones, owners, and success metrics.
• Develop and maintain repeatable commercialization frameworks, templates, standards, and launch processes.
• Manage the sales play portfolio and track progress across multiple concurrent initiatives.
• Facilitate alignment among stakeholders to ensure successful launch execution.

Drive Cross-Functional Launch Readiness

• Coordinate activities across Sales, Marketing, Product, Pricing, Finance, Operations, Systems, Analytics, and Enablement teams.
• Manage implementation timelines, dependencies, risks, and readiness checkpoints.
• Track issues, decisions, action items, and key milestones throughout the sales play lifecycle.
• Provide leadership with visibility into launch status, risks, recommendations, and readiness assessments.

Enable Successful Market Execution

• Partner with Marketing and agency resources to develop positioning, messaging, collateral, campaigns, and promotional materials.
• Collaborate with Sales Enablement to ensure field teams are equipped with the training, tools, playbooks, FAQs, and resources needed for successful adoption.
• Coordinate launch communications and stakeholder engagement efforts.
• Ensure operational processes support effective execution and customer experience.

Measure Performance & Drive Continuous Improvement

• Partner with Analytics teams to establish scorecards, dashboards, adoption metrics, and performance reporting.
• Analyze launch effectiveness, pipeline impact, revenue contribution, and program performance.
• Gather field feedback and stakeholder input to identify opportunities for improvement.
• Conduct post-launch reviews and incorporate lessons learned into future initiatives.

Required Qualifications

• Bachelor’s degree in business, Marketing, Communications, Management, or a related discipline.
• 5+ years of experience in Program Management, Sales Operations, Revenue Operations, Commercialization, Product Marketing, Go-to-Market Programs, or a related field.
• Proven experience coordinating complex cross-functional initiatives with multiple stakeholders.
• Strong project management, planning, organization, and execution skills.
• Experience developing timelines, managing dependencies, mitigating risks, and driving accountability.
• Excellent communication, facilitation, and stakeholder management capabilities.
• Working knowledge of sales processes, commercial operations, pipeline management, and go-to-market execution.
• Ability to influence outcomes without direct authority.

Preferred Qualifications

• Experience in telecommunications, fiber, technology, managed services, SaaS, infrastructure, or complex B2B sales environments.
• Experience supporting product launches, commercialization programs, sales plays, or go-to-market initiatives.
• Familiarity with Salesforce and sales performance reporting.
• Experience working with Sales Enablement, Marketing, Product Management, and Revenue Operations teams.
• Background in change management, launch readiness, or stage-gate program frameworks.

Key Competencies

• Program Leadership
• Go-to-Market Execution
• Commercialization Strategy
• Cross-Functional Collaboration
• Project & Risk Management
• Stakeholder Influence
• Communication & Facilitation
• Organizational Agility
• Change Leadership
• Results Orientation

Why Join Conterra?

• Help shape and launch key growth initiatives that directly impact company performance.
• Work closely with senior leaders and cross-functional business partners.
• Influence strategic priorities across Sales, Marketing, Operations, and Product teams.
• Join a collaborative, fast-paced environment where execution matters.
• Competitive compensation and comprehensive benefits package.
• Hybrid work environment based in Charlotte, NC.

Diversity & Inclusion

Conterra celebrates and supports diversity for the benefit of our employees, our business, and our community. We are proud to be an equal opportunity employer and a workplace which leverages and thrives on the diversity and inclusion of everyone on our team to drive excellence throughout our organization.