Principal, AI Transformation - Sales

Tipalti; Foster City (CA); On-site; USD 165,000 - 203,500; Full time

Job summary

Tipalti is seeking a Senior Principal, Sales AI Strategy and Execution to join the Data team and drive AI-led growth across Sales Development, Sales, Solutions Consulting, Account Management, and Alliances. This senior IC owns the roadmap, timelines, and outcomes, translating field needs into precise requirements and collaborating with data and AI teams to deploy AI-powered workflows.

You will operate the AI-powered sales stack, configure capabilities, design workflows, test and deploy

Qualifications

• 10+ years in a Sales organization, with at least 4+ years in a technical, systems, hybrid Sales/builder role.
• Proven API fluency and production AI-powered Sales deployments.
• Experience in B2B SaaS or a complex, multi-product Sales environment.

Responsibilities

• Architect and optimize the AI-led growth system across teams, workflows, and stages of the buying and selling journey.
• Manage AI-powered Sales tools and related processes, with accountable performance and measurable field impact.
• Design for interoperable workflows across the full Sales stack, ensuring data flows and context across tools.
• Configure workflows, agents, automations, and integrations that translate AI capabilities into daily jobs-to-be-done.
• Regularly test and deploy workflow automations and integrations across the Sales stack, including major platforms.

Skills

API fluency

Systems thinking

Strong communication

Cross-functional collaboration

Sales process knowledge

Self-directed

Tools

Salesforce

Clari

Clari Copilot

ZoomInfo

Actively

Hyperbound

Openprise

HockeyStack

Gainsight

Outreach

Sumble

Snowflake

Job description

The Principal, Sales AI Strategy and Execution is a senior individual contributor on Tipalti’s Data team and supporting the Sales organization. Sitting at the intersection of AI strategy and Sales revenue execution, this role is a key driver of Tipalti’s AI-led growth transformation - the person who continuously transforms the AI-powered tools and workflows that enable our Sales Development, Sales, Solutions Consulting, Account Management, and Alliances teams to deliver a world-class buying and selling experience at every stage of the customer journey.

You close the gap between what a world-class data and AI team can build and the associated workflows for optimized execution and results. You bring enough technical depth to configure intelligently, and enough Sales domain expertise to translate field needs into precise requirements without losing anything in translation. You collaborate closely with Tipalti’s data and AI teams cross-functionally, while maintaining the ability to drive the AI-led growth roadmap forward independently. You own the roadmap, build the timelines, and measure and own the outcomes.

You will operate core elements of Tipalti’s AI-powered Sales tech stack, whether that means orchestrating and configuring new capabilities, designing workflows across the customer journey, or extending existing platforms to unlock new value for the field. You will bring our AI use case roadmap to life in collaboration with our AI teams alongside our Sales Excellence team and in collaboration with key stakeholders across the Sales organization, and over time, a foundational force in Tipalti’s AI-led growth transformation.

Why Join Tipalti?

Tipalti is the AI-powered platform for finance automation, elevating how finance teams operate in the global economy. We empower our customers to scale faster and smarter by removing the complexities of doing global business and accelerating their finance operations efficiency.

Our platform provides a comprehensive suite of finance automation solutions designed for mid-market businesses across accounts payable, global payouts, procurement, employee expenses, corporate cards, supplier management, tax compliance, and treasury.

At Tipalti, we pride ourselves on our collaborative culture, the quality of our product, and the capabilities of our people. Tipaltians are passionate about the work they do and keen to get the job done. Our culture ensures everyone checks their egos at the door and stands ready to reach for success together.

In This Role, You’ll Be Responsible For

Tipalti’s AI-augmented sales ambition is not a collection of standalone features. It is a unified system that works across teams, workflows, and stages of the buying and selling journey to create a seamless, world-class experience for both the buyer and the seller. Your objective is to architect and optimize the system and execute on this vision for accelerated scalable growth that is both effective and efficient

• Manage AI-powered Sales tools and related processes, whether built internally, configured from third-party platforms, or delivered in partnership with our data and AI teams, and be accountable for their ongoing performance, evolution, and measurable field impact
• Approach our Sales organization with a systems mindset, designing for interoperability across the full Sales stack, breaking down workflow silos, and ensuring data, context, memory, and intelligence flow seamlessly across the buying and selling journey rather than accumulating in disconnected tools
• Coordinate the build and continuously evolve our capabilities for Sales teams
• Develop deep platform proficiency and configure the workflows, agents, automations, and integrations that translate AI capabilities into daily jobs-to-be-done for AEs, SDRs, SCs, AMs, and Alliance Managers
• Regularly test and deploy workflow automations, tool integrations, and AI-powered processes, API connections, and native capabilities across the Sales stack. Including Salesforce, Clari, Clari Copilot, ZoomInfo, Actively, Hyperbound, Openprise, HockeyStack, Gainsight, 6Sense, Outreach, and Sumble
• Evaluate emerging tools and capabilities with a complete customer life cycle mindset — configuring proof-of-concepts, validating with the field, and scaling what works — while maintaining documentation that keeps the system coherent and maintainable as it grows

Bridge the Field and Drive the Roadmap

• Work directly with AEs, SDRs, SCs, AMs, and Alliance Managers to surface workflow friction, unmet needs, and AI use case opportunities, translating field insights into precise technical requirements and prioritized roadmap decisions
• Operate as the Sales org’s internal voice for AI tools, owning the use case intake process, backlog prioritization, and delivery accountability across teams’ motions
• Collaborate closely with Tipalti’s data and AI teams on shared use case design, data quality requirements, and architectural decisions, serving as the primary voice of the Sales field in cross-functional AI discussions while maintaining the ability to configure and deploy independently on Sales-specific use cases and systems
• Coordinate cross-functionally with Sales Ops, Enablement, Marketing, Operations, Customer Success, Finance, and Alliance stakeholders to ensure use cases align to the broader revenue motion and don’t create friction at journey handoff points
• Represent the AI-led growth roadmap to Sales leadership — translating technical progress into field impact and pipeline implications, and maintaining a transparent view of what is shipping, what is delayed, and why

Measure, Iterate, and Report

• Define success metrics for every tool, workflow, and AI capability deployed — before build and report on the related output metrics
• Analyze performance data, AI output quality, and field adoption signals to continuously improve outcomes across the buying and selling journey
• Deliver regular reporting to Sales leadership on AI tool performance, workflow adoption, and revenue impact across all supported Sales motions

About You

• 10+ years of experience in a Sales organization, with at least 4+ years of experience in a technical, systems, hybrid Sales/builder role. You understand how the field works because you’ve been close to it, and you know how to build systems, workflows, and use cases that the field actually uses
• Proven technical proficiency: API fluency (reading documentation, configuring integrations, configuring webhooks, troubleshooting data flows), and hands-on experience deploying AI-powered Sales systems in production (i.e., not just proof-of-concepts)
• Experience owning AI-powered tools or products in production. You know what it means to be accountable for a live system’s performance, iterate on it continuously, and hold it to a measurable standard
• Deep understanding of Sales Development, Sales, Solutions Consulting, Account Management, and Alliances motions, including prospecting, pipeline management, deal execution, partner-sourced pipeline, and expansion workflows
• Proficiency across the modern Sales stack: Salesforce, Clari, Clari Copilot, ZoomInfo, Actively, Hyperbound, Openprise, HockeyStack, Snowflake, Gainsight, Outreach, and Sumble; and hands-on experience with AI and automation platforms including Claude, Gemini, Workato iPaaS, Gumloop, n8n, Zapier, Make, or equivalent
• Strong communicator who operates fluently across technical and non-technical stakeholders with the ability to prioritize and sequence a technical roadmap under real-world constraints, and represent complex work clearly to senior leadership
• Experience in B2B SaaS or a complex, multi-product Sales environment is highly preferred
• Highly self-directed with a bias toward action: you identify what needs to change before you're asked, and you own the outcome

Base Salary Range:

$165,000 - 203,500 USD annually.

Our Mission

Our mission is to elevate how finance teams operate in the global economy. We empower our customers to scale faster and smarter by removing the complexities of doing global business and accelerating their finance operations efficiency. We are the AI-powered platform that automates finance.

Tipalti is fueled by a commitment to our customers and a desire to build lasting connections. Our client portfolio includes high-velocity businesses such as Amazon Twitch, GoDaddy, Roku, WordPress.com, and ZipRecruiter. We work hard for our 99% customer retention rate which is built on trust, reliability and innovation. Tipalti means we handled it" - a mission to which we are constantly committed.

Accommodations

Tipalti champions inclusive teams, in which every voice counts. We are committed to recruiting diverse candidates with varied personal experiences and abilities. We welcome applications from candidates belonging to historically underrepresented or disadvantaged groups, and maintain an equitable Talent Acquisition process that is free from discrimination.

As an equal opportunities employer, Tipalti complies with employment and human rights laws across the various jurisdictions in which we operate. Should you require reasonable adjustments or accommodations during the recruitment process, including access to alternate formats of materials, meeting spaces, or other accommodations that could better enable your full participation, please reach out to [e-mail] for assistance.

AI Use

We may use artificial intelligence and automated systems (collectively "AI") to screen, assess, and select candidates during our recruitment process. This includes resume screening, skills assessment, and candidate matching. You have the right to request human review of any automated decision. For more information about how we collect and use personal data and information during recruitment, please refer to our Job Candidate Privacy Notice. For additional questions about our use of AI during our recruitment process, you can contact [e-mail].

Privacy

About

We are committed to protecting the privacy interests of job applicants and candidates. For more information about our privacy practices during our Talent Acquisition process, please refer to our Job Candidate Privacy Notice below:

Job Candidate Privacy Notice | Tipalti

www.tipalti.com/privacy/job-candidate-privacy-notice/