Principal, AI Transformation - Sales

We're looking for a Principal, AI Transformation - Sales to join AI Foundry (our internal team dedicated to making Tipalti AI-fluent through education, equipping, and end-to-end process redesign): You will serve as a key driver of Tipalti’s AI-led growth transformation within Sales, working as a full time embedded partner to the organization.

This isn't a role that waits for someone to hand you a list. You partner directly with Sales leadership and senior stakeholders to find where AI can meaningfully change how the org operates, and you've earned the credibility to drive those initiatives, not just propose them, because you've actually built and shipped things people use before. You do the same here: find it, build it, ship it, make it stick, so the org gets more revenue out of the people already in seats, not out of adding more of them.

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. Tipalti partners with leading financial institutions such as Citi, Wells Fargo, J.P. Morgan, and Visa, enabling over 5,000 global companies to efficiently and securely pay millions of suppliers and payees across 200+ countries and territories, in 120 currencies.

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. Tipalti offers competitive benefits, a flexible workplace, and an environment where diverse individuals can thrive and make an impact. Our culture ensures everyone checks their egos at the door and stands ready to reach for success together. 

Founded in Israel in 2010, Tipalti is a global business headquartered in the San Francisco Bay Area (Foster City) with offices in Tel Aviv, Plano, Toronto, Vancouver, London, Amsterdam, Tbilisi and Medellin.

What you'll do:

• Find and drive AI initiatives across Sales — partnering directly with Sales leadership and senior stakeholders to surface what's worth building, and drawing on your own Sales experience and the dozens of already-scoped ideas sitting in Sales' existing AI backlog across SDR, AE, Solutions Consulting, Strategic Account Management, and Customer Success.
• Build and ship the fix yourself, fast, using LLMs, low-code automation, and agent configs.
• Be the single point of contact and project lead for most AI initiatives touching Sales. That means being the person leadership actually turns to for a straight read on what's out there, what's realistic, and what's worth building next — not just someone who executes once the call's already made. Coordinate Sales leadership, Tipalti's data/AI teams on deeper builds, and enablement work already underway, so initiatives don't stall in overlapping ownership.
• partner on the Sales AI tool footprint: have a point of view on how our tech stack works as a coordinated and effective system that supports our growth ambitions. This includes tracking licensed, piloted, or redundant tools across the organization, and providing build-vs-buy guidance in collaboration with AI Foundry and GTM leadership. Continuously monitor emerging AI developments, evaluate their potential, and adapt them for use at Tipalti.
• Build lasting AI capability across Sales — workflows, skills, and playbooks the org keeps running long after you've moved to the next problem.
• Represent Sales's AI-led growth transformation to leadership, and translate priorities and constraints back to AI Foundry and Data teams.
• Define success metrics before you build — then track adoption and performance, and report the results to Sales leadership on a regular cadence, not just at launch.
• Treat each use case/agent as a "product" rather than a "project": ensure ownership, iteration, and continuous value tracking, proving value with small groups before expanding access or licenses org-wide.

Who you are:

• Multi-year experience inside a Sales organization — as an AE, SDR, Sales Ops, or Enablement — deep enough that you know the modern sales stack (Salesforce, Gainsight, Outreach, ZoomInfo, or similar) because you've lived inside it, not studied it from outside.
• A track record of building and shipping enterprise-grade solutions at scale — real tools, workflows, or automations that are robust, secure, and integrated into broader workflows, not just prototypes you demoed once.
• Proactive and self-directed — you've found and pushed initiatives before without being asked, and you're comfortable setting your own priorities and making the day-to-day call yourself, without waiting for direction.
• Comfortable at both ends of the org, and both sides of the table — hands-on enough to sit with an individual AE or Strategic Account Manager and document their actual workflow, technical enough to tell a data engineer what's actually needed to fix it, credible enough to hold the room with senior Sales leadership.
• A translator — equally comfortable turning a manager's vague ask into a working solution, and telling them "not that, but here's what would actually help."
• Motivated by fixing inefficiency and creating leverage

Advantages:

• Experience with MCP, automation platforms (Workato, Make, n8n, Zapier, Gumloop), or GTM-specific tooling (e.g., Clay).
• Background in GTM Engineering or RevOps specifically, on top of your Sales experience.
• Background in B2B SaaS or a complex, multi-product sales environment.
• Experience running a prove-it-with-a-few, then-scale rollout.

Base Salary Range: $165,000 - 203,500 USD annually.