Director of Sales Excellence

The role

This senior player-coach role involves raising the commercial bar by setting standards for qualifying, progressing, and closing high-value opportunities. You will coach enterprise Account Executives on deal strategy and own pipeline quality and forecasting discipline.

What you will do

• Coach Customer Advocates on discovery, stakeholder mapping, value articulation, negotiation, and closing strategy
• Lead structured deal reviews for large and complex opportunities
• Set and enforce standards for deal qualification
• Review pricing, discounting, and commercial terms prior to close
• Join critical customer engagements, on-sites, and executive meetings
• Own pipeline quality and forecasting discipline
• Reduce late-stage deal fallout through coaching or deal strategy adjustments
• Improve sales predictability through weekly pipeline reviews, monthly forecast calls, and quarterly audits
• Define enterprise sales motion including ICP focus, target segments, and qualification framework
• Establish RevOps standards including CRM discipline, pipeline hygiene, and reporting

Required qualifications

• 8–12+ years of experience in B2B enterprise sales or sales leadership
• Experience in start-up or high-growth environments
• Experience influencing large, multi-stakeholder sales opportunities
• Strong commercial judgment including pricing, discounting, and deal structuring
• Experience in setting and enforcing standards for deal quality, forecasting, and sales execution
• Experience coaching senior sales professionals on deal strategy and execution
• Disciplined, data-driven approach to pipeline inspection and forecasting
• Ability to influence outcomes through credibility and structure rather than authority
• Clear, direct communicator

Nice to have

• Experience selling complex SaaS or platform solutions into enterprise customers
• Background working with multi-year, multi-region, or strategic global accounts
• Familiarity with structured sales methodologies (e.g., MEDDICC, Challenger, SPIN)
• Experience partnering closely with Marketing, Product, and Delivery teams

Benefits

• Competitive base salary
• Attractive stock options
• Private health care (75%)
• Dental
• Company-sponsored parental leave
• 18 days PTO
• Sick time
• 12 holidays per year
• 401(k) retirement scheme

Before you apply

• Do not utilize AI assistants live on interviews

About the company

Pointr is the market leader in Indoor Mapping, Location and Analytics, and the inventor of AI-based map production. Its Pointr Maps™ platform is used by millions of users across offices, retail locations, airports, hospitals, and more every month.