Director of Sales Excellence

Core Responsibilities

• Coach Customer Advocates (our enterprise AEs) on discovery, stakeholder mapping, value articulation, negotiation, and closing strategy
• Lead structured deal reviews for large and complex opportunities (typically $250K+), ensuring clear ownership, risks, and decision criteria
• Set and enforce standards for deal qualification - challenge weak pipeline entries and late-stage optimism with evidence-based scrutiny
• Review pricing, discounting, and commercial terms prior to close
• Actively join critical customer engagements, on-sites, and executive meetings when your presence moves the deal

Pipeline Quality & Forecasting

• Own pipeline quality and forecasting discipline - make revenue forecast accurate and trustworthy
• Reduce late-stage deal fallout by diagnosing root causes early and intervening with coaching or deal strategy adjustments
• Improve sales predictability through structured rhythm: weekly pipeline reviews, monthly forecast calls, quarterly pipeline health audits

Sales Process & Enablement

• Define enterprise sales motion: ICP focus, target segments, qualification framework, and go-to-market approach
• Identify execution gaps and address them through playbooks, frameworks, or focused enablement sessions
• Establish RevOps standards - CRM discipline, pipeline hygiene, reporting, and process alignment across Sales, Marketing, and Finance

Minimum Qualifications

• 8-12+ years of experience in B2B enterprise sales or sales leadership, with a track record of closing complex, high-value deals
• Experience in start-up or high-growth environments with 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
• Able to influence outcomes through credibility and structure rather than authority
• Clear, direct communicator, comfortable with senior internal and executive-level customer conversations

Preferred Qualifications

• 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