["Director of Sales Excellence","Director of Sales Excellence"]

Our StoryPointr is the market leader in Indoor Mapping, Location, and Analytics, and the inventor of AI-based map production. Its innovative (20+ patents) Pointr Maps platform is used by millions of users across offices, retail locations, airports, hospitals, and more every month.Our StoryPointr is the market leader in Indoor Mapping, Location, and Analytics, and the inventor of AI-based map production. Its innovative (20+ patents) Pointr Maps platform is used by millions of users across offices, retail locations, airports, hospitals, and more every month.As the top choice of Fortune 100 customers and billions of sqft. deployed globally (30+ countries), Pointr is always on the lookout for great team members to support its fast growth. Our core values are Ownership , Harmony , and Scale , and we look for Passionate, Kind, and No-Ego team members to join the team.The RoleWe're looking for a Director of Sales Excellence to raise the commercial bar at Pointr. This is a senior player-coach role at the center of our enterprise sales motion — setting the standard for how high-value opportunities are qualified, progressed, and closed.You will work hands-on with our Customer Advocates (enterprise Account Executives managing end-to-end sales and account relationships) to strengthen deal strategy, sharpen qualification, and reduce late-stage fallout. You are not an account owner day-to-day, but your fingerprints will be on every significant deal.Working closely with the CEO, Marketing, and Finance, you will bring commercial rigor, coaching, and forecasting discipline to Pointr's most important growth lever.Core ResponsibilitiesDeal Coaching & Commercial Standards (Primary)Coach Customer Advocates (our enterprise AEs) on discovery, stakeholder mapping, value articulation, negotiation, and closing strategyLead structured deal reviews for large and complex opportunities (typically $250K+), ensuring clear ownership, risks, and decision criteriaSet and enforce standards for deal qualification — challenge weak pipeline entries and late-stage optimism with evidence-based scrutinyReview pricing, discounting, and commercial terms prior to closeActively join critical customer engagements, on-sites, and executive meetings when your presence moves the dealPipeline Quality & Forecasting (Primary)Own pipeline quality and forecasting discipline — make Pointr's revenue forecast accurate and trustworthyReduce late-stage deal fallout by diagnosing root causes early and intervening with coaching or deal strategy adjustmentsImprove sales predictability through structured rhythm: weekly pipeline reviews, monthly forecast calls, quarterly pipeline health auditsSales Process & Enablement (Supporting)Define Pointr's enterprise sales motion: ICP focus, target segments, qualification framework, and go-to-market approachIdentify execution gaps and address them through playbooks, frameworks, or focused enablement sessionsEstablish RevOps standards — CRM discipline, pipeline hygiene, reporting, and process alignment across Sales, Marketing, and FinanceMinimum Qualifications8–12+ years of experience in B2B enterprise sales or sales leadership, with a track record of closing complex, high-value dealsExperience in start-up or high-growth environments with influencing large, multi-stakeholder sales opportunitiesStrong commercial judgment, including pricing, discounting, and deal structuringExperience in setting and enforcing standards for deal quality, forecasting, and sales executionExperience coaching senior sales professionals on deal strategy and executionDisciplined, data-driven approach to pipeline inspection and forecastingAbility to influence outcomes through credibility and structure rather than authorityClear, direct communicator, comfortable with senior internal and executive-level customer conversationsPreferred QualificationsExperience selling complex SaaS or platform solutions into enterprise customersBackground working with multi-year, multi-region, or strategic global accountsFamiliarity with structured sales methodologies (e.g., MEDDICC, Challenger, SPIN)Experience partnering closely with Marketing, Product, and Delivery teamsWhat We Offer?Supportive, kind (no-ego), and smart teamHybrid work (2 days being in the office is required)International environment and inclusive cultureCompetitive base salary and attractive stock optionsCool and comfortable office in Boston (Back Bay) or access to WeWork in other locationsPrivate health care (75%) and DentalCompany-sponsored parental leave18 days PTO, plus sick time + 12 holidays per year401(k) retirement schemeCompensation: $180k Base + $120k Bonus + SO = $300k OTE#J-18808-Ljbffr