Director of Sales Excellence

Pointr•Boston, MA

2d•Hybrid

About The Position

Pointr is seeking a Director of Sales Excellence to elevate its commercial operations. This senior player-coach role will be central to the enterprise sales process, establishing standards for opportunity qualification, progression, and closure. The position involves working directly with Customer Advocates (enterprise Account Executives) to refine deal strategies, improve qualification, and minimize late-stage deal failures. This role collaborates with the CEO, Marketing, and Finance to instill commercial rigor, coaching, and forecasting accuracy, focusing on Pointr's key growth driver. The core responsibilities include providing deal coaching and upholding commercial standards, leading structured deal reviews for significant opportunities (typically $250K+), and ensuring rigorous deal qualification. The role also involves reviewing pricing, discounting, and commercial terms, and participating in critical customer engagements. Additionally, the Director will own pipeline quality and forecasting accuracy, diagnose and address root causes of deal fallout, and improve sales predictability through structured reviews. Supporting responsibilities include defining Pointr's enterprise sales motion, identifying and addressing execution gaps through playbooks and enablement, and establishing RevOps standards for CRM discipline, pipeline hygiene, and cross-functional alignment.

Requirements

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
Ability to influence outcomes through credibility and structure rather than authority
Clear, direct communicator, comfortable with senior internal and executive-level customer conversations

Nice To Haves

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

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
Own pipeline quality and forecasting discipline — make Pointr’s 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
Define Pointr’s 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

Benefits

Supportive, kind (no-ego), and smart team
Hybrid work (2 days being in the office is required)
International environment and inclusive culture
Competitive base salary and attractive stock options
Cool and comfortable office in Boston (Back Bay) or access to WeWork in other locations
Private health care (75%)
Dental
Company-sponsored parental leave
18 days PTO, plus sick time + 12 holidays per year
401(k) retirement scheme