Director, Sales Excellence

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The Director, Sales Excellence is responsible for defining and advancing the operational priorities that enable the US Enterprise Sales organization to achieve sustainable growth and operational excellence. This role partners closely with executive sales leadership to shape go-to-market structure, design sales roles and practices, and monitor operational cadences to ensure disciplined execution across the enterprise sales team. This role also collaborates with Enterprise-focused managers in product commercialization, marketing, analytics, enablement, client success, and process automation, as well as with sales forecasting, sales operations, and finance.

Operating with high autonomy and influence, the Director translates complex business challenges into clear strategic direction, mobilizes cross-functional partners, and ensures measurable business outcomes. This role is supported by a small team of highly capable specialists and managers who help identify and implement high-impact initiatives.

• Enterprise Sales Strategy & Vision: Proactively shapes the long-term enterprise sales strategy by connecting current and future growth opportunities with needed sales practices to capture those opportunities. Frames ambiguous, complex problems into clear operational options and action paths, balancing short-term performance with long-term scalability and growth. Applies an enterprise-wide lens to trade-offs and resource allocation.

• Design & Execution: Designs and continuously evolves advanced enterprise sales strategies, including coverage models, roles & responsibilities, account segmentation, and go-to-market approaches. Demonstrates deep expertise in how enterprises make judgements regarding technology, and understands sales motions for both transactional services and subscription-based offerings. Translates sales strategy into clear roadmaps, milestones, and governance, ensuring initiatives are prioritized, resourced, and executed with discipline.
  
  Works closely with sales and effectiveness managers to monitor progress, forecast future performance, adjust course, and maintain a relentless focus on revenue growth and sales productivity.

• Data-Driven Leadership: Heads high-level, data-driven assessments of sales performance, combining quantitative insights with qualitative frontline realities. Establishes clear success metrics and measurement frameworks for strategic initiatives. Synthesizes complex data into clear, compelling insights that drive executive decision-making, maintaining critical integrity and a focus on actionable outcomes.

• Executive Influence & Alignment: Serves as a trusted advisor to senior and executive sales managers, and as a thought partner for critical non-sales managers (e.g., marketing, commercialization, CS). Creates simple and actionable recommendations, communicated with clarity, confidence, and executive presence. Drives alignment and commitment through solid narrative and persuasion across a highly matrixed environment (Sales, Finance, Operations, Product, Enablement).

• Team Development & Culture: Builds, drives, and develops a high-performing sales excellence team. Sets clear expectations, provides targeted coaching, and invests in talent development. Creates scalable processes, tools, and operating rhythms. Fosters a culture of accountability, curiosity, and continuous improvement.

• Bachelor’s degree with a solid quantitative or critical foundation, or equivalent practical experience
• 10+ years of progressive experience in business strategy, sales strategy, consulting, or sales-driven organizations. Substantial experience and expertise in Enterprise Technology B2B sales is required. Experience with B2G selling preferred but not required
• Proven ability to influence…