Sales Excellence Lead

We're on a mission to make every building smart

Since 2013, Pointr has been on a mission to make every building a smart building. We believe that through mapping and location services, companies are empowered to deliver outstanding experiences for their staff, visitors and customers, and we've been able to prove this while working with some of the world's largest and most respected companies to deliver state of the art systems.

One of the reasons that we've been able to establish ourselves as a market leader in one of the most competitive proptech markets in the world is our fantastic team. At every stage of our growth, we have sought people with outstanding skills, a strong belief in collaboration, and above all else, passion for what we do.

We believe in equal opportunities. Pointr is an equal opportunities employer. We welcome applications from all members of society irrespective of age, sex, disability, sexual orientation, race, religion, or belief. We make recruiting decisions based on your skills and what you can bring to the job. We believe that employing a diverse workforce is the right thing to do and is central to our success.

We’re looking for a Director of Sales Excellence to raise the commercial bar s 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.

• Coach Customer Advocates 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 Rev Ops standards — CRM discipline, pipeline hygiene, reporting, and process alignment across Sales, Marketing, and Finance.

• 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 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.

• 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.

• Supportive, kind (no‑ego), and smart team.
• Hybrid work (2 days in the office are required).
• International environment and inclusive culture.
• Competitive base salary and attractive stock options.
• Private health care (75%) and dental coverage.
• Company-sponsored parental leave.
• 18 days PTO, plus sick time and 12 holidays per year.
• Compensation: $180k Base + $120k Bonus + SO = $300k OTE.