Director of Sales Excellence

Overview

Microsoft Advertising is a worldwide Sales, Marketing and Operations organization on the cutting edge of the digital advertising industry. Microsoft Advertising offers a compelling portfolio of advertising products, innovative solutions and the opportunity to engage with some of the brightest minds in the digital space while contributing meaningfully to our purpose of innovating a new world of advertising possibilities to empower growth for all.

Microsoft Advertising is the destination for experienced, collaborative, and passionate digital advertising professionals seeking a rewarding career and lifestyle. In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day. #Microsoft Advertising

As Director of Sales Excellence, you will be responsible for program leadership for Segmentation at MSA, holding end-to-end accountability Segmentation Strategy. Partnering across functions, you will shape segmentation strategy and translate business priorities into client movement that fuels growth while leveraging data driven insights to refine strategy and guide executive decision making. You will serve as a trusted advisor to senior leaders.

The role will also be accountable for building a robust measurement framework that will determine the effectiveness of the program cycle over cycle.

This role sits at the intersection of sales strategy, finance, and operations, offering the opportunity to influence executive decision-making and shape MSA's segmentation approach. You will shape a high-visibility program that will fuel the future of our account team set up and enable a truly omni channel advertising segmentation model.

Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Starting January 26, 2026, Microsoft AI (MAI) employees who live within a 50- mile commute of a designated Microsoft office in the U.S. or 25-mile commute of a non-U.S., country-specific location are expected to work from the office at least four days per week. This expectation is subject to local law and may vary by jurisdiction.

Responsibilities

* Own and evolve the Segmentation framework that underpins coverage, capacity, and resource-allocation decisions, synthesizing strategic direction, market insights, investment priorities, and field feedback into a scalable, actionable model that stays aligned to business strategy and operationally viable for Sales Planning.

* Translate segmentation strategy into coverage and capacity recommendations, developing the analytical models that connect segments to seller deployment, account coverage, territory design, and capacity scenarios, while partnering with Investment Planning and business leaders to inform resource-allocation decisions.

* Drive cross-functional alignment as the central coordination point across business teams, engineering, product, Global Commercial Strategy and Operations (GCSO), the MSA Leadership and field stakeholders - gathering inputs, reconciling competing perspectives, and building consensus on segmentation decisions and tradeoffs.

* Build the signals, modeling, and assessment processes that collect inputs, test and refine models, and evaluate outcomes, continuously improving the framework as business needs evolve.

* Enable downstream planning by partnering with Sales Planning and related teams to ensure segmentation outputs can be operationalized through book setting, quota setting, capacity planning, and other planning motions.

Qualifications

Required Qualifications:

* Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 7+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field

* OR equivalent experience.

* 5+ years experience using data to drive business outcomes or inform business decisions.

* 5+ years experience managing relationships with stakeholders, clients, and/or customers.

Preferred Qualifications:

* Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 12+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field

* OR equivalent experience.

* 5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.

* Experience with Sales Planning, segmentation, quota setting, or related sales operations functions in a global or highly matrixed sales organization.

* Demonstrated success translating business strategy into scalable operating models,…