Director of Sales Excellence

Pointr

Boston (MA)

Hybrid

USD 270,000 - 360,000

Full time

14 days+

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Benefits offered by this job

Hybrid work (2 days in office)

Stock options

Private health care

Dental

Parental leave

PTO 18 days

401(k) retirement

Job summary

Pointr in Boston is seeking a Director of Sales Excellence to raise the commercial bar. This senior player-coach role partners with Customer Advocates to sharpen qualification, deal strategy, and forecasting for enterprise deals.

You will collaborate with the CEO, Marketing, and Finance to drive disciplined RevOps, establish standards for deal quality, and coach senior sales professionals in a high-growth SaaS environment. Hybrid work and equity options offered.

Qualifications

8–12+ years of B2B enterprise sales or leadership experience.
Proven track record closing complex, high-value deals.
Experience in high-growth startups or scale-ups.

Responsibilities

Coach AEs on discovery, stakeholder mapping, value articulation, and closing strategy.
Lead structured reviews for large opportunities (typically $250K+).
Set standards for deal qualification and pipeline hygiene.
Review pricing and terms prior to close.
Join critical customer engagements to move deals forward.

Skills

Enterprise sales leadership

Forecasting

Deal coaching

Pricing & negotiation

Cross-functional collaboration

Mentoring senior reps

Job description

Our Story

Pointr 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 Role

We’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 Responsibilities

Deal Coaching & Commercial Standards (Primary)

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

Pipeline Quality & Forecasting (Primary)

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

Sales Process & Enablement (Supporting)

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

Minimum Qualifications

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

Preferred Qualifications

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

What We Offer?

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%) and Dental
Company-sponsored parental leave
18 days PTO, plus sick time + 12 holidays per year
401(k) retirement scheme
Compensation: $180k Base + $120k Bonus + SO = $300k OTE