Director of Sales Excellence

Pointr; Boston (MA); Hybrid; USD 280,000 - 360,000; Full time

Benefits offered by this job

Hybrid work

Stock options

Private health care

Dental

Parental leave

18 days PTO

Job summary

Pointr Limited in Boston is seeking a Director of Sales Excellence to raise the commercial bar across our enterprise sales motion. This senior, player-coach role partners with Customer Advocates to strengthen deal strategy, sharpen qualification, and reduce late-stage fallout.

Working with the CEO, Marketing, and Finance, you will bring discipline to forecasting, enablement, and the enterprise sales process, helping us scale while maintaining a collaborative, inclusive culture.

Qualifications

• 8–12+ years of experience in B2B enterprise sales or sales leadership.
• Proven track record of closing complex, high-value deals.
• Experience in start-up or high-growth environments with multi-stakeholder sales.

Responsibilities

• Coach Customer Advocates on discovery, stakeholder mapping, value articulation, negotiation, and closing strategy.
• Lead structured deal reviews for large and complex opportunities (typically $250K+).
• Set and enforce standards for deal qualification and pricing reviews.
• Actively join critical customer engagements, on-sites, and executive meetings when needed.
• Own pipeline quality and forecasting discipline to ensure accurate revenue outlook.

Skills

Enterprise sales leadership

Deal strategy

Forecasting

Mentoring sales professionals

Tools

MEDDICC

Challenger

SPIN

Job description

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 outstanding, 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.

The Top Choice for Fortune 100

Chosen by Fortune 100 companies for our unmatched
precision and innovation in indoor mapping, covering
7 billion square feet in more than 5,000 venues across 35 countries.

5,000+

Venues

35+

Countries

Hear what our team says about us

Pointr and diversity

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. Read about our commitment to accessibility here .

Diversity

Harmony

Pointr was founded on collaboration and teamwork, and many of our best ideas and pieces of work wouldn't have been possible were it not for our team working closely with one another. We aim to promote harmony and a collaborative approach to working, in the belief that a harmonious team is a happy and productive one.

Scalability

Pointr is a rapidly growing company, both in terms of team size and the scope of our projects. As such, we're looking for people who have the skills, determination, experience and passion to help us continue to drive forward and achieve our aim of becoming the world's leading indoor location company.

Ownership

At Pointr, we trust our team implicitly. Part of this trust encompasses ownership, with the desire for our team to take charge of tasks and seize opportunities - even those beyond their usual remit - in order to help the wider company achieve its goals.

Job Openings

We're creating intelligent spaces where people can connect. Join our growing team to shape the future of smart buildings.

Location

Employment Type

Full time

Location Type

Hybrid

Department

Customer Advocacy

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
• Compensation: $180k Base + $120k Bonus + Stock Options

We Succeed Together

Great outcomes happen when talented, diverse people come together with a shared purpose. We value empathy, humility, and expertise, and we believe the best ideas come from collaboration, thoughtful challenges, and open feedback.

We empower our teams with clear goals and ownership, creating an environment where everyone can contribute, grow, and succeed. We take responsibility for our individual and collective development, celebrate our progress, learn from our experiences, and recognize the impact we create together.

We are committed to providing an accessible and inclusive experience for all candidates. If you need a reasonable accommodation during the application or recruiting process, please reach out to your recruiter or contact our team at [e-mail].