Sales Director

Pointr; Boston (MA); Hybrid; USD 285,000 - 300,000; Full time

Benefits offered by this job

Hybrid work

Stock options

Private health care

Dental

Parental leave

PTO & holidays

Boston office/WeWork access

Competitive base salary

Job summary

Pointr is seeking a Director of Sales Excellence in Boston to elevate our enterprise sales motion. This senior player‑coach role partners with Customer Advocates to drive qualification, deal strategy, and forecast discipline across high‑value opportunities.

You will shape the enterprise sales motion, set standards for pipeline quality, and coach senior AEs on complex, multi‑stakeholder engagements, reporting to the CEO and collaborating with Marketing and Finance.

Qualifications

• 8–12+ years of experience in B2B enterprise sales or sales leadership.
• 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.
• Clear, direct communicator, comfortable with senior internal and executive-level conversations.

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 forecast discipline.
• Review pricing, discounting, and commercial terms prior to close.
• Join critical customer engagements when presence moves the deal.

Skills

Enterprise sales

Leadership

Forecasting

Deal strategy

Pricing & negotiation

Coaching

Sales process

Stakeholder management

Job description

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: $165K - $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].