Senior Director, Sales Effectiveness, Analytics & Training

Karl Storz Endoscopy; El Segundo (CA); On-site; USD 200,000 - 260,000; Full time

Job summary

KARL STORZ is seeking a transformational Senior Director to build and lead the Sales Effectiveness, Analytics & Training (SEAT) organization. You will define the future commercial operating model and manage a team of about 15 professionals supporting ~350 sales reps and 40 frontline managers.

You will drive methodology, analytics, CRM strategy, and manager development to deliver measurable revenue outcomes across KSUS business lines.

Qualifications

• Bachelor's degree required.
• 12+ years of experience in sales leadership, sales enablement, sales effectiveness, or revenue operations within medical device, medtech, life sciences, or comparable B2B organizations.
• 7+ years of sales management experience, including recent leadership responsibility.
• Experience within surgical technology, capital equipment, endoscopy, visualization, or related healthcare markets.
• Strategic expertise with Salesforce, learning management systems, and commercial technology ecosystems.
• Demonstrated success influencing executive stakeholders and leading cross-functional initiatives.
• Strong leadership, organizational change management, and team development capabilities.
• Ability to travel and maintain all required hospital and healthcare facility credentials.

Responsibilities

• Build the SEAT function: vision, operating model, 3-5 year roadmap.
• Lead and develop teams across Sales Methodology, Training & Instructional Design, Sales Analytics, and CRM Strategy.
• Create an integrated enablement framework aligning selling behaviors, tools, coaching, and analytics.
• Provide strategic insights to Commercial and Executive Leadership teams.
• Drive sales methodology excellence with unified selling processes.
• Elevate manager and seller performance through coaching and certification.
• Lead analytics and CRM strategy with a closed-loop operating system.
• Partner with Global CRM to align Salesforce strategy with commercial objectives.

Skills

Sales leadership

Sales enablement

Analytics

CRM strategy

Team leadership

Change management

Education

Bachelor's degree

MBA (preferred)

Tools

Salesforce

LMS

Highspot

Seismic

Mindtickle

Job description

About KARL STORZ

From the operating room to surgery centers-and everywhere in between-KARL STORZ North America is a global leader in medical technology and advanced visualization solutions. We design specialty innovations, smart instruments and devices, integrated ecosystems, and intelligent imaging-to build a more connected, software-enabled operating room.

As an independent, family-owned MedTech company, we ambitiously think in generations instead of quarters to improve patients' lives around the world.

About the Role

KARL STORZ is seeking a transformational commercial leader to build and lead our newly established Sales Effectiveness, Analytics & Training (SEAT) organization. Reporting to the Executive Director, Revenue Operations, this role will define how KSUS Commercial sells by creating a unified, methodology-driven selling system that integrates sales training, enablement, analytics, CRM strategy, and manager effectiveness.

Leading a team of approximately 15 professionals supporting nearly 350 sales representatives and 40 frontline managers, the Senior Director will architect the future-state commercial operating model, ensuring every enablement investment, technology decision, and sales process improvement drives measurable revenue outcomes.

What You'll Do

Build & Lead the SEAT Function

• Establish the vision, operating model, and 3-5-year roadmap for the SEAT organization.
• Lead and develop high-performing teams across Sales Methodology, Training & Instructional Design, Sales Analytics, and CRM Strategy.
• Create a scalable, integrated enablement framework that aligns selling behaviors, tools, coaching, and analytics.
• Deliver strategic insights and recommendations to Commercial Leadership and Executive Leadership teams.

Drive Sales Methodology Excellence

• Own the selection, deployment, and governance of a unified commercial selling methodology.
• Ensure consistent execution of opportunity stages, sales processes, and pipeline management practices across business lines.
• Develop frameworks that balance enterprise consistency with business-specific selling needs.
• Measure adoption and effectiveness through revenue, behavior, and performance outcomes.

Elevate Manager & Seller Performance

• Build a best-in-class sales manager enablement program focused on coaching excellence.
• Implement structured approaches for pipeline reviews, deal coaching, performance management, and manager certification.
• Evolve the Field Training Specialist program into a strategic methodology reinforcement capability.
• Accelerate seller productivity, skill development, and commercial execution.

Lead Commercial Analytics & CRM Strategy

• Create a closed-loop operating system that connects methodology adoption, pipeline health, targeting effectiveness, and business performance.
• Partner with the Global CRM organization to align Salesforce strategy with commercial objectives.
• Ensure CRM tools enable disciplined sales execution, forecasting, and pipeline management rather than simply reporting activity.
• Develop measurement frameworks that connect enablement investments directly to revenue outcomes.

Advance Commercial Technology & Innovation

• Lead strategy and governance for the sales technology ecosystem, including CRM, LMS, enablement platforms, and AI-driven coaching tools.
• Evaluate and implement technologies that improve sales effectiveness and manager capability.
• Align technology investments to business priorities, adoption milestones, and measurable impact.
• Drive innovation that enhances commercial productivity and scalability.

Partner Across the Enterprise

• Partner closely with Sales Leadership, Marketing, HR, Revenue Operations, and Global CRM teams.
• Define clear ownership models between Marketing and SEAT for content, messaging, training, and seller readiness.
• Collaborate with HR on competency models, talent development, hiring profiles, and career frameworks.
• Serve as a key leader within the broader Revenue Operations organization.

What You Bring

Required

• Bachelor's degree required.
• 12+ years of experience in sales leadership, sales enablement, sales effectiveness, or revenue operations within medical device, medtech, life sciences, or comparable B2B organizations.
• 7+ years of sales management experience, including recent leadership responsibility.
• Experience within surgical technology, capital equipment, endoscopy, visualization, or related healthcare markets.
• Strategic expertise with Salesforce, learning management systems, and commercial technology ecosystems.
• Demonstrated success influencing executive stakeholders and leading cross-functional initiatives.
• Strong leadership, organizational change management, and team development capabilities.
• Ability to travel and maintain all required hospital and healthcare facility credentials.

Preferred

• MBA or equivalent advanced degree.
• Experience implementing enterprise sales enablement platforms such as Highspot, Seismic, or Mindtickle.
• Experience deploying AI-enabled coaching, training, or sales productivity tools.
• Demonstrated success implementing and scaling a structured sales methodology such as Miller Heiman, Challenger, MEDDIC, Sandler, or similar frameworks.

Leadership Scope

• Leads a team of approximately 15 employees across four functional pillars.
• Directly manages five leaders and their respective teams.
• Oversees a multimillion-dollar enablement, analytics, and technology investment portfolio.
• Drives strategic decisions impacting commercial execution across all KSUS business lines.

What Will Make You Successful

• You think like a business leader, not an enablement leader. You measure success through revenue growth, pipeline health, productivity, and sales outcomes rather than training activity.
• You are a systems thinker. You can connect methodology, coaching, analytics, technology, and talent development into a unified commercial operating model.
• You are an influential executive partner. You build alignment across senior leaders and drive meaningful change in complex, matrixed organizations.
• You thrive in transformation environments. You can create structure, scale teams, and lead enterprise-wide initiatives that change how an organization sells.
• You balance strategy with execution. You can define a long-term vision while ensuring practical adoption and measurable results.

Why KARL STORZ?

Join KARL STORZ and be part of a team creating medical innovations that truly make a difference. Beyond technology, you'll be part of a culture that values talent as its greatest asset, empowering you to contribute to a mission that improves patient care worldwide.