Director of Sales Excellence

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