Director of Sales Excellence (Location Technology)

An indoor-location technology company that is expanding rapidly is hiring a senior player-coach to sit at the heart of its enterprise sales effort. The director will set the bar for how large opportunities are qualified, advanced and closed, working directly alongside account executives to sharpen strategy and make revenue more predictable.

Scope

• Mentor enterprise sellers on discovery calls, mapping buying groups, articulating value, negotiation and closing for complex six-figure deals
• Run structured deal reviews, push back on weak pipeline and cut late-stage losses
• Own the health of the pipeline and the rigor of forecasting so projections can be trusted
• Join important customer sessions, on-site visits and executive meetings to advance deals
• Define how enterprise selling works, including target-customer focus, RevOps norms and qualification frameworks

Experience sought

• At least eight years selling to enterprises or leading sellers, landing complicated, large-value contracts
• Startup or high-growth experience influencing large deals with several stakeholders
• Sound commercial judgment on pricing, discounting, deal structure and forecasting
• Proven record of coaching senior sellers, familiar with methodologies such as MEDDICC, Challenger or SPIN
• Persuades through credibility and structure rather than formal authority

Hybrid in Boston, with two days a week in the office. US work authorization is required; visa sponsorship is not available.