Director of Sales Excellence
Pointr
Director of Sales Excellence
Pointr
Indoor location intelligence platform for venues
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.
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.
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.
This role also includes regular travel (10–20%), typically for 1–2 days approximately every two weeks.
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
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
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
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
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
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: $165,00 - $180,000k Base + $120k Bonus + Stock Options
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 [email protected].
#LI-HYBRID
Do Not Meet Every Requirement? Apply anyway. We are not looking for perfect resumes. We are looking for the right teammate who is excited to contribute to our mission and grow with us.
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 an equal opportunity employer and are committed to building a company that embraces and celebrates diversity and inclusion. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, or disability status. We have read the studies and understand that diverse teams build better products, bring more perspective to the table, contribute to a company’s financial success, and help foster a more inclusive environment for all employees, but the bottom line is that it's the right thing to do.
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 [email protected].
While we understand that AI is an important tool in a modern skillset, we ask that you do not utilize AI assistants live on our interviews. Of course, use any tools you need to prepare! But we'd like for you to have a real human-to-human conversation with our team.
On our end, we utilize a platform called Granola as a notetaker and review tool to ensure a fair and transparent hiring process.
Beware of scammers! All legitimate communication from Pointr regarding your application will come directly from an @pointr.tech email address and through our applicant tracking system, Ashby. We will never ask for personal financial information or conduct interviews outside of these official channels.
Pointr helps large venues like airports, retailers, and industrial sites turn physical spaces into data-driven operations. Its Deep Location cloud platform combines indoor location data with machine learning to generate actionable business insights, dashboards, and optimization suggestions. The system tracks and analyzes movement and spatial data inside buildings to help teams improve customer experience, security, operations, and logistics. Pointr stands out by offering a focused, end-to-end platform for bricks-and-mortar operators that handles data collection, analysis, and ongoing learning, rather than just maps or isolated tools. Its goal is to become the preferred platform for digital transformation in physical spaces, helping customers like Harrods, Gatwick and Dubai Airports, and Sainsbury’s compete effectively in the digital age.
Explore more opportunities at Pointr