Director, Sales Best Practices

SOTI is committed to providing its employees with endless possibilities; learning new things, working with the latest technologies and making a difference in the world.

Who We Are:

SOTI is a proven leader at creating innovative solutions that reduce the cost and complexity of business-critical mobility. Thousands of companies around the world depend on us to secure, manage and support their mobile operations. SOTI’s two decades of success has built strong partnerships with leading mobile platform providers and device manufacturers. These relationships give us unparalleled insight into new technology and industry trends before they happen. SOTI is a proven innovator — clear vision, laser focus and a commitment to R&D has made us the market leader at delivering exciting, new business mobility solutions. SOTI helps businesses take mobility to endless possibilities.

The Role

SOTI is seeking a Director, Sales Best Practices to strengthen how our global sales organization sells, operates and scales. This leader will define and drive the sales standards, best practices, operating rhythms and performance programs that help our teams execute a consistent, high-quality enterprise sales motion.

Working closely with Sales Leadership, Revenue Operations, Product Marketing, Product, Finance and People teams, you will translate go-to-market priorities into practical sales processes, playbooks, coaching frameworks, onboarding programs and performance insights. You will use data and field feedback to identify opportunities for improvement and build targeted solutions that improve seller productivity, pipeline quality, win rates, forecast discipline and time-to-productivity.

This is a hands-on leadership role for someone who combines strategic thinking, strong field credibility, analytical judgment and disciplined execution, and who can build scalable Sales Excellence practices that support SOTI's continued global growth.

What We Are Looking For

• A strategic, hands-on Sales Excellence / Best Practices leader who understands complex enterprise sales organizations and can turn strategy into repeatable field execution.
• A strong business partner who can work with senior sales leaders, challenge constructively, build alignment and influence across a global matrixed organization.
• A data-driven operator who can identify performance gaps, determine root causes and translate insights into practical actions that improve sales outcomes.
• A leader with strong knowledge of enterprise sales methodologies, pipeline management, opportunity qualification, manager coaching, onboarding and seller productivity.
• Someone who can define what good looks like, build scalable best practices and create the governance and reinforcement required to drive sustained adoption.
• A collaborative people leader who can build, coach and develop a high-performing Sales Excellence / Sales Enablement team.

What You Will Do

• Define and lead the global Sales Excellence / Best Practices strategy, operating model and roadmap in partnership with senior Sales Leadership.
• Establish and continuously improve sales standards, best practices and repeatable ways of working across regions, segments and sales motions.
• Own the enterprise sales methodology and ensure consistent adoption across discovery, qualification, value articulation, multithreading, executive engagement, negotiation and close.
• Define and govern opportunity stage criteria, exit criteria, qualification standards and deal-health expectations in partnership with Revenue Operations.
• Build and maintain the enterprise sales playbook, including discovery frameworks, account and opportunity planning, executive engagement, competitive positioning and negotiation guidance.
• Establish structured pipeline inspection, deal review and sales-manager coaching cadences that improve opportunity quality and reinforce accountability.
• Use CRM, conversation intelligence and performance data to identify sales gaps, top-performer behaviors and opportunities to improve win rate, conversion, sales cycle, forecast accuracy and quota attainment.
• Develop scalable manager coaching frameworks, call-review standards and targeted performance-improvement programs.
• Own the global onboarding and ramp framework for core sales roles, including curriculum, certification, readiness milestones and manager checkpoints.
• Partner with Product Marketing and Product teams to embed competitive positioning, messaging, sales plays and product readiness into everyday field execution.
• Lead or support major sales-readiness programs including Sales Kickoff, QBR enablement, manager forums and ongoing reinforcement initiatives.
• Partner with Revenue Operations on CRM workflows, dashboards, leading indicators, forecasting discipline and sales-process governance.
• Translate sales performance data into clear executive insights, recommendations and action plans.
• Lead complex cross-functional Sales Excellence initiatives from problem definition through implementation, adoption and measurement.
• Drive change management and field adoption so new sales processes, tools and programs are understood, applied and sustained.
• Lead, coach and develop a high-performing Sales Excellence / Enablement team with clear priorities, accountability and measurable outcomes.

Required Skills & Experience

• 10+ years of progressive experience in enterprise software / SaaS sales, Sales Excellence, Sales Effectiveness, Revenue Enablement, Sales Strategy, Revenue Operations or a closely related function.
• 5+ years of leadership experience in Sales Excellence, Sales Effectiveness, Revenue Enablement or a related commercial function, including people leadership and executive-level stakeholder partnership.
• Strong understanding of complex enterprise sales motions and how deals progress from prospecting and discovery through qualification, solution alignment, negotiation and close.
• Deep practical experience with enterprise sales methodologies and qualification frameworks such as MEDDPICC / MEDDIC, Challenger, SPIN, Sandler, Command of the Message / Sale or equivalent.
• Demonstrated experience improving measurable sales outcomes such as win rate, quota attainment, stage conversion, ramp time, forecast accuracy, pipeline quality or sales-cycle duration.
• Strong analytical skills with the ability to independently interpret CRM, conversation-intelligence and business-intelligence data and convert findings into actions.
• Experience designing and scaling sales operating rhythms, manager coaching programs, onboarding / certification programs, playbooks and field-adoption frameworks.
• Experience working with Salesforce or a comparable CRM platform, conversation-intelligence tools and BI / analytics platforms.
• Proven ability to lead complex cross-functional initiatives in a global or matrixed organization.
• Strong executive communication, stakeholder management and influencing skills.
• Excellent written and verbal communication skills with the ability to simplify complex concepts for leaders, managers and sellers.

If you want to bring your ideas to life, apply at SOTI today.

Use of Artificial Intelligence in Hiring

SOTI uses AI tools to support parts of our recruitment process, such as reviewing resumes, screening qualifications, and creating interview questions. These tools assist our team only-final hiring decisions are made by people, not automation. For privacy-related questions, please contact [email protected].

We are committed to providing accessible employment practices that are in compliance with the requirements under the Human Rights Code and the Accessibility for Ontarians with Disabilities Act (AODA). If you require accommodation during any stage of the recruitment process, please notify People & Culture at [email protected].

Please note that SOTI does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement with agency/recruiter, SOTI will not consider or agree to payment of any referral compensation or recruiter fee.