Director of Sales Excellence

Enterprise Indoor Location & Mapping Platform • Boston, MA (Hybrid)

Location

Boston, MA — hybrid, 2 days a week in office

Compensation

$180k–$225k base, OTE to $350k · Boston, hybrid

About the company

Our client is a global leader in indoor location and mapping technology, using machine learning to power digital mapping, navigation, location tracking, geofencing and location analytics. Their platform is live in thousands of venues, serving millions of daily sessions across North America, Europe and Asia, with deep enterprise traction across healthcare, aviation, retail and smart workplace. Their information security is ISO 27001 and ISO 27017 certified.

The role

This is a senior player-coach seat at the centre of the enterprise sales motion, working directly with the CEO on the company's most critical growth lever. You would set the standard for how high-value opportunities are qualified, progressed and closed, working hands-on with enterprise AEs rather than managing from a distance. The mandate covers deal strategy, forecasting discipline and revenue predictability, and the role influences through credibility and structure rather than positional authority.

What you'll do

Coach enterprise AEs on discovery, stakeholder mapping, value articulation, negotiation and closing strategy for complex $250k+ deals
Lead structured deal reviews, challenge weak pipeline entries and reduce late-stage deal fallout
Own pipeline quality and forecasting discipline, making the revenue forecast accurate and trustworthy
Join critical customer engagements, on-sites and executive meetings to move deals forward
Define the enterprise sales motion, including ICP focus, qualification frameworks and RevOps standards

What we're looking for

These are hard requirements. Check each one that applies to you.

8–12+ years in B2B enterprise sales or sales leadership, with a track record of closing complex, high-value deals
I've personally closed enterprise SaaS deals of $250k+ ACV with multi-stakeholder buying committees
I've coached or led enterprise AEs on deal strategy, qualification and forecasting
Strong commercial judgment — pricing, discounting, deal structuring and forecasting
Fluency in a structured sales methodology such as MEDDICC, Challenger or SPIN
I have startup or high-growth exposure, not only large-enterprise or Big Tech experience
I'm based in Boston and can work hybrid, 2 days a week in the office
I'm authorised to work in the United States and need no sponsorship of any kind

Please note: every item above is a hard requirement for this role. Applications that don't meet all of them will be rejected. We recommend applying only if you check every box.

Don't check every box? No worries — submit your info here and we'll keep you in mind for roles that could be a better fit.

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Nice to have

Multi-year, multi-region or strategic global account experience
Startup or high-growth company exposure alongside the enterprise track record
Pricing, discounting and deal-structuring expertise
A data-driven approach to pipeline forecasting and deal inspection

Tech stack

Salesforce as the CRM, with structured sales methodologies — MEDDICC, Challenger or SPIN — underpinning the motion.

Compensation & logistics

$180k–$225k base salary + $120k bonus + stock options, for a total OTE of $300k–$350k
Hybrid in Back Bay, Boston — 2 days a week in office
Not open to any visas — candidates must be US citizens or green card holders; no sponsorship available
1 hire planned, reporting into the CEO

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