Sales Excellence Lead
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 senior Sales Excellence Lead to drive consistent, high-quality new business growth at Pointr. This role sits at the center of our commercial organisation, setting the standard for how we run enterprise sales motions, manage complex deals, and execute in a disciplined, repeatable way.
You’ll shape how high-stakes opportunities are qualified, progressed, forecasted, and closed, acting as a player-coach who selectively steps into critical deals when needed, while primarily coaching Customer Advocates and raising the bar on deal strategy and execution. Working closely with Sales, Marketing, and Leadership, you’ll bring structure, commercial rigor, and accountability to Pointr’s most important deals.
This is a senior, commercially focused role requiring strong judgement, a coaching mindset, and the credibility to influence deal outcomes without owning accounts day-to-day.
Core Responsibilities
Define and continuously refine Pointr’s enterprise sales motion, including ICP focus, target segments, and go-to-market approach
Set clear standards for deal qualification, stakeholder mapping, value articulation, and close planning
Lead structured reviews for large and complex opportunities (typically $250K+), ensuring clear ownership, risks, and decision criteria
Own RevOps, including sales process design, CRM discipline, reporting, and alignment across Sales, Marketing, and Finance
Review pricing, discounting, and commercial terms prior to close, challenging weak assumptions or over-optimism
Coach Customer Advocates on discovery, negotiation, deal progression, and closing strategy
Identify execution gaps and address them through playbooks, frameworks, or focused enablement
Own pipeline quality, forecasting discipline, and sales process adherence
Actively support critical customer engagements, including on-site meetings and demos, with flexibility to travel as needed
Improve sales predictability and reduce late-stage deal fallout
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 judgement, 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 = $300k OTE