Director, Revenue Excellence

<h2><strong>About the Role</strong></h2> <p>Our Sales team drives growth and how we show up for our customers. We’re building a go-to-market system that scales with clarity and consistency, and we care deeply about how we operate.</p> <p>Today, we see an opportunity to further strengthen our end-to-end operations across pipeline generation, enablement, and AI utilization.</p> <p>We are hiring a Director of Revenue Excellence to own the design and evolution of our end-to-end GTM system. This role includes Enablement and partners closely with RevOps and Marketing to connect strategy to execution. The focus is building a more connected, repeatable system that drives a stronger pipeline, better field execution, AI-driven workflows, and more leverage across the business.</p> <p>This is not a strategy or enablement-only role. It is a builder role. You won't just define strategy, you will build, operationalize, and drive adoption of the system.</p> <h2>What You’ll Do</h2> <p>You will design and operationalize the GTM system from design through execution and adoption. As well as:</p> <ul> <li>Build a signal-driven pipeline generation system across outbound, inbound, and campaigns, including account prioritization, messaging, and play orchestration</li> <li>Own the development of Revenue Enablement as a performance system that drives behavior change and measurable revenue outcomes</li> <li>Identify and implement high-impact AI use cases across prospecting, deal inspection, manager coaching, and workflow automation</li> <li>Build and operationalize GTM systems directly -&nbsp; including workflows, plays, and pilots - not just strategy</li> <li>Improve consistency, productivity, and execution across the field without owning day-to-day sales execution</li> </ul> <h2>How You’ll Work</h2> <ul> <li>You will own GTM systems and programs end-to-end, from design through execution</li> <li>You will act as the connective layer across Sales, Marketing, RevOps, and Enablement to ensure the GTM systems operate as a unified whole</li> <li>Partner closely with Sales Leadership (including VP Sales) to ensure GTM design translates into consistent field execution</li> <li>You will build and test systems before scaling them</li> <li>You will drive change through influence, not just authority</li> </ul> <h2>Who You Are</h2> <p>This role is for a builder with range. You’ve likely done some combination of the following:</p> <p><strong>You’ve built GTM systems, not just advised them</strong></p> <ul> <li>Led cross-functional initiatives that improved pipeline or sales productivity</li> <li>Turned fragmented efforts into structured, repeatable systems tied to measurable outcomes</li> <li>Connected strategy to execution through clear operating models</li> </ul> <p><strong>You understand pipeline generation as a system&nbsp;</strong></p> <ul> <li>You understand pipeline generation as a system (targeting, signals, messaging, plays), not a set of disconnected tactics</li> <li>Experience improving outbound or demand generation motions</li> <li>Ability to diagnose where the GTM engine needs support</li> </ul> <p><strong>You see Enablement as a performance lever</strong></p> <ul> <li>Built programs tied to behavior change and business outcomes</li> <li>Enabled both reps and managers effectively</li> <li>Know training alone doesn't drive performance</li> </ul> <p><strong>You have applied AI to GTM workflows</strong></p> <ul> <li>Applied AI in prospecting, deal inspection, enablement, or workflow automation</li> <li>Know where automation creates leverage and where it doesn’t</li> <li>Can separate signal from noise</li> </ul> <p><strong>You’re a player-coach</strong></p> <ul> <li>Comfortable at both strategy and execution levels</li> <li>Willing to build, test, and iterate directly</li> <li>Strong at influencing without formal authority</li> </ul> <h2>What Success Looks Like</h2> <ul> <li>Increased outbound pipeline and improved conversion rates</li> <li>Improved consistency in GTM execution across teams and segments</li> <li>Enablement driving measurable behavior change and performance improvement</li> <li>AI embedded into daily workflows (prospecting, inspection, coaching)</li> <li>Clear visibility into what’s working and where the system