Director, Sales Excellence

Role Overview

SOTI is seeking a Director, Sales Excellence 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.

What You Will Do

Define and lead the global Sales Excellence 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.

Why It Might Be a Fit

A strategic, hands-on Sales Excellence 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.

Requirements

• 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.

Benefits

• Dental insurance
• Vision insurance
• Other benefits not explicitly mentioned in the posting