Job description

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. 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 Director of Sales Excellence to raise the commercial bar at Pointr. This is a senior player-coach role at the center of our enterprise sales motion — setting the standard for how high-value opportunities are qualified, progressed, and closed. You will work hands-on with our Customer Advocates (enterprise Account Executives managing end-to-end sales and account relationships) to strengthen deal strategy, sharpen qualification, and reduce late-stage fallout. You are not an account owner day-to-day, but your fingerprints will be on every significant deal. Working closely with the CEO, Marketing, and Finance, you will bring commercial rigor, coaching, and forecasting discipline to Pointr’s most important growth lever. This role also includes regular travel (10–20%), typically for 1–2 days approximately every two weeks. CORE RESPONSIBILITIES DEAL COACHING & COMMERCIAL STANDARDS (PRIMARY) - Coach Customer Advocates (our enterprise AEs) on discovery, stakeholder mapping, value articulation, negotiation, and closing strategy - Lead structured deal reviews for large and complex opportunities (typically $250K+), ensuring clear ownership, risks, and decision criteria - Set and enforce standards for deal qualification — challenge weak pipeline entries and late-stage optimism with evidence-based scrutiny - Review pricing, discounting, and commercial terms prior to close - Actively join critical customer engagements, on-sites, and executive meetings when your presence moves the deal PIPELINE QUALITY & FORECASTING (PRIMARY) - Own pipeline quality and forecasting discipline — make Pointr’s revenue forecast accurate and trustworthy - Reduce late-stage deal fallout by diagnosing root causes early and intervening with coaching or deal strategy adjustments - Improve sales predictability through structured rhythm: weekly pipeline reviews, monthly forecast calls, quarterly pipeline health audits SALES PROCESS & ENABLEMENT (SUPPORTING) - Define Pointr’s enterprise sales motion: ICP focus, target segments, qualification framework, and go-to-market approach - Identify execution gaps and address them through playbooks, frameworks, or focused enablement sessions - Establish RevOps standards — CRM discipline, pipeline hygiene, reporting, and process alignment across Sales, Marketing, and Finance 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 judgment, 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: $165,00 - $180,000k Base + $120k Bonus + Stock Options WE SUCCEED TOGETHER Great outcomes happen when talented, diverse people come together with a shared purpose. We value empathy, humility, and expertise, and we believe the best ideas come from collaboration, thoughtful challenges, and open feedback. We empower our teams with clear goals and ownership, creating an environment where everyone can contribute, grow, and succeed. We take responsibility for our individual and collective development, celebrate our progress, learn from our experiences, and recognize the impact we create together. We are committed to providing an accessible and inclusive experience for all candidates. If you need a reasonable accommodation during the application or recruiting process, please reach out to your recruiter or contact our team at hiring@pointr.tech. #LI-HYBRID Do Not Meet Every Requirement? Apply anyway. We are not looking for perfect resumes. We are looking for the right teammate who is excited to contribute to our mission and grow with us. WE SUCCEED TOGETHER Great outcomes happen when talented, diverse people come together with a shared purpose. We value empathy, humility, and expertise, and we believe the best ideas come from collaboration, thoughtful challenges, and open feedback. We empower our teams with clear goals and ownership, creating an environment where everyone can contribute, grow, and succeed. We take responsibility for our individual and collective development, celebrate our progress, learn from our experiences, and recognize the impact we create together. We are an equal opportunity employer and are committed to building a company that embraces and celebrates diversity and inclusion. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, or disability status. We have read the studies and understand that diverse teams build better products, bring more perspective to the table, contribute to a company’s financial success, and help foster a more inclusive environment for all employees, but the bottom line is that it's the right thing to do. We are committed to providing an accessible and inclusive experience for all candidates. If you need a reasonable accommodation during the application or recruiting process, please reach out to your recruiter or contact our team at hiring@pointr.tech hiring@pointr.tech. A NOTE ON THE USE OF AI IN OUR INTERVIEW PROCESS While we understand that AI is an important tool in a modern skillset, we ask that you do not utilize AI assistants live on our interviews. Of course, use any tools you need to prepare! But we'd like for you to have a real human-to-human conversation with our team. On our end, we utilize a platform called Granola as a notetaker and review tool to ensure a fair and transparent hiring process. Beware of scammers! All legitimate communication from Pointr regarding your application will come directly from an @pointr.tech pointr.tech email address and through our applicant tracking system, Ashby. We will never ask for personal financial information or conduct interviews outside of these official channels.

Requirements

Must-haves

Working closely with the CEO, Marketing, and Finance, you will bring commercial rigor, coaching, and forecasting discipline to Pointr’s most important growth lever.
This role also includes regular travel (10–20%), typically for 1–2 days approximately every two weeks.
Coach Customer Advocates (our enterprise AEs) on discovery, stakeholder mapping, value articulation, negotiation, and closing strategy
Lead structured deal reviews for large and complex opportunities (typically $250K+), ensuring clear ownership, risks, and decision criteria
Set and enforce standards for deal qualification — challenge weak pipeline entries and late-stage optimism with evidence-based scrutiny
Review pricing, discounting, and commercial terms prior to close
Actively join critical customer engagements, on-sites, and executive meetings when your presence moves the deal
Own pipeline quality and forecasting discipline — make Pointr’s revenue forecast accurate and trustworthy
Reduce late-stage deal fallout by diagnosing root causes early and intervening with coaching or deal strategy adjustments
Improve sales predictability through structured rhythm: weekly pipeline reviews, monthly forecast calls, quarterly pipeline health audits
Define Pointr’s enterprise sales motion: ICP focus, target segments, qualification framework, and go-to-market approach
Identify execution gaps and address them through playbooks, frameworks, or focused enablement sessions
Establish RevOps standards — CRM discipline, pipeline hygiene, reporting, and process alignment across Sales, Marketing, and Finance
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

Nice-to-haves

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
International environment and inclusive culture
Cool and comfortable office in Boston (Back Bay) or access to WeWork in other locations
18 days PTO, plus sick time + 12 holidays per year

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

Platform: ashby
Effort: quick

Benefits

Benefits detected in the listing.

Dental

401(K)

Pto

Parental Leave