Director, Revenue Excellence

About the Role 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. Today, we see an opportunity to further strengthen our end-to-end operations across pipeline generation, enablement, and AI utilization. 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. 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. What You’ll Do You will design and operationalize the GTM system from design through execution and adoption. As well as: Build a signal-driven pipeline generation system across outbound, inbound, and campaigns, including account prioritization, messaging, and play orchestration Own the development of Revenue Enablement as a performance system that drives behavior change and measurable revenue outcomes Identify and implement high-impact AI use cases across prospecting, deal inspection, manager coaching, and workflow automation Build and operationalize GTM systems directly -  including workflows, plays, and pilots - not just strategy Improve consistency, productivity, and execution across the field without owning day-to-day sales execution How You’ll Work You will own GTM systems and programs end-to-end, from design through execution You will act as the connective layer across Sales, Marketing, RevOps, and Enablement to ensure the GTM systems operate as a unified whole Partner closely with Sales Leadership (including VP Sales) to ensure GTM design translates into consistent field execution You will build and test systems before scaling them You will drive change through influence, not just authority Who You Are This role is for a builder with range. You’ve likely done some combination of the following: You’ve built GTM systems, not just advised them Led cross-functional initiatives that improved pipeline or sales productivity Turned fragmented efforts into structured, repeatable systems tied to measurable outcomes Connected strategy to execution through clear operating models You understand pipeline generation as a system  You understand pipeline generation as a system (targeting, signals, messaging, plays), not a set of disconnected tactics Experience improving outbound or demand generation motions Ability to diagnose where the GTM engine needs support You see Enablement as a performance lever Built programs tied to behavior change and business outcomes Enabled both reps and managers effectively Know training alone doesn't drive performance You have applied AI to GTM workflows Appli