Pointr

Compensation

Full 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. 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