Director, Sales Excellence

Job Description:

Role Summary

We are seeking a high-impact Director of Sales Excellence to serve as a vital strategic bridge between our global sales organization’s people, processes, and technology. This role owns the systems, sales methodology, and operational cadences that allow sales, pre-sales, marketing, and finance to operate in complete synchronization—driving pipeline discipline, system adoption, deal velocity, and measurable commercial performance.

Built to enable and empower commercial teams rather than carry a direct quota, this position reflects DJE’s One Dow Jones and Life First principles of building organizational capability through people.

The Director will bridge value creation across Dow Jones Energy, leading hands-on coaching, streamlining GTM workflows, stripping administrative burden away from reps, and optimizing Salesforce and forecasting tools to drive predictable, sustainable growth.

Key Responsibilities

Sales Methodology & Enablement

• Methodology Architecture: Design, build, and maintain the regional sales methodology across EMEA, APAC, and Global Accounts.
• Enablement & Certification: Develop onboarding frameworks, continuous skill development training, and certification programs.
• Value Messaging: Translate technical capabilities into clear, client-facing value propositions and business outcomes.
• Playbook Development: Create actionable go-to-market playbooks and customer engagement frameworks for prospective and existing clients.

Pipeline, Systems & Operations

• Pipeline Hygiene: Drive accountability, integrity, and data accuracy across the commercial organization through recurring cadence and clean-up calls.
• Process Optimization: Map and streamline the end-to-end contracting workflow—specifically from verbal acceptance to issued formal client contract—to accelerate turnaround times.
• Admin Burden Reduction: Leverage CRM automation and tracking tools to eliminate administrative overhead for the commercial team, maximizing active client-facing time.
• Change Management: Lead change management for new tools, systems, and workflows to ensure long-term adoption across regions.

Performance, Analytics & Alignment

• Commercial Insights: Translate raw data into actionable insights for commercial leadership and executive stakeholders.
• Strategic Planning: Support Quarterly Business Review (QBR) preparations and oversee pricing playbook execution.
• Cross-Functional Alignment: Coordinate cross-divisional account plans connecting sales, pre-sales, marketing, customer success, and finance.

Coaching & Leadership

• Commercial Coaching: Deliver structured, value-focused coaching programs to commercial team members on process adoption, pipeline management, and deal execution.
• Advisory Support: Serve as a trusted advisor to sales managers, identifying enablement gaps and delivering targeted solutions.

 

Background & Experience

• 15+ years of progressive commercial experience in global technology, enterprise SaaS, or complex commercial organizations, with a proven focus on GTM execution, client strategy, and sales coaching.
• Track record of driving results within diverse, matrixed enterprise sales structures.
• Hands-on experience driving operational synergies and bridging product/commercial value across complementary business entities (e.g., DJE and DJ).

Core Competencies & Technical Skills

• Salesforce & RevOps Expertise: Deep operational mastery of Salesforce for pipeline management, opportunity staging, forecasting, and commercial reporting.
• Client Engagement & Value Framing: Expert-level knowledge of value-based selling, consultative account discovery, and executive customer alignment strategies.
• Coaching & Leadership: Certified or highly experienced in formal coaching methodologies (e.g., Business/Ontological Coaching, Situational Leadership) focused on long-term behavioral change and commercial accountability.
• Global Perspective: Proven ability to adapt go-to-market strategies and commercial training across diverse regional cultures, markets, and client segments.

Equal Opportunity Employer

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status or any other protected characteristic under applicable law.

Reasonable Accommodation

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Business Area:

Dow Jones - Energy

Job Category:

Sales

Union Status:

Non-Union role