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
Applied AI in prospecting, deal inspection, enablement, or workflow automation
Know where automation creates leverage and where it doesn’t
Can separate signal from noise
You’re a player-coach
Comfortable at both strategy and execution levels
Willing to build, test, and iterate directly
Strong at influencing without formal authority
What Success Looks Like
Increased outbound pipeline and improved conversion rates
Improved consistency in GTM execution across teams and segments
Enablement driving measurable behavior change and performance improvement
AI embedded into daily workflows (prospecting, inspection, coaching)
Clear visibility into what’s working and where the system is breaking down
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The estimated annual cash salary for this role is $193,500-$242,000. This position is also eligible for incentive stock options, subject to the terms of Lattice’s applicable plans.
Benefits: The Company offers the following benefits for this position, subject to applicable eligibility requirements: Medical insurance; Dental insurance; Vision insurance; Life, AD&D, and Disability Insurance; Emergency Weather Support; Wellness Apps; Paid Parental Leave, Paid Time off inclusive of holidays and sick time; Commuter & Parking Accounts; Lunches in the Office; Workplace Amenities Stipend, Internet and Phone Stipend; 401(k) retirement plan; Financial Planning; and Learning & Development Budget.
*Note on Pay Transparency:
Lattice provides an estimate of the compensation for roles that may be hired as required by state regulations. Compensation may vary based on (a) location, as Lattice factors in specific location when benchmarking compensation for
