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.

Responsibilities

• 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

Requirements

• 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
• ____
• 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.
• *Note on Pay Transparency:
• Additionally, Lattice leverages current market data to determine compensation, so posted compensation figures are subject to change as new market data becomes available. The s

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