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Director, Revenue Excellence

September 26, 2026

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

____

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

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

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