[Hiring] Director, Revenue Excellence @Lattice

Role Description

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

• Design and operationalize the GTM system from design through execution and adoption.
• 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

• Own GTM systems and programs end-to-end, from design through execution.
• 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.
• Build and test systems before scaling them.
• Drive change through influence, not just authority.

Who You Are

• A builder with range, likely with experience in:
• Building GTM systems, not just advising them.
• Leading cross-functional initiatives that improved pipeline or sales productivity.
• Turning fragmented efforts into structured, repeatable systems tied to measurable outcomes.
• Connecting strategy to execution through clear operating models.
• Understanding pipeline generation as a system (targeting, signals, messaging, plays), not a set of disconnected tactics.
• Improving outbound or demand generation motions.
• Diagnosing where the GTM engine needs support.
• Seeing Enablement as a performance lever.
• Building programs tied to behavior change and business outcomes.
• Enabling both reps and managers effectively.
• Knowing training alone doesn't drive performance.
• Applying AI to GTM workflows.
• Applying AI in prospecting, deal inspection, enablement, or workflow automation.
• Knowing where automation creates leverage and where it doesn’t.
• Separating signal from noise.
• 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.

Requirements

• Estimated annual cash salary: $193,500-$242,000.
• Eligible for incentive stock options, subject to terms of Lattice’s applicable plans.

Benefits

• 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.
• Learning & Development Budget.