Director of Revenue Excellence, Lattice
$193.5-242k
+ Incentive stock options
Employee success platform
Be an early applicant
Employee success platform
501-1000 employees
Be an early applicant
$193.5-242k
+ Incentive stock options
501-1000 employees
Company mission
To build cultures where employees and their companies thrive.
Role
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 the job involves
- 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
- 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
- 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
- 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
Our take
Modern HR departments face many challenges, such as maintaining employee engagement, often across a distributed workforce. Lattice’s people success platform solves this problem.
Lattice enables companies to launch effective performance review cycles, implement OKRs and facilitate manager meetings, all of which are proven to drive engagement and productivity. Lattice’s solutions are now trusted by over 5,000 business leaders, including executives at Reddit, Slack and Cruise. And the company is now valued at over $3B, which is testament to industry confidence in its product.
Recently, the company has launched a London office, which will accelerate its international expansion, aided by some serious funding. Scaling in this way will be an instrumental part of their future success, allowing the company to compete with rival HR software providers, and become central to carving out the new world of work.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
109% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Jan 2022
$175m
SERIES F
Mar 2021
$60m
SERIES E
Total funding: $329.4m
Company HQ
Rincon Hill, San Francisco, CA
Leadership
Sarah Franklin
(CEO)Prior to joining Lattice in 2024, Sarah spent 16 years at Salesforce, while there she held various roles, including President & CMO. She also worked at Amazon Web Services as the Head of Database Product Marketing.
Gabe Cortes
(CFO)Prior to joining lattice in 2023, Gabe served as the CFO of Included Health for 6 years. He also spent 3 years at Workday as VP of Finance and Senior VP of Global Field Operations.
Cheryl Sanclemente
(CMCO)Cheryl joined Lattice in 2024 as a Chief Communications Officer, moving into the role of Chief Marketing and Communications Officer in 2025. Previously, she spent 8 years at Salesforce, holding various roles while there, including Senior Director of Corproate PR and VP of Public Relations.
Amy Christensen
(CRO)Prior to joining Lattice in 2025, Amy was GM of americas/Head of Revenue at Asana. She also spent nearly 10 years at LinkedIn, holding various roles including Senior Director of LinkedIn Talent Solutions.
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