Director, Revenue Excellence

## About the Role The Director, Revenue Excellence, plays a pivotal role in Lattice's growth strategy by designing, operationalizing, and continuously improving the company's end-to-end go-to-market (GTM) system. This involves not just defining strategy but also building, testing, and driving the adoption of processes that enhance pipeline generation, enablement, and AI utilization. The GTM system's success is crucial for driving a stronger pipeline, facilitating better field execution, and creating more leverage across the business. The role is deeply embedded within the Sales team, which is the driving force behind Lattice's growth and customer engagement. The team operates with a focus on clarity, consistency, and a customer-centric approach. The Director of Revenue Excellence will work closely with various functions, including RevOps, Marketing, and Sales Leadership, to ensure that the GTM system operates as a unified whole. Reporting into this role will be key functions that support the GTM system's effectiveness, including enablement and potentially parts of the operations team focused on Sales and Marketing alignment.

## What You Will Do - Design and operationalize the GTM system from inception to execution and adoption, focusing on creating a connected, repeatable system that drives revenue excellence.

• Build a signal-driven pipeline generation system that encompasses outbound, inbound, and campaign strategies, including account prioritization, messaging, and play orchestration.
• Develop and operationalize Revenue Enablement as a performance system aimed at driving behavior change and measurable revenue outcomes.
• Identify, develop, and implement high-impact AI use cases across prospecting, deal inspection, manager coaching, and workflow automation to leverage technology for business growth.
• Collaborate with cross-functional teams to ensure the GTM system's design translates into consistent field execution without directly owning day-to-day sales operations.
• Own GTM systems and programs end-to-end, from initial design through execution and continuous improvement.
• Act as the connective layer across Sales, Marketing, RevOps, and Enablement to ensure the GTM systems operate cohesively.
• Partner closely with Sales Leadership to align GTM design with field execution needs and objectives.
• Build, test, and refine systems before scaling them to ensure efficacy and efficiency.
• Drive change through influence, leveraging expertise and data-driven insights to guide decisions and actions.
• Continuously monitor and analyze the performance of the GTM system, identifying areas for improvement and implementing data-driven solutions.

## What We Are Looking For - Proven experience in building and operationalizing GTM systems, with a focus on creating scalable, repeatable processes that drive revenue growth.

• Strong background in leading cross-functional initiatives that improve pipeline generation or sales productivity, preferably in a fast-paced, technology-driven environment.
• Ability to connect strategy to execution through clear operating models, with experience in turning fragmented efforts into structured systems tied to measurable outcomes.
• Understanding of pipeline generation as a system, including targeting, signals, messaging, and plays, with experience in improving outbound or demand generation motions.
• Experience in building programs tied to behavior change and business outcomes, with a focus on enabling both sales reps and managers effectively.
• Applied knowledge of AI in GTM workflows, including prospecting, deal inspection, enablement, or workflow automation, with the ability to separate signal from noise.
• Strong analytical and problem-solving skills, with the ability to drive change through influence and data-driven decision-making.
• Experience with Excel and other data analysis tools, with the ability to communicate complex data insights effectively to both technical and non-technical stakeholders.
• A player-coach mindset, being comfortable at both strategy and execution levels, with a willingness to build, test, and iterate directly.

## Nice to Have - Experience with GTM technology platforms and tools, such as CRM systems, marketing automation software, and sales enablement platforms.

• Knowledge of cloud-based technologies and their integration with GTM systems.
• Certification in sales or marketing operations, or a related field.
• Experience working in a remote or distributed team environment, with a proven ability to collaborate and communicate effectively across different time zones and cultures.

## Benefits and Perks - Competitive compensation package, reflecting the candidate's experience and qualifications.

• Opportunity to work with a leading company in the technology sector, with a strong focus on innovation and growth.
• Comprehensive health insurance plan, including medical, dental, and vision coverage.
• Generous PTO policy, allowing for a healthy work-life balance.
• Flexible working hours and remote work options, providing the ability to work from anywhere.
• Professional development opportunities, including training and education programs, to support career growth and advancement.
• Access to the latest tools and technologies, to support productivity and efficiency.
• A dynamic and supportive work environment, with a focus on collaboration, teamwork, and mutual respect.

- Tailor Your Resume and Cover Letter: Ensure your application materials are specifically tailored to the Director, Revenue Excellence role, highlighting your experience in GTM system design, pipeline generation, and enablement.

• Prepare Examples of GTM Systems You've Built: Be ready to discuss specific examples of GTM systems you've designed and operationalized, including the challenges you faced and the outcomes you achieved.
• Showcase Your Understanding of AI in GTM: Demonstrate your knowledge of how AI can be leveraged in GTM workflows, including prospecting, deal inspection, and workflow automation, and be prepared to discuss potential use cases.
• Demonstrate Your Ability to Influence Without Authority: Provide examples of times when you've driven change through influence, rather than direct authority, and explain how you built consensus and support for your ideas.
• Be Prepared to Discuss Your Experience with Data-Driven Decision Making: Show how you've used data to inform GTM strategy and execution, and be ready to discuss your experience with tools like Excel and other data analysis software.
• Research the Company Culture: Understand Lattice's values, mission, and culture, and be prepared to discuss how your skills and experience align with these aspects.
• Practice Your Storytelling Skills: Be prepared to tell compelling stories about your achievements and the impact you've made in previous roles, highlighting your ability to drive revenue growth and improve sales productivity.