As Director of Sales Excellence supporting the Search and Audience Advertising Sales organization, you will lead a team of high-performing Sales Excellence specialists. This role combines strategic leadership, operational rigor, and people development to drive sales effectiveness and business growth. You will serve as a trusted advisor to senior sales leadership, foster a culture where your team can thrive, and build strong partnerships across a highly matrixed organization.
This opportunity allows you to shape the future of digital advertising sales through cross-functional collaboration, coaching for impact, and defining growth strategies. You will sharpen your skills in driving executional excellence and advocating for your team's success.
Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
Starting January 26, 2026, Microsoft AI (MAI) employees who live within a 50-mile commute of a designated Microsoft office within the US, or a 25-mile commute of a non-US, country specific location are expected to work from the office at least four days per week. This expectation is subject to local law and may vary by jurisdiction.
Responsibilities
Strategic Planning
Lead semi-annual sales planning, forecasting, and budgeting processes, setting clear sales targets and Go-to-Market strategies aligned with business objectives.
Coordinate with cross-functional leaders to integrate accountabilities for unified execution.
Analyze market trends and internal performance data to benchmark results and uncover new revenue opportunities.
Use insights on key drivers, risks, and industry dynamics to adjust strategy and recommend actions that will accelerate growth or mitigate gaps.
Recommend actions to accelerate growth and mitigate risks based on internal and external insights.
Extending Executive Capacity
Serve as an internal advocate and extension of Sales leadership.
Advise on business management areas such as employee engagement, resource planning, change management, and team performance.
Sales Enablement
Implement enablement programs that equip sellers with tools, training, and content to improve productivity.
Drive adoption of CRM tools and gather feedback to enhance usability and effectiveness.
Roll out sales initiatives and product launches consistently across teams to capitalize on opportunities.
Support sales managers with playbooks and best practices for opportunity management (e.g., upsell, cross-sell, renewals).
Partner with Marketing, Product, and Operations to develop scalable sales programs that address customer needs.
People Leadership
Inspire and manage a team of Sales specialists, setting a clear vision and expectations.
Set a vision and clear expectations, and model a culture where the team delivers their best work.
Foster an inclusive and collaborative culture that values diversity and empowers team members.
Champion employee engagement initiatives such as mentorship and recognition programs to build a motivated, high-performing team.
Advocate for team needs and remove roadblocks in partnership with senior leadership.
Attract, recruit, and retain top talent for the Sales Excellence team.
Analytics & Reporting
Oversee sales analytics and business intelligence to inform strategy and decision-making.
Monitor key performance metrics and provide regular reporting to stakeholders (pipeline health, revenue, quota attainment).
Lead rhythm-of-business reviews including forecast calls, monthly reviews, and quarterly readouts.
Highlight insights, risks, and corrective actions to drive accountability and performance.
Ensure data integrity in CRM systems and enforce strong data governance practices.
Process Optimization
Continuously improve sales processes and workflows to increase efficiency and eliminate bottlenecks.
Enforce discipline in pipeline hygiene, account planning, and forecasting cadences.
Identify opportunities to automate or streamline sales tasks to increase customer-facing time.
Oversee regional design, quota setting, and incentive compensation in partnership with relevant teams.
Implement best practices consistently across regions and champion continuous process improvement.
Culture & Values
Embody and promote Microsoft's culture and values in all aspects of leadership and team engagement.
Qualifications
Required/minimum qualifications
8+ years experience with active participation in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience.
5+ years of experience using data to drive business outcomes or inform business decisions.
5+ years of experience managing relationships with stakeholders, clients, and/or customers.
3+ years people management experience.
Additional or preferred qualifications
Bachelor's Degree in a related field.
5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.
5+ years of experience with data-based storytelling that has impacted organizational strategy.
5+ years of experience in strategic business planning, including market analysis, resource modeling, and service level definition.
3+ years of experience developing incentive or performance acceleration programs with measurable uplift in key metrics.
Sales Excellence M5 - The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $165,600 - $272,300 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay
Microsoft will accept applications for the role until September 26, 2025.
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Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .
