Director, Sales Excellence

Mexico City

Full time

Job_Req_54817

Role Summary

We are seeking a high-impact Director of Sales Excellence to serve as a vital strategic bridge between our global sales organization’s people, processes, and technology. This role owns the systems, sales methodology, and operational cadences that allow sales, pre-sales, marketing, and finance to operate in complete synchronization - driving pipeline discipline, system adoption, deal velocity, and measurable commercial performance.

Built to enable and empower commercial teams rather than carry a direct quota, this position reflects DJE’s One Dow Jones and Life First principles of building organizational capability through people.

The Director will bridge value creation across Dow Jones Energy, leading hands-on coaching, streamlining GTM workflows, stripping administrative burden away from reps, and optimizing Salesforce and forecasting tools to drive predictable, sustainable growth.

Key Responsibilities

Sales Methodology & Enablement

Methodology Architecture: Design, build, and maintain the regional sales methodology across EMEA, APAC, and Global Accounts.

Enablement & Certification: Develop onboarding frameworks, continuous skill development training, and certification programs.

Value Messaging: Translate technical capabilities into clear, client-facing value propositions and business outcomes.

Playbook Development: Create actionable go-to-market playbooks and customer engagement frameworks for prospective and existing clients.

Pipeline, Systems & Operations

Pipeline Hygiene: Drive accountability, integrity, and data accuracy across the commercial organization through recurring cadence and clean-up calls.

Process Optimization: Map and streamline the end-to-end contracting workflow - specifically from verbal acceptance to issued formal client contract - to accelerate turnaround times.

Admin Burden Reduction: Leverage CRM automation and tracking tools to eliminate administrative overhead for the commercial team, maximizing active client-facing time.

Change Management: Lead change management for new tools, systems, and workflows to ensure long-term adoption across regions.

Performance, Analytics & Alignment

Commercial Insights: Translate raw data into actionable insights for commercial leadership and executive stakeholders.

Strategic Planning: Support Quarterly Business Review (QBR) preparations and oversee pricing playbook execution.

Cross-Functional Alignment: Coordinate cross-divisional account plans connecting sales, pre-sales, marketing, customer success, and finance.

Coaching & Leadership

Commercial Coaching: Deliver structured, value-focused coaching programs to commercial team members on process adoption, pipeline management, and deal execution.

Advisory Support: Serve as a trusted advisor to sales managers, identifying enablement gaps and delivering targeted solutions.

Background & Experience

15+ years of progressive commercial experience in global technology, enterprise SaaS, or complex commercial organizations, with a proven focus on GTM execution, client strategy, and sales coaching.

Track record of driving results within diverse, matrixed enterprise sales structures.

Hands-on experience driving operational synergies and bridging product/commercial value across complementary business entities (e.g., DJE and DJ).

Core Competencies & Technical Skills

Salesforce & RevOps Expertise: Deep operational mastery of Salesforce for pipeline management, opportunity staging, forecasting, and commercial reporting.

Client Engagement & Value Framing: Expert-level knowledge of value-based selling, consultative account discovery, and executive customer alignment strategies.

Coaching & Leadership: Certified or highly experienced in formal coaching methodologies (e.g., Business/Ontological Coaching, Situational Leadership) focused on long-term behavioral change and commercial accountability.

Global Perspective: Proven ability to adapt go-to-market strategies and commercial training across diverse regional cultures, markets, and client segments.

Reasonable Accommodation

We are committed to providing reasonable accommodation for qualified individuals with disabilities in our job application and/or interview process. If you need assistance or accommodation in completing your application or participating in an interview due to a disability, email us at talentresourceteam@dowjones.com. Please put "Reasonable Accommodation" in the subject line and provide a brief description of the type of assistance you need. This inbox will not be monitored for application status updates.

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Business Area: Dow Jones - Energy

Job Category: Sales

Union Status:

Non-Union role

Dow Jones is a global provider of news and business information, delivering content to consumers and organizations around the world across multiple formats, including print, digital, mobile and live events. Dow Jones has produced unrivaled quality content for more than 130 years and today has one of the world’s largest newsgathering operations globally.

It is home to leading publications and products including the flagship Wall Street Journal, America’s largest newspaper by paid circulation; Barron’s, MarketWatch, Mansion Global, Financial News, Dow Jones Risk & Compliance and Dow Jones Newswires. Dow Jones is a division of News Corp (Nasdaq: NWS, NWSA; ASX: NWS, NWSLV).

Req ID: 54817