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About the Role

As Director of Sales Excellence, you will lead the Segmentation program at Microsoft Advertising (MSA), holding end-to-end accountability for the Segmentation Strategy. You will shape segmentation strategy, translate business priorities into client movement that fuels growth, and leverage data-driven insights to refine strategy and guide executive decision-making. This role serves as a trusted advisor to senior leaders and is accountable for building a robust measurement framework to determine program effectiveness.

Responsibilities

Own and evolve the Segmentation framework that underpins coverage, capacity, and resource-allocation decisions.
Synthesize strategic direction, market insights, investment priorities, and field feedback into a scalable, actionable model.
Ensure the model stays aligned to business strategy and is operationally viable for Sales Planning.
Translate segmentation strategy into coverage and capacity recommendations.
Develop analytical models that connect segments to seller deployment, account coverage, territory design, and capacity scenarios.
Partner with Investment Planning and business leaders to inform resource-allocation decisions.
Drive cross-functional alignment as the central coordination point across business teams, engineering, product, Global Commercial Strategy and Operations (GCSO), the MSA Leadership and field stakeholders.
Gather inputs, reconcile competing perspectives, and build consensus on segmentation decisions and tradeoffs.
Build the signals, modeling, and assessment processes that collect inputs, test and refine models, and evaluate outcomes.
Continuously improve the framework as business needs evolve.
Enable downstream planning by partnering with Sales Planning and related teams.
Ensure segmentation outputs can be operationalized through book setting, quota setting, capacity planning, and other planning motions.

Requirements

Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 7+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience.
5+ years experience using data to drive business outcomes or inform business decisions.
5+ years experience managing relationships with stakeholders, clients, and/or customers.
Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 12+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience.
5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.
Experience with Sales Planning, segmentation, quota setting, or related sales operations functions in a global or highly matrixed sales organization.
Demonstrated success translating business strategy into scalable operating models, programs, and governance frameworks that drive measurable business outcomes and inform future strategic decisions.
Proven ability to influence senior executives, and navigate ambiguity, balancing competing stakeholder priorities to make high-impact business decisions.
Experience leveraging AI, automation, data, or process redesign to transform business operations and improve organizational effectiveness.

Work Type

Hybrid

Experience Level

Director
IC5

Education Level

Bachelor's Degree

Salary/Compensations

USD $130,900 - $251,900 per year (U.S. typical base pay range)
USD $165,600 - $272,300 per year (San Francisco Bay area and New York City metropolitan area)

Benefits

Certain roles may be eligible for benefits and other compensation.

About the Company

Microsoft Advertising is a worldwide Sales, Marketing and Operations organization on the cutting edge of the digital advertising industry.
Microsoft Advertising offers a compelling portfolio of advertising products, innovative solutions and the opportunity to engage with some of the brightest minds in the digital space while contributing meaningfully to our purpose of innovating a new world of advertising possibilities to empower growth for all.
Microsoft Advertising is the destination for experienced, collaborative, and passionate digital advertising professionals seeking a rewarding career and lifestyle.
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.

Equal Opportunity

Microsoft is an equal opportunity employer.
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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.