Senior Director, Sales Effectiveness, Analytics & Training

About KARL STORZ

From the operating room to surgery centers-and everywhere in between-KARL STORZ North America is a global leader in medical technology and advanced visualization solutions. We design specialty innovations, smart instruments and devices, integrated ecosystems, and intelligent imaging-to build a more connected, software-enabled operating room.

As an independent, family-owned MedTech company, we ambitiously think in generations instead of quarters to improve patients' lives around the world.

About the Role

KARL STORZ is seeking a transformational commercial leader to build and lead our newly established Sales Effectiveness, Analytics & Training (SEAT) organization. Reporting to the Executive Director, Revenue Operations, this role will define how KSUS Commercial sells by creating a unified, methodology-driven selling system that integrates sales training, enablement, analytics, CRM strategy, and manager effectiveness.

Leading a team of approximately 15 professionals supporting nearly 350 sales representatives and 40 frontline managers, the Senior Director will architect the future-state commercial operating model, ensuring every enablement investment, technology decision, and sales process improvement drives measurable revenue outcomes.

What You'll Do

Build & Lead the SEAT Function

• Establish the vision, operating model, and 3-5-year roadmap for the SEAT organization.
• Lead and develop high-performing teams across Sales Methodology, Training & Instructional Design, Sales Analytics, and CRM Strategy.
• Create a scalable, integrated enablement framework that aligns selling behaviors, tools, coaching, and analytics.
• Deliver strategic insights and recommendations to Commercial Leadership and Executive Leadership teams.

Drive Sales Methodology Excellence

• Own the selection, deployment, and governance of a unified commercial selling methodology.
• Ensure consistent execution of opportunity stages, sales processes, and pipeline management practices across business lines.
• Develop frameworks that balance enterprise consistency with business-specific selling needs.
• Measure adoption and effectiveness through revenue, behavior, and performance outcomes.

Elevate Manager & Seller Performance

• Build a best-in-class sales manager enablement program focused on coaching excellence.
• Implement structured approaches for pipeline reviews, deal coaching, performance management, and manager certification.
• Evolve the Field Training Specialist program into a strategic methodology reinforcement capability.
• Accelerate seller productivity, skill development, and commercial execution.

Lead Commercial Analytics & CRM Strategy

• Create a closed-loop operating system that connects methodology adoption, pipeline health, targeting effectiveness, and business performance.
• Partner with the Global CRM organization to align Salesforce strategy with commercial objectives.
• Ensure CRM tools enable disciplined sales execution, forecasting, and pipeline management rather than simply reporting activity.
• Develop measurement frameworks that connect enablement investments directly to revenue outcomes.

Advance Commercial Technology & Innovation

• Lead strategy and governance for the sales technology ecosystem, including CRM, LMS, enablement platforms, and AI-driven coaching tools.
• Evaluate and implement technologies that improve sales effectiveness and manager capability.
• Align technology investments to business priorities, adoption milestones, and measurable impact.
• Drive innovation that enhances commercial productivity and scalability.

Partner Across the Enterprise

• Partner closely with Sales Leadership, Marketing, HR, Revenue Operations, and Global CRM teams.
• Define clear ownership models between Marketing and SEAT for content, messaging, training, and seller readiness.
• Collaborate with HR on competency models, talent development, hiring profiles, and career frameworks.
• Serve as a key leader within the broader Revenue Operations organization.

What You Bring

Required

• Bachelor's degree required.
• 12+ years of experience in sales leadership, sales enablement, sales effectiveness, or revenue operations within medical device, medtech, life sciences, or comparable B2B organizations.
• 7+ years of sales management experience, including recent leadership responsibility.
• Experience within surgical technology, capital equipment, endoscopy, visualization, or related healthcare markets.
• Strategic expertise with Salesforce, learning management systems, and commercial technology ecosystems.
• Demonstrated success influencing executive stakeholders and leading cross-functional initiatives.
• Strong leadership, organizational change management, and team development capabilities.
• Ability to travel and maintain all required hospital and healthcare facility credentials.

Preferred

• MBA or equivalent advanced degree.
• Experience implementing enterprise sales enablement platforms such as Highspot, Seismic, or Mindtickle.
• Experience deploying AI-enabled coaching, training, or sales productivity tools.
• Demonstrated success implementing and scaling a structured sales methodology such as Miller Heiman, Challenger, MEDDIC, Sandler, or similar frameworks.

Leadership Scope

• Leads a team of approximately 15 employees across four functional pillars.
• Directly manages five leaders and their respective teams.
• Oversees a multimillion-dollar enablement, analytics, and technology investment portfolio.
• Drives strategic decisions impacting commercial execution across all KSUS business lines.

What Will Make You Successful

• You think like a business leader, not an enablement leader. You measure success through revenue growth, pipeline health, productivity, and sales outcomes rather than training activity.
• You are a systems thinker. You can connect methodology, coaching, analytics, technology, and talent development into a unified commercial operating model.
• You are an influential executive partner. You build alignment across senior leaders and drive meaningful change in complex, matrixed organizations.
• You thrive in transformation environments. You can create structure, scale teams, and lead enterprise-wide initiatives that change how an organization sells.
• You balance strategy with execution. You can define a long-term vision while ensuring practical adoption and measurable results.

Why KARL STORZ?

Join KARL STORZ and be part of a team creating medical innovations that truly make a difference. Beyond technology, you'll be part of a culture that values talent as its greatest asset, empowering you to contribute to a mission that improves patient care worldwide.

Ready to make an impact? Apply to be our next Senior Director, Sales Effectiveness, Analytics & Training and help us build the future of MedTech together.

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