Senior Director, Sales Effectiveness, Analytics & Training
El Segundo, CA, US, 90245
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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KARL STORZ is committed to maintaining a safe work environment for our employees and customers. Most field-based roles at KARL STORZ require hospital credentialing/health screens as a condition of employment. Credentialing can include required vaccinations, health screens & other requirements as outlined by our customers. During the interview process, we encourage you to ask how credentialing/health screens may impact the role you are seeking and if you require any reasonable accommodations regarding these requirements.
The pay range and/or hourly pay rate listed is a good faith determination of potential base compensation that may be offered to a successful applicant for this position at the time of this job posting and may be modified in the future. When determining a specific team member’s base salary and/or hourly pay rate, several factors will be considered including such things as location, specialty, service line, years of relevant experience, education, professional credentials, internal equity, and the amount budgeted for the role.
KARL STORZ is committed to creating an inclusive space where employees are valued for their skills and unique experiences. To achieve this goal, we are committed to diverse voices, and all applicants will receive consideration without regard to race, color, sex, national origin, disability, veteran status, or any other protected characteristic. KARL STORZ is also committed to providing reasonable accommodations during our recruitment process. Should you need assistance or accommodation please email us at taoperations@karlstorz.com.
Nearest Major Market: Los Angeles