Overview
Empowering those who serve. At Microsoft, our U.S. Public Sector Industries (USPSI) team is dedicated to supporting mission-critical work across Federal, State and Local Governments, Education, and the Defense Industrial Base (DIB). Whether enabling secure digital classrooms, modernizing public infrastructure, or helping defense contractors transform operations, our work directly impacts national priorities and the lives of millions. If you're passionate about purpose-driven innovation, this is your opportunity to make a difference.
As a Director, Sales Excellence, you will play a pivotal role in enabling operational excellence across USPSI. You’ll support business execution through data-driven insights, business partner collaboration, and streamlined reporting. If you thrive at the intersection of analytics, collaboration, and execution—and you are passionate about supporting public sector outcomes, please apply.
This role offers flexible work arrangements, including the ability to work remotely up to 100% of the time.
The Director, Sales Excellence enables and drives consistent Sales Excellence practices across U.S. Public Sector Industries (USPSI) business to achieve revenue and growth objectives. In this role, you will develop a deep understanding of the Microsoft commercial operating model, forecasting and pipeline governance, and executive business rhythm — and will join a team that is actively transforming how Sales Excellence work gets done through AI-enabled tooling, automation, and agent-driven workflows. The Director, Sales Excellence will drive a predictable Rhythm of Business (ROB) with cross-functional teams to ensure quality four-quarter (4Q) rolling business outcomes.
You will need to be a strategic contributor who operationalizes strategy, drives pipeline rigor, increases seller productivity, and accelerates cultural transformation. You will also drive actionable outcomes, guide and optimize the sales process, partnering closely with Segment and sales leaders. You will partner directly with U.S. Public Sector Industries (USPSI) Sales Leadership and will interface broadly with Finance, Operations, and other key stakeholders across the USPSI business. In addition, you will also collaborate closely with Sales Excellence peers supporting U.S. Public Sector Industries (USPSI), fostering cross-OU knowledge sharing and consistency in execution standards.
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.
Responsibilities
Communicating with Impact - Articulate with internal and external business stakeholders in a clear and concise manner, ensure mutual objectives and priorities are presented to and understood by audiences to drive successful outcomes in sales engagements.
Managing Projects to Ensure Quality - Manage projects and ensure high-quality deliverables through strategic planning, execution, resource alignment, and quality control practices.
Business Rhythm Management – Support the execution of a predictable Rhythm of Business (ROB) in conjunction with our Sales & Enablement Organization Go To Market Managers and the OU SELs, including business reviews, scorecard tracking, and performance assessments.
Maximizing Business Opportunities - Utilize an understanding of business needs and opportunities across market, industry, and competition to effectively manage and prioritize business development opportunities.
Sales Execution Support – Reinforce sales excellence discipline and governance across USPSI, ensuring alignment with Microsoft’s sales methodology and public sector compliance standards.
Fostering Meaningful Relationships - Serve as a trusted advisor to managers and business partners—providing coaching, guidance, and best practices to enable their success and foster a culture of continuous improvement.
Identifying Solutions through an Analytical Lens– Distill complex data into actionable insights, fostering problem-solving that align with strategic business objectives.
Leveraging Tactics to Drive Sales Outcomes– Implement sales tactics and methodologies to drive sales outcomes that exceed targets through a strategic and value-based selling approach.
Other
- Embody our culture and values
Qualifications
Required 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
**Other Requirements: **
Ability to meet Microsoft, customer and/or government security screening requirements are required for this role. These requirements include, but are not limited to the following specialized security screenings:
- Citizenship & Citizenship Verification: This position requires verification of U.S. citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local United States governments agency customers and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet these legal requirements, citizenship will be verified via a valid passport.
- Microsoft Cloud Background Check: This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter.
**Preferred Qualifications **
- Experience supporting enterprise, public sector, or regulated industries.
- Familiarity with Microsoft sales motions, partner ecosystem, and planning processes.
- Experience driving large‑scale operational or sales transformation initiatives.
- Advanced proficiency with business performance tools and reporting platforms.
Sales Excellence IC5 - 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
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
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.**