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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