Sr. Director, Sales Messaging Intelligence

Descriere

Sr. Director, Sales Messaging Intelligence

Role Summary

The Sr. Director, Sales Messaging Intelligence will lead the evolution of Sales Messaging into an insight-led, AI-validated function that improves seller effectiveness, strengthens buyer engagement, and drives measurable pipeline impact.

This leader will own the strategy, operating model, and execution for enterprise sales messaging across Business Units. The role is responsible for turning buyer insights, conversation intelligence, win/loss data, and market signals into scalable messaging frameworks, seller guidance, and AI-enabled sales motions.

The Sr Director will lead a multidisciplinary team responsible for messaging strategy, insights, AI quality assurance, content architecture, and design ensuring sellers and AI tools deliver accurate, relevant, differentiated messaging at scale.

This role moves Sales Messaging from a traditional content support function to a modern Sales Messaging Intelligence function focused on:

Buyer insight
Messaging performance
AI quality
Enterprise scale
Revenue impact

Key Responsibilities

Lead the Sales Messaging Intelligence Strategy

Own the enterprise sales messaging strategy across market segments and Business Units.
Build and govern a consistent messaging architecture, including value propositions, differentiators, claims, proof points, talk tracks, playbooks, and seller-facing guidance.
Shift the function from reactive content creation to proactive, insight-driven messaging recommendations tied to BU priorities and pipeline outcomes.

Translate Buyer and Sales Insights into Action

Use Gong, win/loss data, buyer signals, competitive insights, and market trends to identify what messages resonate, why deals progress or stall, and where seller behavior needs to change.
Deliver clear recommendations to Sales and BU leadership, including “start / stop / optimize” guidance.
Establish quarterly BU messaging reviews and executive-ready insights tied to performance, adoption, and business impact.

Lead AI Messaging Quality and Governance

Own the quality, accuracy, relevance, tone, and compliance of AI-generated seller messaging.
Establish ongoing QA processes for seller-facing AI tools, including output testing, hallucination detection, prompt optimization, grounding, and regression testing.
Partner with Product, Legal, Data, AI platform teams, Sales Ops, and Enablement to resolve messaging, compliance, or tool behavior issues.

Build and Lead the FY27 Team Model

Lead a team that includes Messaging Strategists, Insights Analysts, AI Messaging Specialists, Content Architects, and design support.
Ensure clear roles, decision rights, intake processes, prioritization, SLAs, and delivery cadences.
Create a continuous improvement loop across insights, messaging strategy, AI quality, content governance, seller feedback, and performance measurement.

Scale Messaging Through Systems and Content Governance

Oversee the creation of structured, reusable, AI-ready messaging content.
Establish taxonomy, metadata, version control, source-of-truth standards, and content lifecycle governance.
Ensure approved messaging is easy for sellers to find, use, and trust across the sales tech stack.

Drive Cross-Functional Alignment

Serve as the primary sales messaging partner to BU Sales Leadership, Sales Operations, Marketing, Product Marketing, Enablement, and Communications.
Clarify ownership between Sales Messaging, Marketing, and Product Marketing while ensuring consistent narratives across GTM motions.
Represent the seller voice in message development, sales plays, AI outputs, and market-triggered messaging needs.

Measure Business Impact

Define and manage KPIs for messaging effectiveness, seller adoption, AI output quality, content utilization, pipeline influence, and win/loss improvement.
Build dashboards and executive readouts that show messaging impact and areas for optimization.
Use performance data to refine messaging, retire low-value guidance, and scale proven narratives.

What Success Looks Like

Sellers have clearer, more consistent, and more effective messaging.
BU leaders trust Sales Messaging as a strategic partner, not a content request desk.
Messaging decisions are backed by buyer data, conversation intelligence, and measurable outcomes.
AI-generated seller messaging is accurate, compliant, differentiated, and trusted.
The organization has a repeatable operating model for turning insights into seller action at scale.

Experience and Qualifications

10+ years of experience in Sales, Sales Operations, GTM Strategy, Sales Enablement, Messaging, or related commercial leadership roles.
Ability to travel 25% of the time
Proven ability to lead cross-functional teams in a matrixed enterprise environment.
Strong understanding of sales messaging, buyer engagement, sales methodology, and value-based selling.
Experience with conversation intelligence, sales engagement platforms, CRM, content platforms, and GenAI-enabled seller tools.
Demonstrated ability to turn data and insights into practical sales strategies, messaging frameworks, and measurable business outcomes.
Strong executive presence with the ability to influence senior Sales, Marketing, Product, and Operations leaders.
Excellent communication, prioritization, project management, and change leadership skills.

Preferred Experience

Experience with Gong, Salesforce, Seismic, ZoomInfo, sales engagement platforms, Copilot or other GenAI-supported seller tools.
Experience with Corporate Visions or similar sales messaging methodologies.
Background in AI governance, prompt optimization, content systems, taxonomy, or sales content operations.
Experience building dashboards, scorecards, experimentation models, or win/loss insight programs.

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Base salary offers for this position may vary based on factors such as location, skills, and relevant experience. Some positions may include additional compensation in the form of bonus, equity or commissions. We offer the following benefits: Medical, Dental, Vision, Life Insurance, Matched Retirement Savings, Wellness Program, Short-and Long-Term Disability, Charitable Contribution Match, Holidays, Personal Days & Vacation, Paid Volunteer Time Off, and more. The compensation for this role is USD $131,700.00 - USD $245,500.00 / Year*

*Actual compensation will not be less than the applicable minimum wage or minimum exempt salary requirement under federal, state and local laws.

A little about ADP: We are a comprehensive global provider of cloud-based human capital management (HCM) solutions that unite HR, payroll, talent, time, tax and benefits administration and a leader in business outsourcing services, analytics, and compliance expertise. We believe our people make all the difference in cultivating a down-to-earth culture that embraces our core values, welcomes ideas, encourages innovation, and values belonging. We've received recognition for our work by many esteemed organizations, learn more at ADP Awards and Recognition.

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