Sales Coach

This is a fully remote position, open to applicants in United States.

📋 Description

• Mentor sales professionals through call evaluations, observations, role-playing exercises, and personalized development plans to enhance their sales skills and execution.

• Assist sellers in refining their abilities in discovery, solution selling, objection management, product positioning, executive dialogues, negotiation, and opportunity progression.

• Offer targeted, actionable feedback relevant to current opportunities and future customer interactions.

• Conduct onboarding sessions, workshops, practice activities, and learning experiences for both new and experienced sellers.

• Collaborate with Sales Leadership to identify skill deficiencies, suggest development priorities, and strengthen coaching methodologies.

• Work in conjunction with the People Team and Sales Leadership to design and enhance onboarding, coaching, and certification initiatives.

• Create coaching materials, playbooks, certification documents, practice activities, and other sales tools.

• Advocate for the consistent application of Higher Logic’s sales methodology in client engagements.

• Collaborate with Product, Engineering, Marketing, and Revenue Operations to ensure coaching resources remain up-to-date.

• Monitor onboarding progress, coaching results, seller feedback, ramp-up times, and sales performance metrics to suggest enhancements.

• Conduct business in alignment with Higher Logic's policies and procedures.

• Carry out additional responsibilities as assigned.

⛳️ Requirements

• In-depth understanding of B2B solution selling and the ability to guide sellers through every stage of the sales process.

• Comprehensive grasp of discovery, qualification, objection management, executive engagement, consensus building, negotiation, and closing strategies.

• Capacity to evaluate sales discussions, pinpoint performance challenges, and deliver clear, actionable feedback.

• Strong coaching and mentoring capabilities tailored to various experience levels, learning preferences, and sales scenarios.

• Ability to build credibility with seasoned sales professionals and influence their performance without direct authority.

• Excellent presentation and facilitation skills for both virtual and in-person coaching, workshops, and practice sessions.

• Skill in translating complex products and technical ideas into straightforward, customer-oriented sales communications.

• Ability to identify performance trends and link developmental efforts with sales results.

• Competence in transforming coaching insights into practical resources and reproducible strategies.

• Exceptional written communication, organization, and project management abilities.

• Familiarity with effective adult learning techniques; experience in instructional design is a plus but not mandatory.

• Proficient in using CRM and conversation intelligence platforms; familiarity with learning management and sales enablement systems is preferable.

• Over 5 years of proven quota-carrying experience in B2B SaaS sales, including roles as an Account Executive.

• Proven success with consultative, solution-oriented sales methodologies.

• Experience managing complex sales discussions, objection handling, executive engagement, consensus building, and securing customer commitment.

• Previous experience in coaching, mentoring, or informally developing sales professionals.

• Demonstrated capability to evaluate sales dialogues and provide actionable feedback.

• Experience collaborating with Sales Leaders to reinforce expectations, sales methodologies, and selling practices.

• Experience in developing onboarding, coaching, certification, or scalable sales development programs is strongly preferred but not essential.

• Background in selling within a SaaS or technology environment and utilizing CRM and conversation intelligence tools is preferred.

🏝️ Benefits

• Competitive salary and commission structure.

• Comprehensive health, dental, and vision insurance.

• Flexible working hours and remote work options.

• Opportunities for professional development and career advancement.

• Supportive and collaborative team environment.