Senior Manager, Academy Sales

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

📋 Description

• Lead, mentor, and develop Duarte’s Academy sales team to meet and surpass revenue objectives.

• Guide sellers through active opportunities, encompassing call evaluations, deal strategies, pricing, proposal creation, account planning, pipeline assessments, and real-time client discussions.

• Assist sellers in enhancing their consultative selling skills, maneuvering through intricate buying environments, and cultivating trusted relationships with HR, Learning & Development, Talent, Communications, and executive clients.

• Propel team revenue performance and enhance win rates, average deal sizes, average order values, retention, and sales-cycle efficiency.

• Facilitate sales meetings, provide individual coaching, conduct pipeline inspections, and lead forecast and business reviews.

• Ensure Salesforce serves as the definitive source for pipeline health, forecasting, account activities, and opportunity advancement.

• Uphold data integrity and deliver precise weekly, monthly, quarterly, and annual forecasts.

• Identify risks in the pipeline, growth prospects, resource requirements, and coaching focuses.

• Spearhead the team’s outbound initiatives and cultivate new opportunities and relationships.

• Recruit, onboard, coach, and nurture sales talent.

• Develop and sustain a pipeline of prospective sales talent.

• Create developmental plans and milestones for sellers requiring support and growth opportunities for top achievers.

• Hold sellers responsible for their activities, pipeline development, opportunity progression, and revenue achievement.

• Manage pricing and discount practices while coaching sellers on deal structures and business cases.

• Aid in the administration and calculation of sales commissions.

• Collaborate with Duarte’s commercial leadership to implement sales strategies and organizational objectives.

• Work together with Marketing, Sales Operations, Customer Success, Delivery, Operations, Finance, and other teams.

• Contribute to the evolution and enhancement of Duarte’s enterprise sales methodologies and operational practices.

⛳️ Requirements

• Minimum of 8 years of successful B2B sales experience in selling learning, leadership development, talent development, organizational effectiveness, communications, consulting, professional services, or similarly complex solutions.

• At least 5 years of experience selling to and coaching sellers who support HR, Learning & Development, Talent Management, Organizational Development, Communications, or executive leadership clients.

• A minimum of 3 years of experience as a frontline sales manager overseeing individual sellers in an enterprise or consultative sales setting.

• Proven success in managing and coaching complex enterprise pursuits involving multiple stakeholders, executive buying groups, customized solutions, significant contract values, and lengthy sales cycles.

• Demonstrated ability to elevate seller performance through hands-on coaching, including call evaluations, deal inspections, opportunity strategies, account planning, pipeline reviews, and participation in executive meetings.

• Experience in coaching both new business acquisition and expansion within strategic enterprise accounts.

• Strong working knowledge of Salesforce, encompassing hands-on pipeline management, forecasting, opportunity assessment, and sales execution.

• Background in negotiating contracts and pricing, including discount decisions, non-standard terms, and defending sound commercial choices with clients and internal stakeholders.

• Proven ability to hold seasoned sales professionals accountable while fostering trust, credibility, and engagement.

• Exceptional coaching, communication, influence, and leadership skills, with a history of developing high-performing enterprise sellers.

• A keen interest in nurturing talent and enhancing performance through daily coaching in active opportunities.

• Capable of operating independently while effectively collaborating with senior leaders and cross-functional stakeholders.

• Ability to analyze data across various platforms and translate insights into actionable development priorities.

• Understanding of AI tools and their role in supporting research, resource creation, workflow improvements, seller effectiveness, sales-cycle efficiency, win rates, opportunity value, and retention.

• Proficient in reading, analyzing, and interpreting contracts, client requirements, business correspondence, sales documentation, and other job-related materials.

• Skilled in writing clear reports and correspondence.

• Capable of presenting effectively, addressing questions, and communicating recommendations clearly with customers, employees, leaders, and other stakeholders.

• Ability to address practical problems and manage various concrete variables in frequently changing situations.

• Competent in interpreting instructions provided in written, oral, diagrammatic, or schedule formats.

🏝️ Benefits

• Monthly stipends for health, wellness, and technology.

• 100% subsidized medical coverage for employees.

• 100% subsidized dental coverage for employees.

• 100% subsidized vision coverage for employees.

• Performance-based bonus.

• Profit-based bonus.