Senior Manager, Sales Performance

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

📋 Description

• Oversee the development, documentation, and ongoing enhancement of the Provider Sales process, from prospecting and qualification to closed-won and onboarding transition.

• Establish objectives for each sales stage, including entry and exit criteria, qualification benchmarks, and indicators of customer commitment.

• Convert sales methodologies into actionable sales activities, discovery and qualification tools, opportunity reviews, and coaching materials.

• Set expectations for the adoption of processes across various sales roles and activities.

• Take ownership of business and enablement needs related to sales technology, tools, and workflows.

• Collaborate with Sales Operations and IT to convert business requirements into system specifications and prioritize enhancements.

• Assess tool adoption, utilization, effectiveness, and gaps; suggest improvements or consolidations.

• Act as the primary resource for enabling sellers in the use of commercial technology.

• Work alongside Marketing and Sales Leadership to refine outreach strategies, messaging templates, follow-up rhythms, and seller training.

• Evaluate funnel and stage performance, conversion rates, time spent in each stage, stalled opportunities, win/loss trends, and forecast accuracy.

• Analyze performance trends and uncover underlying gaps through quantitative analysis, opportunity assessments, call observations, and feedback from managers.

• Create dashboards with Sales Operations to make stage performance and methodology adoption actionable.

• Convert insights into specific action plans.

• Engage in forecast discussions, pipeline evaluations, and quarterly business reviews (QBRs).

• Assess the impact of training, resources, and process enhancements on seller behaviors and business outcomes.

• Design and conduct onboarding and ongoing training sessions.

• Develop resources for sellers, including coaching guides, opportunity review tools, playbooks, process documentation, and job aids.

• Evaluate seller proficiency through role-playing, opportunity assessments, and practical use of sales tools.

• Collaborate with Marketing, Customer Success, onboarding teams, Sales Leadership, Sales Operations, and Enablement to ensure alignment of workflows, handoffs, data quality, and improvement priorities.

⛳️ Requirements

• 7+ years of relevant experience in sales enablement, sales effectiveness, sales operations, or B2B sales, with direct responsibility for sales process enhancement and seller adoption.

• Proven ability to translate a sales methodology into actionable seller behaviors, qualification standards, stage entry and exit criteria, and coaching tools for managers.

• Strong analytical skills with experience in interpreting sales data, assessing funnel and stage performance, and translating results into actionable recommendations.

• Proficient in Salesforce and other commercial sales tools.

• Advanced Excel skills for sales data analysis and performance trend identification.

• Practical experience in enabling sales teams through technology, including workflow development, user training, adoption measurement, and evaluation of tool effectiveness.

• Demonstrated ability to identify performance gaps and create targeted training, playbooks, job aids, and coaching resources.

• Experience in designing and delivering training, including evaluating practical applications and reinforcing adoption.

• Hands-on experience in implementing or reinforcing sales methodologies.

• Direct experience in B2B selling or frontline sales management.

• Experience supporting various sales motions, customer segments, or complex sales involving multiple stakeholders.

• Background in healthcare, healthcare technology, or provider-focused sales.

• Familiarity with business intelligence or conversation intelligence tools.

• Strong ability to collaborate across functions and influence decisions without direct authority.

• Capable of managing initiatives from diagnosis to implementation, communicating changes effectively, and measuring their impact.

🏝️ Benefits

• Competitive compensation.

• Flexible time off to rejuvenate.

• Hybrid work options available.

• Resources for mental and emotional wellness.

• 401K plan.

• A comprehensive suite of modernized benefits and cultural perks.

• A positive and supportive work environment.