Sales Excellence Manager

Role Overview

• Design and manage structured 30/60/90-day onboarding programs for AEs and BDRs
• Define ramp milestones tied to time-to-first SQL and first closed-won
• Build certification programs for discovery, demo, and pricing conversations
• Continuously improve ramp speed and new hire productivity
• Maintain and evolve sales playbooks and onboarding materials
• Define and enforce clear stage exit criteria in CRM
• Ensure alignment between documented sales process and actual rep behavior
• Conduct regular pipeline audits to improve qualification, next steps, and deal progression
• Improve stage conversion rates and reduce opportunity aging
• Partner with RevOps to improve data integrity and reporting reliability
• Regularly analyze sales calls in Gong/Jimminy to identify coaching themes and systemic gaps
• Assess discovery quality, objection handling, multithreading, and pricing discipline
• Translate insights into targeted enablement programs and coaching frameworks
• Own and facilitate weekly revenue enablement sessions
• Develop a rolling enablement roadmap informed by pipeline data, win/loss trends, and call analysis
• Coordinate cross-functional contributors (Product, Marketing, CS, Leadership)
• Ensure enablement drives measurable behavior change—not just knowledge transfer
• Lead internal enablement for new product launches
• Update ICP definitions, positioning, discovery guides, and competitive messaging
• Certify reps before active selling
• Monitor adoption, pipeline creation, and stage conversion post-launch
• Create structured feedback loops between Sales and Product
• Own planning and execution of two annual revenue team offsites
• Design agendas focused on performance acceleration, skill development, and strategic alignment
• Partner with CRO and leadership to translate company strategy into actionable field execution
• Ensure clear follow-through and measurable outcomes from offsite initiatives

Requirements

• 5–8+ years in B2B SaaS sales, enablement, or revenue operations
• Prior experience as an AE, sales leader, or revenue-facing operator strongly preferred
• Proven success building or scaling onboarding and enablement programs
• Strong understanding of pipeline management, stage conversion, and forecast discipline
• Experience with Gong (or similar call intelligence platforms)
• Hands-on CRM experience (HubSpot, Salesforce, etc.)
• Data-driven mindset with ability to translate insights into action
• Strong facilitation skills and executive presence
• Highly organized, execution-oriented, and comfortable in a fast-growth environment

Tech Stack

• SQL

Benefits

• Medical, dental, and vision insurance
• HSA, FSA, and DCFSA
• Long
• and short-term disability insurance
• Free basic life insurance
• Generous paid time off policy
• Paid holidays: 7 per year + 1 floating holiday
• Maternity Leave
• 401(k) with company match
• Employee Assistance Program