Senior Manager, Field Onboarding, Sales Development

Role Overview

• Design and execute a comprehensive onboarding and development strategy for internal sales teams, partner sellers, and sales leaders across the GEO
• Ensure new sellers’ ramp quickly, existing sellers continue to strengthen critical selling capabilities, and sales leaders are equipped to drive consistent execution and performance
• Build structured learning journeys that enable sellers and partners to confidently execute the company’s sales motion, leverage core sales plays and methodologies, and accelerate pipeline creation and revenue growth
• Own and evolve the end-to-end onboarding experience for internal sellers and partner sellers across the GEOs
• Develop structured onboarding programs that accelerate ramp time, pipeline contribution, and quota productivity
• Ensure onboarding equips sellers and partners with the knowledge and skills required to execute the company’s sales motion, sales plays, and platform strategy
• Partner with channel leadership to ensure partner sellers have consistent onboarding and readiness experiences that support partner-led growth
• Build ongoing development programs focused on critical selling capabilities including discovery, deal qualification, value articulation, negotiation, and executive conversations
• Drive adoption of core sales methodologies and frameworks (e.g., MEDDPICC) within onboarding and continuous learning journeys
• Identify skill gaps through collaboration with sales leadership and implement targeted development programs that improve field performance
• Build upon and deliver development programs for frontline and second-line sales leaders
• Equip managers with practical tools for pipeline management, forecasting discipline, performance management, and coaching
• Enable leaders to drive consistent execution and accountability across the field
• Partner with Product Marketing, Technical Teams, and subject matter experts to ensure sellers are equipped with the knowledge required to effectively position and sell the portfolio
• Collaborate with technical enablement leaders to integrate sales and technical onboarding frameworks while maintaining clear ownership boundaries
• Align with Marketing, Sales Operations and Sales Leadership to ensure programs support current business priorities and go-to-market strategy
• Build structured learning paths aligned to role, experience level, and sales motion
• Develop scalable onboarding and development programs that leverage workshops, digital learning, cohort-based learning, and real-world application
• Ensure programs are continuously refreshed to reflect evolving sales strategies and market priorities
• Establish clear metrics and dashboards to measure the effectiveness of onboarding and development programs
• Track and report impact on key outcomes including: ramp time reduction, time to first deal, time to pipeline productivity, sales productivity and quota attainment, partner seller readiness and engagement
• Continuously improve programs based on field feedback and performance data.

Requirements

• 10+ years of experience in Sales Enablement, Sales Readiness, Sales Onboarding/Training, or related roles
• Proven experience designing and scaling sales onboarding and development programs
• Strong understanding of commercial and enterprise sales motions and partner/channel ecosystems
• Experience in enabling sales methodologies such as MEDDPICC and similar frameworks
• Demonstrated ability to partner with senior sales leaders and influence field execution
• Strong program leadership, stakeholder management, and change management capabilities
• Data-driven mindset with experience measuring enablement impact on business outcomes.

Benefits

• Inclusion is one of our core values and in our DNA. We are committed to fostering an inclusive workplace that embraces our differences and creates an atmosphere where all our employees thrive because of their differences, not in spite of them.