Sales Coach

3 hours, 9 minutes ago
Full-time
Senior
Sales and Business Development
Higher Logic

Higher Logic

Higher Logic develops cloud-based community software that enables organizations to create secure online spaces for individuals to connect, share ideas, and engage in meaningful conversations.

Internet Software & Services
251-1K
Founded 2007
$55M raised

Description

  • Coach Account Executives, Account Managers, and other customer-facing sellers through call reviews, observation, role plays, and development plans.
  • Help sellers improve discovery, solution selling, objection handling, product positioning, executive conversations, negotiation, and opportunity advancement.
  • Provide practical feedback sellers can apply to active deals and future customer conversations.
  • Facilitate onboarding sessions, workshops, practice exercises, and other learning experiences for new and tenured sellers.
  • Partner with Sales Leadership to identify skill gaps, set development priorities, and reinforce coaching practices.
  • Work with the People Team and Sales Leadership to build and improve repeatable onboarding, coaching, and certification programs.
  • Develop and maintain coaching guides, playbooks, certification materials, and other sales enablement resources.
  • Promote consistent use of Higher Logic’s sales methodology in real customer situations.
  • Collaborate with Product, Engineering, Marketing, and Revenue Operations to keep coaching materials aligned with product, messaging, and business priorities.
  • Review onboarding progress, coaching outcomes, seller feedback, ramp time, and sales performance indicators to recommend improvements.

Requirements

  • 5+ years of successful quota-carrying experience in B2B SaaS sales, including experience as an Account Executive.
  • Demonstrated success with consultative, solution-based selling.
  • Experience navigating complex sales conversations, including objection handling, executive engagement, consensus building, and gaining commitment.
  • Prior experience coaching, mentoring, or informally developing sales professionals.
  • Ability to assess sales conversations and provide clear, actionable feedback.
  • Experience working with Sales Leaders to reinforce expectations and selling behaviors.
  • Strong presentation, facilitation, written communication, organization, and project management skills.
  • Working knowledge of adult-learning practices; instructional design experience is helpful but not required.
  • Experience using CRM and conversation-intelligence platforms; familiarity with learning management and sales enablement systems is preferred.
  • Experience developing onboarding, coaching, certification, or other repeatable sales development programs is strongly preferred.

Interested in this position?

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