Sales Coach

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Higher Logic

SiteLinkedInTodas as Vagas

201 - 500 funcionários

💼 Consultoria

📣 Marketing

☁️ SaaS

💰 $55.000.000 Private Equity Round em 2016-09

Consulting • Marketing • SaaS

A Higher Logic é um dos principais fornecedores de soluções de engajamento comunitário. Desde sua fundação em 2007, a empresa vem ajudando associações, empresas e organizações a construir e gerenciar suas comunidades online. Suas plataformas, Higher Logic Thrive e Higher Logic Vanilla, facilitam o engajamento de membros, aquisição de membros e retenção de clientes através de uma variedade de ferramentas, incluindo IA, análises e integrações. A Higher Logic capacita os usuários a criar e manter conexões significativas com suas comunidades, melhorando a colaboração, defesa e experiências dos clientes. A empresa foca em fornecer soluções abrangentes para associações profissionais e comerciais, grupos de usuários e mercados B2B e B2C.

Descrição

• Coach sales professionals through call reviews, observation, role plays, and individual development plans to improve selling skills and execution. • Help sellers strengthen discovery, solution selling, objection handling, product positioning, executive conversations, negotiation, and opportunity advancement. • Provide specific, practical feedback applicable to active opportunities and future customer conversations. • Facilitate onboarding sessions, workshops, practice exercises, and learning experiences for new and tenured sellers. • Partner with Sales Leadership to identify skill gaps, recommend development priorities, and reinforce coaching practices. • Partner with the People Team and Sales Leadership to build and improve onboarding, coaching, and certification programs. • Develop coaching guides, playbooks, certification materials, practice exercises, and other sales resources. • Promote consistent use of Higher Logic’s sales methodology in customer situations. • Partner with Product, Engineering, Marketing, and Revenue Operations to keep coaching materials current. • Review onboarding progress, coaching outcomes, seller feedback, ramp time, and sales performance indicators to recommend improvements. • Conduct business in accordance with Higher Logic policies and procedures. • Perform other duties as assigned.

🎯 Requisitos

• Strong knowledge of B2B solution selling and ability to coach sellers through each sales-process stage. • Strong understanding of discovery, qualification, objection handling, executive engagement, consensus building, negotiation, and closing. • Ability to assess sales conversations, identify performance issues, and provide clear, actionable feedback. • Strong coaching and mentoring skills adaptable to different experience levels, learning needs, and sales situations. • Ability to establish credibility with experienced sales professionals and influence performance without direct authority. • Strong presentation and facilitation skills for virtual and in-person coaching, workshops, and practice sessions. • Ability to translate complex products and technical concepts into clear, customer-focused sales messages. • Ability to recognize performance patterns and connect development efforts to sales outcomes. • Ability to turn coaching insights into practical resources and repeatable approaches. • Strong written communication, organization, and project management skills. • Working knowledge of effective adult-learning practices; instructional design experience helpful but not required. • Experience using CRM and conversation-intelligence platforms; learning management and sales enablement systems preferred. • 5+ years of successful quota-carrying experience in B2B SaaS sales, including Account Executive experience. • Demonstrated success with consultative, solution-based sales approaches. • Experience with complex sales conversations, objection handling, executive engagement, consensus building, and customer commitment. • Prior experience coaching, mentoring, or informally developing sales professionals. • Demonstrated ability to assess sales conversations and provide practical feedback. • Experience working with Sales Leaders to reinforce expectations, sales methodology, and selling behaviors. • Experience developing onboarding, coaching, certification, or repeatable sales development programs strongly preferred but not required. • Experience selling within a SaaS or technology organization and using CRM and conversation-intelligence tools preferred.