Senior Manager, Academy Sales

Job not on LinkedIn

🔥 5 minutes ago

🇺🇸 United States – Remote

💵 $115k - $158.6k / year

⏰ Full Time

🟠 Senior

🤑 Sales

👻 Ghost score 0%

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Duarte, Inc.

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 1988

📚 Education

🏢 Enterprise

💼 Consulting

Education • Enterprise • Consulting

Duarte, Inc. is a leading provider of communication and presentation skills training, helping professionals and organizations articulate their ideas effectively and persuasively. They offer a range of services including tailored training programs, creative consulting, and public speaking coaching, leveraging frameworks like the Duarte Method™ to enhance communication strategies. With a focus on empathy and storytelling, Duarte empowers teams to engage their audiences and improve their overall communication effectiveness.

📋 Description

• Lead, coach, and develop Duarte’s Academy sales team to achieve and exceed revenue goals • Coach sellers through active opportunities, including call reviews, deal strategy, pricing, proposal development, account planning, pipeline inspection, and live client conversations • Help sellers strengthen consultative selling, navigate complex buying environments, and build trusted relationships with HR, Learning & Development, Talent, Communications, and executive buyers • Drive team revenue performance and improve win rate, average deal size, average order value, retention, and sales-cycle efficiency • Lead sales meetings, individual coaching, pipeline inspections, forecast reviews, and business reviews • Ensure Salesforce is the source of truth for pipeline health, forecasting, account activity, and opportunity progression • Maintain data hygiene and deliver accurate weekly, monthly, quarterly, and annual forecasts • Identify pipeline risks, growth opportunities, resource needs, and coaching priorities • Lead the team’s outbound motion and develop new opportunities and relationships • Recruit, onboard, coach, and develop sales talent • Build and maintain a pipeline of future sales talent • Create development plans and milestones for sellers needing support and growth opportunities for top performers • Hold sellers accountable for activity, pipeline development, opportunity progression, and revenue attainment • Own pricing and discount discipline and coach sellers on deal structure and business cases • Support the administration and calculation of sales commissions • Partner with Duarte’s commercial leadership to execute sales strategy and organizational priorities • Collaborate with Marketing, Sales Operations, Customer Success, Delivery, Operations, Finance, and other teams • Help evolve and strengthen Duarte’s enterprise sales methodologies and operating practices

🎯 Requirements

• 8+ years of successful B2B sales experience selling learning, leadership development, talent development, organizational effectiveness, communications, consulting, professional services, or similarly complex solutions • 5+ years of experience selling to and coaching sellers who serve HR, Learning & Development, Talent Management, Organizational Development, Communications, or executive leadership buyers • 3+ years of experience as a first-line sales manager leading individual sellers in an enterprise or consultative sales environment • Demonstrated success carrying and coaching complex enterprise pursuits involving multiple stakeholders, executive buying groups, customized solutions, significant contract values, and extended sales cycles • Proven ability to improve seller performance through hands-on coaching, including call reviews, deal inspection, opportunity strategy, account planning, pipeline reviews, and participation in executive meetings • Experience coaching both new-business acquisition and expansion within strategic enterprise accounts • Strong working knowledge of Salesforce, including hands-on pipeline management, forecasting, opportunity inspection, and sales execution • Experience negotiating contracts and pricing, including discount decisions, non-standard terms, and defending sound commercial decisions with clients and internal stakeholders • Demonstrated ability to hold experienced sales professionals accountable while maintaining trust, credibility, and engagement • Exceptional coaching, communication, influence, and leadership skills, with a track record of developing high-performing enterprise sellers • A strong interest in developing people and improving performance through day-to-day coaching in active opportunities • Ability to operate independently while partnering effectively with senior leaders and cross-functional stakeholders • Ability to analyze data across multiple platforms and translate findings into actionable development priorities • Understanding of AI tools and how they can support research, resource creation, workflow improvement, seller effectiveness, sales-cycle efficiency, win rates, opportunity value, and retention • Ability to read, analyze, and interpret contracts, client requirements, business correspondence, sales documentation, and other job-related materials • Ability to write clear reports and correspondence • Ability to present effectively, respond to questions, and communicate recommendations clearly with customers, employees, leaders, and other stakeholders • Ability to solve practical problems and manage a variety of concrete variables in frequently changing situations • Ability to interpret instructions provided in written, oral, diagram, or schedule form

🏖️ Benefits

• Monthly stipends for health, wellness, and technology • 100% subsidized medical coverage for employees • 100% subsidized dental coverage for employees • 100% subsidized vision coverage for employees • Performance-based bonus • Profit-based bonus