Sales Coach

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Higher Logic

WebsiteLinkedInAll Job Openings

201 - 500 employees

💼 Consulting

📣 Marketing

☁️ SaaS

💰 $55M Private Equity Round on 2016-09

Consulting • Marketing • SaaS

Higher Logic is a leading provider of community engagement solutions. Since its inception in 2007, the company has been helping associations, businesses, and organizations build and manage their online communities. Its platforms, Higher Logic Thrive and Higher Logic Vanilla, facilitate member engagement, member acquisition, and customer retention through a variety of tools including AI, analytics, and integrations. Higher Logic empowers users to create and sustain meaningful connections with their communities, enhancing collaboration, advocacy, and customer experiences. The company focuses on providing comprehensive solutions for professional and trade associations, user groups, and both B2B and B2C markets.

📋 Description

• 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.

🎯 Requirements

• 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.