What You’ll Do.
Team Leadership & Organization.
* Lead, organize, and scale the sales team to meet growth targets.
* Own hiring, onboarding, and ramp-up of new sales representatives.
* Define clear roles, responsibilities, and expectations across the team.
* Build and maintain sales playbooks, scripts, and documented processes.
Coaching, Training & Quality Assurance.
* Provide ongoing coaching, feedback, and performance improvement plans.
* Run regular call reviews, QA sessions, and one-on-one coaching.
* Ensure high and consistent quality across cold calls, discovery calls, demo confirmations, and demos.
* Identify skill gaps and address them through targeted training and enablement.
Performance Management & Reporting.
* Own team-level performance metrics and reporting, including pipeline health, activity, conversion rates, and revenue.
* Conduct regular performance reviews for individual representatives and the overall team.
* Document performance trends, risks, and improvement actions.
* Be accountable for team results, with compensation tied to the team meeting defined performance criteria.
Supporting Sales Execution.
* Spend time reviewing and shadowing sales representatives, particularly during the first months in the role, to understand workflows, strengths, and gaps.
* Step in selectively to support sales activities when it directly helps team performance, such as during onboarding periods, coverage gaps, or complex opportunities.
* Reinforce best practices by example, without owning a permanent individual quota or day-to-day representative responsibilities.
* Use hands-on involvement to inform coaching, process improvements, and training, not as the primary focus of the role.
Cross-Functional Collaboration.
* Partner with Marketing to improve lead quality and funnel performance.
* Work closely with Implementation and Customer Success to ensure smooth handoffs and aligned expectations.
* Share customer feedback and market insights to improve messaging and sales strategy.
