Sales Coach
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Job Description
Sales Coach improving B2B SaaS seller performance at Higher Logic, an online engagement platform. Building coaching, onboarding, and certification programs that accelerate sales productivity.
Responsibilities:
- 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.
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