JOB SUMMARYThe Sales Coach is responsible for improving seller performance through hands-on coaching, structured onboarding, skills development, and reinforcement of Higher Logic's sales methodology. This role partners closely with Sales Leadership to help new and tenured sellers build the knowledge, behaviors, and confidence needed to achieve consistent sales outcomes.
Drawing on firsthand sales experience, the Sales Coach helps sellers strengthen core capabilities such as discovery, solution selling, objection handling, executive engagement, and advancing opportunities. The role also partners with the People Team and Sales Leadership to turn effective coaching practices into repeatable onboarding and development programs that can grow with the needs of the business.
OVERSIGHT RESPONSIBILITY:Provides coaching to Account Executives, Account Managers, and other customer-facing sales professionals participating in onboarding, certification, and ongoing development. Influences seller performance through expertise, feedback, and reinforcement without direct people management responsibility.
ESSENTIAL DUTIES AND RESPONSIBILITES:- 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 that sellers can apply to active opportunities and future customer conversations.
- Facilitate engaging onboarding sessions, workshops, practice exercises, and other learning experiences for new and tenured sellers.
- Partner with Sales Leadership to identify individual and team skill gaps, recommend development priorities, and reinforce effective coaching practices across the sales organization.
- Partner with the People Team and Sales Leadership to build and continuously improve repeatable onboarding, coaching, and certification programs that accelerate seller productivity.
- Develop and maintain practical coaching guides, playbooks, certification materials, practice exercises, and other resources that support consistent sales execution.
- Promote consistent use of Higher Logic's sales methodology by helping sellers understand how to apply it in real customer situations.
- Partner with Product, Engineering, Marketing, and Revenue Operations to ensure coaching and development materials reflect current product capabilities, messaging, market positioning, and business priorities.
- Review onboarding progress, coaching outcomes, seller feedback, ramp time, and relevant sales performance indicators to identify trends and recommend improvements.
- Conduct all business in accordance with Higher Logic policies and procedures.
- Perform other duties as assigned.
KNOWLEDGE AND ABILITIES REQUIRED:- Strong knowledge of B2B solution selling and the ability to coach sellers through each stage of the sales process.
- Strong understanding of discovery, qualification, objection handling, executive engagement, consensus building, negotiation, and closing.
- Ability to assess sales conversations, identify the underlying performance issue, and provide clear, actionable feedback.
- Strong coaching and mentoring skills, including the ability to adapt guidance 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, evaluate whether coaching is changing seller behavior, and connect development efforts to sales outcomes.
- Ability to turn individual coaching insights into practical resources and repeatable approaches that benefit the broader sales organization.
- Strong written communication, organization, and project management skills.
- Working knowledge of effective adult-learning practices; experience with instructional design is helpful but not required.
- Experience using CRM and conversation-intelligence platforms; familiarity with learning management and sales enablement systems is preferred.
EXPERIENCE DESIRED:- 5+ years of successful quota-carrying experience in B2B SaaS sales, including experience as an Account Executive.
- Demonstrated success using a consultative, solution-based sales approach to uncover customer needs, connect solutions to business outcomes, and advance opportunities through the sales process.
- Experience navigating complex sales conversations, including objection handling, executive engagement, consensus building, and gaining customer commitment.
- Prior experience coaching, mentoring, or informally developing sales professionals to strengthen skills and improve performance.
- Demonstrated ability to assess sales conversations and provide specific, practical feedback that sellers can apply.
- Experience working with Sales Leaders to reinforce expectations, sales methodology, and effective selling behaviors.
- Experience developing onboarding, coaching, certification, or other repeatable sales development programs is strongly preferred but not required.
- Experience selling within a SaaS or technology organization and using CRM and conversation-intelligence tools is preferred.
