Sales Excellence Manager

NetVendor

3d•Remote

About The Position

The Sales Excellence Manager is responsible for improving revenue performance by increasing ramp speed, pipeline quality, stage conversion, and sales execution consistency across the revenue organization. This role owns onboarding, sales process discipline, call quality improvement, and new product enablement. Working closely with the CRO and RevOps, the Sales Excellence Manager translates pipeline data and call insights into structured enablement programs that drive measurable behavior change and revenue impact. This is a high-visibility, cross-functional role in a fast-growing B2B SaaS company.

Requirements

5–8+ years in B2B SaaS sales, enablement, or revenue operations
Prior experience as an AE, sales leader, or revenue-facing operator strongly preferred
Proven success building or scaling onboarding and enablement programs
Strong understanding of pipeline management, stage conversion, and forecast discipline
Experience with Gong (or similar call intelligence platforms)
Hands-on CRM experience (HubSpot, Salesforce, etc.)
Data-driven mindset with ability to translate insights into action
Strong facilitation skills and executive presence
Highly organized, execution-oriented, and comfortable in a fast-growth environment

Responsibilities

Design and manage structured 30/60/90-day onboarding programs for AEs and BDRs
Define ramp milestones tied to time-to-first SQL and first closed-won
Build certification programs for discovery, demo, and pricing conversations
Continuously improve ramp speed and new hire productivity
Maintain and evolve sales playbooks and onboarding materials
Define and enforce clear stage exit criteria in CRM
Ensure alignment between documented sales process and actual rep behavior
Conduct regular pipeline audits to improve qualification, next steps, and deal progression
Improve stage conversion rates and reduce opportunity aging
Partner with RevOps to improve data integrity and reporting reliability
Regularly analyze sales calls in Gong/Jimminy to identify coaching themes and systemic gaps
Assess discovery quality, objection handling, multithreading, and pricing discipline
Translate insights into targeted enablement programs and coaching frameworks
Partner with the CRO to ensure execution improvements translate into forecast accuracy and revenue outcomes
Own and facilitate weekly revenue enablement sessions
Develop a rolling enablement roadmap informed by pipeline data, win/loss trends, and call analysis
Coordinate cross-functional contributors (Product, Marketing, CS, Leadership)
Ensure enablement drives measurable behavior change—not just knowledge transfer
Lead internal enablement for new product launches
Update ICP definitions, positioning, discovery guides, and competitive messaging
Certify reps before active selling
Monitor adoption, pipeline creation, and stage conversion post-launch
Create structured feedback loops between Sales and Product
Own planning and execution of two annual revenue team offsites
Design agendas focused on performance acceleration, skill development, and strategic alignment
Partner with CRO and leadership to translate company strategy into actionable field execution
Ensure clear follow-through and measurable outcomes from offsite initiatives