Sales Productivity Manager

Box•Redwood City, CA

17h•$121,500 - $152,000•Hybrid

About The Position

The mission of the Global Go to Market (GTM) Enablement team is to empower Box's customer-facing teams with the knowledge, skills, and tools they need to win. As our Sales Productivity Manager, you will sit at the intersection of business strategy, data-driven skill diagnostics, and modern learning design. In this role, you will translate strategic company priorities into practical, high-impact enablement programs for Box Account Executives. Leveraging seller performance data, CRM analytics, and cross-functional partnerships across Sales, Enablement, and Operations, you will build and execute skills-based curricula, world-class onboarding paths, and interactive practice labs. By integrating AI-first tools and establishing rigorous performance benchmarks, you will play a pivotal role in accelerating ramp time, increasing quota attainment, and driving sustained sales excellence across our global teams.

Requirements

4+ years in sales enablement, sales training, or related roles in B2B SaaS with direct experience training quota-carrying sellers.
Demonstrated success designing and delivering skills-focused learning that improved seller behaviors and measurable performance outcomes.
Strong facilitation and coaching skills: comfortable leading live sessions and conducting role-play–based skills practice.
Knowledge of sales methodologies (e.g., MEDDPICC/MEDDIC, SPIN, Challenger, Command of the Message) and ability to translate methodology into practical seller behaviors.
Experience using coaching tools and sources of truth for skills diagnostics: call recording platforms, LMS, CRM (Salesforce preferred), and enablement analytics.
Project and stakeholder management experience; ability to coordinate across a matrixed organization and multiple regions.
Proven ability to work at AI-speed, in fast-paced, matrixed environments
Excellent communication skills, both written and oral
Bachelor’s degree or equivalent experience.

Nice To Haves

Experience enabling both new business and expansion/renewal sellers.
Background in adult learning, instructional design, or certification in relevant fields (ATD, CPLP).
Experience running sales role-play programs, certification paths, or coach-the-coach initiatives.
Facilitation, curriculum design for skills practice, behavioral assessment, and data-driven iteration.

Responsibilities

Design and deliver role-specific, skills-based curriculum for AEs focused on core selling competencies: discovery, qualification, demo delivery, value-based selling, objection handling, negotiation, and account planning.
Design and deliver AE onboarding.
Facilitate and deliver instructor-led workshops, virtual skill labs, bootcamps, and reinforcement sessions that emphasize practice, feedback, and behavior change.
Design and administer skill assessments and proficiency checks to measure competency and guide coaching.
Build consensus and momentum across senior, cross-functional audiences including field leadership and sales operations to diagnose skill gaps using performance metrics, CRM data, call recordings, and seller feedback; prioritize high-impact skills.
Create short-form learning assets to support your curriculum: recorded coaching, video role-plays, microlearning modules, practice scenarios, assessments, and facilitator guides.
Establish and maintain a training cadence (onboarding, ramp, role progression support, ongoing practice cycles) and ensure consistent delivery across regions and teams managing to timelines, functional priorities, and project plans.
Define KPIs for training initiatives (ramp time, skill proficiency, call-to-demo conversion, win rates where applicable) and iterate curriculum based on data.
Leverage Box AI and modern generative AI tools to 10X the onboarding and sales skills building experience.