Sr. Manager, Sales Performance

PatientPoint

2d•$102,000 - $141,000•Hybrid

About The Position

The Senior Manager, Sales Performance translates PatientPoint’s Provider Sales process and methodology into clear expectations, practical tools, and consistent seller behaviors. The role leads sales process development and adoption, embeds methodology into daily sales activities, and aligns sales technology to support effective qualification and opportunity progression. Working with Sales Leadership, Sales Operations, Marketing, Customer Success, IT, and the broader Enablement team, the Senior Manager analyzes sales performance, identifies underlying gaps, and develops targeted training, resources, and process improvements to improve conversion, forecast confidence, and quality growth. The role also supports onboarding and ongoing seller development, equips managers with coaching resources, and measures the impact of enablement and process changes on seller behavior and business outcomes.

Requirements

At least 7 years of relevant experience in sales enablement, sales effectiveness, sales operations, or B2B sales, including direct responsibility for sales process improvement and seller adoption.
Ability to translate sales methodology into practical seller behaviors, qualification standards, stage entry and exit criteria, and manager coaching tools.
Strong analytical skills, including independently interpreting sales data, investigating funnel and stage performance, and translating findings into actionable recommendations.
Experience using Salesforce and commercial sales tools to analyze opportunities, support seller workflows, and reinforce process expectations.
Proficiency in Excel for analyzing sales data and identifying performance trends.
Hands-on experience enabling sales teams through technology, including workflow development, user training, adoption measurement, and evaluation of tool effectiveness.
Ability to identify performance gaps and develop targeted training, playbooks, job aids, and coaching resources.
Experience designing and delivering training, assessing practical application, and reinforcing adoption.

Nice To Haves

Hands-on experience implementing or reinforcing sales methodologies.
Direct B2B selling or frontline sales management experience and practical understanding of discovery, qualification, opportunity progression, and forecasting.
Experience supporting multiple sales motions, customer segments, or complex sales involving multiple stakeholders.
Experience in healthcare, healthcare technology, or provider-facing sales.
Experience using business intelligence or conversation intelligence tools to investigate performance trends and identify coaching opportunities.
Strong cross-functional collaboration skills and ability to influence decisions without direct authority.
Ability to manage initiatives from diagnosis through implementation, communicate changes clearly, and measure their impact on seller behavior and business results.

Responsibilities

Lead the development, documentation, and continuous improvement of the Provider Sales process from prospecting and qualification through closed-won and onboarding handoff.
Define and maintain sales stage objectives, entry and exit criteria, qualification standards, and required evidence of customer commitment with Sales Leadership, Sales Operations, and Customer Success.
Translate sales methodology into practical sales activities, discovery and qualification tools, opportunity reviews, and coaching resources.
Establish expectations for applying the process across sales roles and motions, and reinforce adoption through ongoing enablement.
Own business and enablement requirements for sales technology so tools and workflows support the sales process, qualification standards, and seller productivity.
Partner with Sales Operations and IT to translate business needs into system requirements, prioritize improvements, and validate changes against seller workflows.
Evaluate sales-tool adoption, utilization, effectiveness, and gaps; recommend enhancements, additions, or consolidation based on business needs and measurable value.
Serve as the primary enablement resource for sellers’ use of commercial technology in daily sales activities.
Partner with Marketing and Sales Leadership to improve outreach practices and supporting tools, including messaging templates, follow-up cadences, and training for priority campaigns.
Analyze funnel and stage performance, including conversion rates, time in stage, stalled opportunities, stage progression, win/loss patterns, and forecast accuracy.
Investigate performance trends across sellers, teams, sales motions, and segments using quantitative analysis, opportunity reviews, call observations, and manager feedback.
Partner with Sales Operations to define reporting requirements and develop dashboards that make stage performance and methodology adoption visible and actionable.
Translate analysis into action plans addressing gaps in qualification, skills, messaging, resources, process application, or technology use.
Participate in forecast calls, pipeline reviews, and QBRs to assess process application and identify recurring enablement needs.
Measure the impact of training, resources, and process improvements on seller behaviors and business outcomes, and adjust accordingly.
Design and deliver onboarding and ongoing training on the Provider Sales process, sales methodology, and sales tools.
Build practical resources that help sellers meet stage requirements, strengthen discovery, validate customer needs, and secure meaningful next steps.
Equip sales managers with coaching guides and opportunity review tools that reinforce consistent qualification and stage progression.
Assess seller proficiency through role-play, opportunity reviews, and demonstrated use of sales tools, and provide targeted reinforcement.
Maintain accessible, current process documentation, playbooks, and job aids, and support adoption of process and technology changes.
Partner with Marketing to align prospecting workflows, lead qualification, and handoff expectations.
Collaborate with Customer Success and onboarding teams so sales captures and communicates customer goals, commitments, and readiness requirements.
Recommend improvements to sales and marketing data quality when gaps affect seller effectiveness, targeting, or process visibility.
Coordinate with Sales Leadership, Sales Operations, and Enablement team members to prioritize improvements and establish ownership of resulting actions.