Sr. Sales Training Lead

Canon Business Process Services • NEW YORK, NY

2d

About The Position

The Sr. Sales Training Lead develops and delivers role-specific blended onboarding programs and sales bootcamps for Account Executives, Business Development Executives, and Sales Specialists. The role establishes competency checkpoints and uses hands-on practice and field reinforcement to improve readiness, accelerate time-to-first deal, and shorten time-to-quota.

The position embeds consultative and value-based sales methods, including relevant elements of Challenger, SPIN, and MEDDPICC, in practical training across the enterprise sales cycle. It creates and maintains playbooks, talk tracks, and competitive battlecards, and translates Canon’s complex service offerings into practical, field-ready learning.

The role coaches sales professionals and frontline managers, trains teams to use sales technologies and enablement systems, and reinforces CRM discipline and opportunity-stage compliance. It measures training effectiveness and business impact through participation, certification, knowledge retention, skill adoption, ramp time, pipeline conversion, quota attainment, and win rates. The training curriculum is continuously adapted based on feedback, performance trends, win-loss data, and changing business priorities.

Requirements

• Bachelor’s degree in Business, Marketing, Education, Communications, Adult Education, or equivalent practical experience.
• 5–7 years of experience in B2B sales training, sales enablement, or a related commercial learning role.
• 3–5 years of experience designing and facilitating training programs.
• Proficiency using AI in the flow of work.
• Proficiency with Google Workspace, such as Docs, Slides, Sheets, Meet, Vids, and Gemini.
• Proficiency with an LMS or LXP, AI-supported learning technology authoring tools, and virtual classroom technology.
• Working knowledge of a sales technology stack, such as Salesforce or a comparable CRM and Salesloft.
• Proficiency in enterprise sales cycles and consultative selling frameworks, such as Challenger, SPIN, or MEDDPICC.
• Ability to design blended learning experiences using adult learning and instructional design principles.
• Strong presentation and facilitation skills, including the ability to engage both early-career and experienced sales professionals.
• Strong coaching, listening, and feedback skills, with a practical focus on behavioral change.
• Ability to explain complex business services, technologies, and client value propositions in plain language.
• Effective cross-functional collaboration, strong project management skills, and a data-driven approach to training.

Nice To Haves

• Professional training or instructional design certification.
• Coaching experience or certification.
• Enterprise sales experience or prior experience in a quota-carrying position.
• Experience in managed services, business process outsourcing, or technology-enabled services.

Responsibilities

• Develop and deliver blended onboarding programs and sales bootcamps for Account Executives, Business Development Executives, and Sales Specialists, with competency checkpoints to assess field readiness.
• Use hands-on practice, active field reinforcement, and program optimization to accelerate time-to-first deal and time-to-quota.
• Embed consultative and value-based selling frameworks, including relevant elements of Challenger, SPIN, and MEDDPICC, into training tailored to Canon’s enterprise services sales cycle.
• Facilitate scenario-based workshops covering prospecting, discovery, qualification, objection handling, ROI and business-case presentations, executive engagement, and negotiation.
• Create and maintain sales playbooks, talk tracks, and battlecards that standardize best practices and support repeatable field execution.
• Partner with Product Marketing, Sales Engineering, and subject matter experts to convert complex service capabilities into field-ready training.
• Train sales teams to communicate buyer priorities, pain points, metrics, use cases, measurable business outcomes, and competitive differentiators.
• Conduct individual coaching, customer call reviews, and role-play sessions to improve sales execution.
• Use conversation intelligence and sales engagement technologies to assess performance, identify skill gaps, and reinforce effective behaviors on active opportunities.
• Help Sales Leadership strengthen frontline managers’ coaching capabilities with practical frameworks, tools, and reinforcement techniques.
• Train sales professionals to use Salesforce, sales engagement platforms, approved AI-driven sales tools, and enablement systems throughout the sales cycle.
• Reinforce Salesforce adherence, opportunity hygiene, and required stage-gate compliance in partnership with Sales Management.
• Work with enablement and product teams to curate and maintain the sales knowledge library, including playbooks, battlecards, certification pathways, assessments, and LMS content.
• Track training participation, certification completion, knowledge retention, and on-the-job skill adoption to evaluate program effectiveness and training ROI.
• Monitor new-hire ramp time, pipeline stage conversion, quota attainment, and win rates to assess training’s impact on revenue performance.
• Gather recurring feedback, analyze performance trends against win-loss data, and adapt learning curricula as offerings, market dynamics, and business priorities change.

Benefits

• Competitive pay and benefits.
• Comprehensive training and development programs that prepare employees to advance from within.
• A company focused on creating a positive work and client environment.
• Employee discounts on entertainment, products, and services nationwide.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior