Duarte, Inc.

Sales

• Lead, coach, and develop Duarte’s Academy sales team to achieve and exceed revenue goals
• Coach sellers through active opportunities, including call reviews, deal strategy, pricing, proposal development, account planning, pipeline inspection, and live client conversations
• Help sellers strengthen consultative selling, navigate complex buying environments, and build trusted relationships with HR, Learning & Development, Talent, Communications, and executive buyers
• Drive team revenue performance and improve win rate, average deal size, average order value, retention, and sales-cycle efficiency
• Lead sales meetings, individual coaching, pipeline inspections, forecast reviews, and business reviews
• Ensure Salesforce is the source of truth for pipeline health, forecasting, account activity, and opportunity progression
• Maintain data hygiene and deliver accurate weekly, monthly, quarterly, and annual forecasts
• Identify pipeline risks, growth opportunities, resource needs, and coaching priorities
• Lead the team’s outbound motion and develop new opportunities and relationships
• Recruit, onboard, coach, and develop sales talent
• Build and maintain a pipeline of future sales talent
• Create development plans and milestones for sellers needing support and growth opportunities for top performers
• Hold sellers accountable for activity, pipeline development, opportunity progression, and revenue attainment
• Own pricing and discount discipline and coach sellers on deal structure and business cases
• Support the administration and calculation of sales commissions
• Partner with Duarte’s commercial leadership to execute sales strategy and organizational priorities
• Collaborate with Marketing, Sales Operations, Customer Success, Delivery, Operations, Finance, and other teams
• Help evolve and strengthen Duarte’s enterprise sales methodologies and operating practices

Senior Manager, Academy Sales