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Senior Manager, Academy Sales
Duarte, Inc.. Lead, coach, and develop Duarte’s Academy sales team to achieve and exceed revenue goals .
About the role
Key responsibilities & impact- 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
Requirements
What you’ll need- 8+ years of successful B2B sales experience selling learning, leadership development, talent development, organizational effectiveness, communications, consulting, professional services, or similarly complex solutions
- 5+ years of experience selling to and coaching sellers who serve HR, Learning & Development, Talent Management, Organizational Development, Communications, or executive leadership buyers
- 3+ years of experience as a first-line sales manager leading individual sellers in an enterprise or consultative sales environment
- Demonstrated success carrying and coaching complex enterprise pursuits involving multiple stakeholders, executive buying groups, customized solutions, significant contract values, and extended sales cycles
- Proven ability to improve seller performance through hands-on coaching, including call reviews, deal inspection, opportunity strategy, account planning, pipeline reviews, and participation in executive meetings
- Experience coaching both new-business acquisition and expansion within strategic enterprise accounts
- Strong working knowledge of Salesforce, including hands-on pipeline management, forecasting, opportunity inspection, and sales execution
- Experience negotiating contracts and pricing, including discount decisions, non-standard terms, and defending sound commercial decisions with clients and internal stakeholders
- Demonstrated ability to hold experienced sales professionals accountable while maintaining trust, credibility, and engagement
- Exceptional coaching, communication, influence, and leadership skills, with a track record of developing high-performing enterprise sellers
- A strong interest in developing people and improving performance through day-to-day coaching in active opportunities
- Ability to operate independently while partnering effectively with senior leaders and cross-functional stakeholders
- Ability to analyze data across multiple platforms and translate findings into actionable development priorities
- Understanding of AI tools and how they can support research, resource creation, workflow improvement, seller effectiveness, sales-cycle efficiency, win rates, opportunity value, and retention
- Ability to read, analyze, and interpret contracts, client requirements, business correspondence, sales documentation, and other job-related materials
- Ability to write clear reports and correspondence
- Ability to present effectively, respond to questions, and communicate recommendations clearly with customers, employees, leaders, and other stakeholders
- Ability to solve practical problems and manage a variety of concrete variables in frequently changing situations
- Ability to interpret instructions provided in written, oral, diagram, or schedule form
Benefits
Comp & perks- Monthly stipends for health, wellness, and technology
- 100% subsidized medical coverage for employees
- 100% subsidized dental coverage for employees
- 100% subsidized vision coverage for employees
- Performance-based bonus
- Profit-based bonus