Sr. Sales Training Lead

Overview

The Senior Sales Training Lead is a revenue-focused partner who accelerates Account Executive readiness, productivity, and win rates. Working directly with sales representatives and front-line sales managers, this role drives deal execution and revenue growth. The role also equips sales managers to reinforce effective selling behaviors, establish consistent coaching practices, and sustain performance improvements across their teams. It equips Account Executives with practical customer messaging, leads rigorous role‑play and simulation sessions, and coaches' teams on handling objections. The position teaches sellers how to displace incumbent vendors or win companies new to outsourcing, engage executive decision‑makers, and close complex enterprise contracts across logistics, digital transformation, and business process outsourcing. The core objective is to shorten new‑hire ramp time, raise conversion rates, and improve field win rates.

Responsibilities

ONBOARDING & SALES BOOTCAMPS

Develop and deliver role‑specific blended learning onboarding programs and sales bootcamps for Account Executives, Business Development Executives, and Sales Specialists, establishing clear competency checkpoints to evaluate field readiness.

Accelerate time‑to‑first deal and time‑to‑quota through hands‑on practice, active field reinforcement, and ongoing program optimization.

SALES METHODOLOGY & EXECUTION

Embed consultative and value‑based selling frameworks, incorporating relevant elements of Challenger, SPIN, and MEDDPICC tailored to Canon's enterprise services sales cycle.

Facilitate practical, scenario‑based workshops across key deal stages, including prospecting, discovery, qualification, objection handling, ROI and business‑case presentations, executive engagement, and negotiation.

Author and maintain actionable sales playbooks, talk tracks, and battlecards to standardize best practices and turn sales methodology into repeatable field execution.

PORTFOLIO, PRODUCT & SOLUTION TRAINING

Partners with Product Marketing, Sales Engineering, and subject matter experts to translate complex service capabilities including document operations, workplace solutions, logistics, digital transformation, and Canon Operations Intelligence into practical, field‑ready training.

Equip sales teams to articulate economic buyer priorities, pain points, metrics, target use cases, measurable business outcomes, and key competitive differentiators to effectively communicate value during sales conversations.

SALES COACHING & REINFORCEMENT

Conduct individual coaching, customer call reviews, and dynamic role‑play sessions to sharpen field execution across discovery, solution positioning, presentations, and objection handling.

Utilize conversation intelligence platforms and sales engagement technologies (such as Salesloft) to assess rep performance, diagnose skill gaps, and reinforce effective selling behaviors on active opportunities.

Partner with Sales Leadership to strengthen frontline managers' coaching capabilities by providing practical coaching frameworks, tools, and reinforcement techniques that help managers consistently develop their teams and improve sales execution.

SALES ENABLEMENT & TECHNOLOGY

Train sales professionals to effectively leverage Salesforce, sales engagement platforms, approved AI‑driven sales tools, and enablement systems across every phase of the sales cycle.

Partner with Sales Management to drive operational accountability and data discipline by reinforcing strict Salesforce adherence, consistent opportunity hygiene, and required stage‑gate compliance.

Partner with enablement and product teams to curate, refresh, and maintain the sales knowledge library‑including digital playbooks, competitive battlecards, certification pathways, assessments, and learning management system (LMS) content.

PERFORMANCE MEASUREMENT & CONTINUOUS IMPROVEMENT

Track and evaluate training participation, certification completion, knowledge retention, and on‑the‑job skill adoption to measure overall program effectiveness and training ROI.

Monitor key commercial indicators: specifically new‑hire ramp time, pipeline stage conversion, quota attainment, and win rates\ to assess training impact on revenue performance.

Gather recurring feedback from sales representatives and sales managers, analyze performance trends against win‑loss data, and continuously adapt the learning curriculum as solution offerings, competitive market dynamics, and strategic business priorities evolve.

Qualifications

• Bachelor's degree in Business, Marketing, Education, Communications, Adult Education, or equivalent practical experience.
• Professional training or instructional design certification preferred.
• 5-7 years of experience in B2B sales training, sales enablement, or a related commercial learning role.
• 3-5 years design and facilitating training programs.
• Coaching experience or certification, preferred.
• Experience in enterprise sales or a pr