THE DEPARTMENT

The RevGen Sales Effectiveness & Enablement team is responsible for improving seller performance through coaching, technical, sales and behavioral enablement, performance analysis, and strategic learning initiatives. Our mission is to drive measurable business impact by helping sales teams strengthen the behaviors, skills, and sales motions that lead to revenue growth and customer success.

THE POSITION

The Sales Effectiveness Coach & Analyst plays a critical role in improving seller effectiveness and business performance across global sales teams. This role goes beyond evaluating sales interactions, serving as a trusted sales enablement partner, coach, and subject matter expert in both sales execution and product alignment.

The ideal candidate combines real-world sales experience with strong coaching, analytical, and storytelling capabilities to identify performance gaps, uncover behavioral trends, and recommend targeted actions that improve seller outcomes. This individual partners closely with sales operations and training partners to reinforce high-impact selling behaviors and define “what great looks like” across the organization.

Success in this role requires someone who is willing and able to get on the phone with sellers and demonstrate effective sales behaviors firsthand. This includes participating in live sales calls, modeling customer conversations, demonstrating objection handling and consultative selling techniques, and coaching sellers in real time. The individual must lead by example - not only identifying performance gaps but actively showing sellers how to improve through direct involvement and practical sales execution.

This role is focused on enabling performance improvement through actionable insights, coaching influence, and strategic recommendations - not simply auditing or scoring interactions but directly contributing to seller development and business performance improvement.

Key Responsibilities

• Evaluate sales interactions (calls, emails, chats, cadences, opportunities, pipeline activity, CSAT, win/loss reviews, etc.) to identify behavioral patterns, coaching opportunities, compliance adherence, and business performance gaps
• Serve as a sales, product and market subject matter expert - leveraging real-world sales experience to provide credible, actionable coaching recommendations aligned to customer outcomes and revenue goals
• Actively participate in sales calls alongside sellers to model effective customer conversations, demonstrate sales techniques in real time, and provide live coaching and feedback during customer interactions
• Lead by example by demonstrating effective sales techniques, communication strategies, objection handling, discovery, and consultative selling behaviors that sellers can directly apply in live customer situations.
• Identify trends across teams, programs, or regions and communicate clear root-cause analysis on why performance gaps exist, what behaviors are driving outcomes, and what actions are needed to improve results.
• Deliver actionable recommendations in weekly calibrations/closed-loops based on trends in seller behaviors - providing tailored insights/learning to individual reps, sales managers, and L&D teams.
• Identify coaching opportunities for sales leaders, ensuring feedback is linked directly to sales-impacting behaviors (e.g., objection handling, upsell positioning, consultative selling).
• Develop and present data-driven insights into senior leadership/client, translating complex quality data into clear, strategic recommendations for sales and enablement leadership teams.
• Translate quality and sales data into compelling business narratives that help stakeholders understand performance trends, risks, and opportunities
• Collaborate with Learning & Development to refine training programs using real-world quality insights - ensuring training content directly addresses seller gaps and opportunities. Act as a consultant to content developers, honing learning for greater sales success.
• Help define, evolve, and operationalize “what great looks like” across sales motions, customer conversations, and enablement programs.
• Optimize and refine quality scorecards and evaluation tools, ensuring alignment with evolving sales strategies and business objectives. Implement automation and AI with intent.

Preferred Education

• Associate’s degree in Business, Sales, Marketing, Data Analytics, Psychology, Learning & Development, or a related field, or equivalent certifications that drive sales results.
• Equivalent work experience in a sales, coaching, revenue operations, or sales enablement role will be considered.
• Experience & Technical Skills Preferred

Sales & Quality Experience:

• Proven working experience in a sales quality, sales enablement, or revenue operations or performance improvement role, preferably in a fast-paced B2B sales environment.
• Experience working directly with sales teams and leadership to drive behavioral improvements and performance outcomes.
• Demonstrated ability to coach seller behaviors and influence sales performance outcomes through actionable feedback and enablement strategies.
• Ability to establish credibility through prior sales and market experience and practical understanding of sales motions and customer conversations.
• Demonstrated ability to lead by example by modeling effective sales behaviors and coaching sellers through live examples, role-play, and practical application.
• Data Analysis & Storytelling:
• Proven ability to analyze sales and quality data and translate it into clear, actionable insights.
• Experience in root-cause analysis - identifying why sellers are struggling and defining the exact behaviors that need adjustment.
• Ability to tell a compelling story with data and recommend solutions that drive measurable business improvements.

Systems & Tools Knowledge:

• Proficiency in quality monitoring and evaluation tools (e.g., Observe.AI, CallMiner, NICE, or similar platforms).
• Experience using CRM systems (Salesforce, HubSpot, or equivalent) to align quality insights with sales performance.
• Familiarity with AI-driven coaching tools (Gong, Chorus, or similar) and leveraging predictive analytics to enhance seller effectiveness.
• Strong Excel/Google Sheets and data visualization skills (Tableau, Power BI, or similar).

What Success Looks Like in This Role

• Seller performance improves measurably through targeted coaching, hands-on enablement, and behavior-based interventions that directly impact revenue and customer outcomes.
• Sales leaders actively rely on this role as a trusted partner for identifying performance gaps, strengthening coaching effectiveness, and improving team execution.
• Behavioral insights are consistently translated into clear, actionable changes in seller behavior, resulting in improved conversion rates, customer experience, and sales productivity.
• The role is seen as both an analytical and hands-on enabler of performance and market expert - actively engaging in sales conversations when needed to reinforce best practices, model effective techniques, and accelerate seller development in real time.
• Training and enablement initiatives are continuously improved using real-world sales observations, ensuring they reflect what is driving success in live customer interactions.
• The organization gains a clear, shared understanding of performance drivers, with consistent execution of “what great looks like” across global sales teams.