Note: The job is a remote job and is open to candidates in USA. Duarte, Inc. helps influential leaders and brands communicate through empathy-driven communication and learning solutions. The Sr. Manager, Academy Sales leads, coaches, and develops the Academy sales team to achieve revenue goals, improve seller effectiveness, and grow enterprise business. The role focuses on hands-on opportunity coaching, pipeline and forecast management, talent development, and cross-functional sales strategy.
Responsibilities
- Lead, coach, and develop a team responsible for new business, account expansion, and the full range of Academy sales opportunities
- Adapt your coaching approach based on the opportunity, providing deeper strategic support for complex, multi-stakeholder pursuits and efficient enablement for faster, well-defined sales
- Coach sellers through active opportunities, deal strategy, pricing, proposal construction, account planning, pursuit planning, and client conversations
- Review live and recorded sales calls and provide actionable feedback that improves discovery, executive engagement, stakeholder alignment, negotiation, and deal progression
- Help sellers navigate complex enterprise sales cycles involving multiple stakeholders, competing priorities, and executive decision-makers
- Strengthen consultative selling behaviors that improve seller effectiveness and overall team performance
- Participate in executive meetings for high-priority pursuits and support business reviews for strategic accounts
- Coach sellers to move from transactional conversations to transformational client partnerships using Duarte’s methodology and storytelling approach
- Use sales data to identify development needs and strengthen both individual and team performance
- Create a performance culture in which achieving quota is the expectation and exceeding it is the goal
- Own pricing and discount discipline, coaching sellers on deal structure, when to hold price, and how to build a strong business case for non-standard terms or scope
- Hold sellers accountable for activity, pipeline development, opportunity progression, and revenue attainment
- Provide timely, direct, and constructive feedback that improves performance while building trust and credibility
- Create clear development plans and milestones for sellers who need additional support, along with meaningful growth opportunities for top performers
- Establish and lead a consistent operating cadence that includes sales meetings, individual coaching, pipeline inspection, forecast reviews, and business reviews
- Ensure Salesforce serves as the source of truth for pipeline health, forecasting, account activity, and opportunity progression
- Maintain strong data hygiene and deliver accurate forecasts across weekly, monthly, quarterly, and annual timelines
- Identify pipeline risks, growth opportunities, resource needs, and coaching priorities through regular forecast and opportunity reviews
- Use metrics such as meetings booked, stage progression, win rate, average deal size, average order value, conversion rates, and pipeline coverage to guide coaching and decision-making
- Lead the team’s outbound motion, ensuring sellers consistently develop new opportunities and expand relationships with HR, Learning & Development, and executive buying groups
- Recruit, onboard, coach, and develop sales talent as the business grows
- Build and maintain a pipeline of future sales talent
- Establish credibility with experienced sales professionals through sound judgment, strong sales acumen, and effective coaching
- Lead with confidence and resilience through change, helping the team adapt to evolving expectations and sales strategies
- Create an environment that balances transparency, support, accountability, and high performance
- Support the accurate administration and calculation of sales commissions
- Partner closely with Duarte’s commercial leadership to execute sales strategy and organizational priorities
- Serve as a trusted advisor by providing candid feedback, thoughtful recommendations, and practical solutions
- Translate strategic objectives into clear plans, measurable goals, and consistent execution
- Collaborate across Marketing, Sales Operations, Customer Success, Delivery, Operations, Finance, and other teams to support revenue growth and client success
- Help evolve and strengthen Duarte’s enterprise sales methodologies and operating practices
Skills
- 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
- While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear
- The employee is frequently required to reach with hands and arms
- Specific vision abilities required by this job include close vision
- Experience selling and leading teams within a leadership development, learning, talent development, organizational effectiveness, communications, consulting, or professional services organization
- Experience supporting enterprise clients through transformational initiatives involving leadership, culture, communication, talent, or workforce development
- Experience leading sellers responsible for both strategic account expansion and new-client acquisition in a services-based business
Benefits
- Monthly stipends for health, wellness, and technology
- 100% subsidized medical, dental, and vision coverage for employees
- Eligible for performance and profit-based bonus
Company Overview