Senior Director, Sales Effectiveness

About this role

A Day in the Life of the Senior Director, Sales Effectiveness:
The Sr. Director of Sales Effectiveness is responsible for accelerating sales productivity, improving sales performance, and driving revenue growth through best-in-class onboarding, training, coaching, sales methodologies, and enablement programs. This leader serves as the strategic partner to Sales Leadership, ensuring the organization has the skills, processes, tools, and disciplines necessary to consistently achieve and exceed sales objectives.

The role leads the development and execution of the company's Sales Effectiveness strategy, overseeing new hire readiness, sales methodology adoption, performance coaching, product launch enablement, pipeline discipline, and leadership development. Success will be measured through improvements in ramp speed, quota attainment, pipeline quality, sales productivity, and forecasting accuracy.

Sales Strategy & Effectiveness Leadership

• Develop and lead the company's Sales Effectiveness strategy to drive productivity, performance, and revenue growth.

• Establish standardized sales processes, methodologies, and operating rhythms across the sales organization.

• Partner with Sales Leadership to identify performance gaps and implement scalable solutions that improve sales outcomes.

• Drive continuous improvement initiatives focused on prospecting effectiveness, funnel conversion, pipeline growth, and quota attainment.

• Create a culture of accountability through KPI tracking, performance scorecards, and coaching frameworks.

New Hire Onboarding & Fast-Ramp Programs

• Own and continuously evolve the Fast-Ramp onboarding program to accelerate time-to-productivity for all new sales hires.

• Ensure new hires achieve product mastery, prospecting proficiency, and sales process adoption within established onboarding milestones.

• Oversee onboarding curriculum, role-play certification, sales simulations, and AI-enabled learning experiences.

• Measure and improve key onboarding metrics, including time-to-first opportunity, close participation, and quota attainment.

Sales Training & Methodology

• Lead the development and deployment of sales training programs covering products, solutions, sales processes, prospecting, negotiation, and customer engagement.

• Serve as the executive sponsor and champion of the SalesGenetics methodology and other sales frameworks.

• Build scalable learning programs using live instruction, virtual training, self-paced content, certifications, and role-play exercises.

• Ensure training remains aligned with evolving market conditions, customer needs, and strategic business priorities.

Sales Coaching & Leadership Development

• Establish coaching standards and development programs for Account Executives, Sales Managers, and frontline leaders.

• Build structured coaching cadences focused on skill development, pipeline management, conversion improvement, and quota achievement.

• Lead performance improvement programs for underperforming sellers and teams.

• Develop leadership readiness programs to strengthen frontline sales management capabilities.

Product Launch & Sales Readiness

• Lead all sales readiness activities for product launches, strategic initiatives, and process changes.

• Oversee development of enablement materials, including playbooks, battle cards, FAQs, knowledge assessments, and launch communications.

• Ensure successful training adoption and certification prior to launch.

• Partner with Marketing, Product, Operations, Solutions Engineering, and Sales Leadership to ensure organizational readiness.

Pipeline Management & Performance Optimization

• Drive funnel hygiene, pipeline discipline, and forecasting best practices.

• Develop performance dashboards and metrics focused on pipeline coverage, conversion rates, productivity, and attainment.

• Implement coaching and inspection processes that improve forecast accuracy and sales execution.

• Establish performance benchmarks and accountability standards across the sales organization.

Cross-Functional Partnership

• Act as the primary liaison between Sales, Marketing, Product, Operations, Revenue Operations, and Enablement teams.

• Ensure alignment between sales strategy, product priorities, operational processes, and customer experience goals.

• Drive effective communication and change management for sales initiatives and organizational priorities.

Key Performance Indicators

The Sr. Director will be accountable for measurable improvements in:

• New hire ramp speed and productivity

• Quota attainment performance

• Pipeline coverage and funnel health

• Opportunity conversion rates

• Forecast accuracy

• Training participation and certification completion

• Product launch readiness and adoption

• Sales methodology adoption

• Leadership coaching effectiveness

• Revenue growth and sales productivity metrics

• Actively support, promote, and advance all aspects of Astound’s Inclusion and Belonging work, recognizing it as a business priority, including creating a work environment where all employees feel valued, respected, heard, and empowered

• Other duties as assigned

What you bring to the table:

Education: Bachelor's degree or equivalent

Experience:

• 10+ years of progressive leadership experience in Sales Effectiveness, Sales Enablement, Sales Training, Revenue Operations, or B2B Sales Leadership.

• 5+ years leading teams responsible for sales training, coaching, enablement, or performance improvement.

Knowledge, Skills and Abilities:

• Proven success building and scaling onboarding, training, coaching, and sales methodology programs.

• Strong understanding of pipeline management, forecasting, sales productivity metrics, and performance analytics.

• Experience leading enterprise and mid-market sales enablement initiatives.

• Demonstrated ability to influence senior leaders and drive organizational change.

• Experience working cross-functionally with Sales,…