Sales Trainer job description

Job brief

We are seeking an experienced Sales Trainer to join our dynamic sales organization and transform how our team engages with prospects. In this role, you will own the end-to-end sales enablement strategy, building structured training programs that turn new hires into top performers and helping seasoned reps consistently exceed their quotas. You will have a direct impact on our bottom line by optimizing our sales playbook, refining our pitch messaging, and fostering a culture of continuous improvement. If you are passionate about adult learning, high-stakes selling, and scaling a world-class sales organization, we want to hear from you.

What is a Sales Trainer?

A Sales Trainer is a specialized learning and development professional dedicated to accelerating revenue growth by upskilling sales organizations. By designing comprehensive onboarding programs and continuous professional development initiatives, a Sales Trainer ensures that account executives and business development representatives master modern sales methodologies like SPIN, Challenger, or MEDDIC. This role bridges the gap between sales leadership strategy and frontline execution, ultimately driving improved conversion rates and consistent quota attainment across the entire sales floor.

What does a Sales Trainer do?

On a daily basis, a Sales Trainer facilitates live role-playing sessions, conducts deep-dive product knowledge workshops, and analyzes CRM data to identify performance gaps in the sales funnel. They work closely with sales managers to observe live discovery calls or demonstrations, providing actionable feedback that refines the team's ability to handle objections and close complex deals. Furthermore, they curate sales enablement content, manage learning management systems (LMS) like Lessonly or Highspot, and track the impact of training on key performance indicators like time-to-productivity and average deal size.

Key responsibilities

• Design and execute comprehensive onboarding curricula that drastically reduce time-to-productivity for new Sales Development Representatives and Account Executives.
• Facilitate recurring training workshops on advanced sales methodologies such as MEDDIC or Challenger to improve qualification accuracy and pipeline velocity.
• Conduct 'side-by-side' call coaching and pipeline reviews to provide real-time, actionable feedback on discovery, negotiation, and closing techniques.
• Curate and maintain an internal sales knowledge base using platforms like Highspot or Seismic to ensure reps have instant access to battlecards.
• Partner with Product Marketing to translate technical product updates into high-impact sales messaging and value-driven demonstrations.
• Analyze CRM metrics within Salesforce or HubSpot to identify recurring performance bottlenecks and create targeted training interventions for underperforming segments.
• Orchestrate recurring sales 'bootcamps' and role-play certification exercises to stress-test objection-handling skills in a low-risk, controlled environment.
• Report on the effectiveness of sales training initiatives by tracking correlations between training completion rates and attainment of quarterly revenue targets.

Requirements and skills

• 3+ years of experience in sales enablement, corporate training, or as a high-performing Account Executive with a passion for coaching.
• Deep expertise in modern sales methodologies such as MEDDIC, SPIN Selling, Challenger Sale, or Sandler Training.
• Hands-on proficiency in administering and optimizing sales enablement tools like Highspot, Seismic, Brainshark, or Lessonly.
• Advanced CRM administration skills, particularly in Salesforce or HubSpot, to track coaching outcomes and sales performance analytics.
• Proven track record of designing interactive virtual and in-person workshop content that drives measurable changes in behavior and outcomes.
• Exceptional ability to synthesize complex product features into compelling value propositions that resonate with C-suite and technical stakeholders.
• Professional certification such as CPTD (Certified Professional in Talent Development) or industry-recognized sales coaching certifications preferred.
• Bachelor’s degree in Communications, Business, Education, or a related field, or equivalent practical experience in B2B SaaS sales environments.

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