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About the Role
The Senior Manager of Field Onboarding & Sales Development is responsible for designing and executing a comprehensive onboarding and development strategy for internal sales teams, partner sellers, and sales leaders across the GEO. This role ensures new sellers’ ramp quickly, existing sellers continue to strengthen critical selling capabilities, and sales leaders are equipped to drive consistent execution and performance.
The Senior Manager will build structured learning journeys that enable sellers and partners to confidently execute the company’s sales motion, leverage core sales plays and methodologies, and accelerate pipeline creation and revenue growth.
This role partners closely with Sales Leadership, Channel Leadership, Product Marketing, Technical Teams, and Sales Operations to ensure onboarding and development programs align with business priorities and drive measurable business outcomes.
Key Responsibilities - Field Sales & Partner Onboarding
Own and evolve the end-to-end onboarding experience for internal sellers and partner sellers across the GEOs.
Develop structured onboarding programs that accelerate ramp time, pipeline contribution, and quota productivity.
Ensure onboarding equips sellers and partners with the knowledge and skills required to execute the company’s sales motion, sales plays, and platform strategy.
Partner with channel leadership to ensure partner sellers have consistent onboarding and readiness experiences that support partner-led growth.
Sales Skill Development
Build ongoing development programs focused on critical selling capabilities including discovery, deal qualification, value articulation, negotiation, and executive conversations.
Drive adoption of core sales methodologies and frameworks (e.g., MEDDPICC) within onboarding and continuous learning journeys.
Identify skill gaps through collaboration with sales leadership and implement targeted development programs that improve field performance.
Sales Leader Development
Build upon and deliver development programs for frontline and second-line sales leaders.
Equip managers with practical tools for pipeline management, forecasting discipline, performance management, and coaching.
Enable leaders to drive consistent execution and accountability across the field.
Cross-Functional Collaboration
Partner with Product Marketing, Technical Teams, and subject matter experts to ensure sellers are equipped with the knowledge required to effectively position and sell the portfolio.
Collaborate with technical enablement leaders to integrate sales and technical onboarding frameworks while maintaining clear ownership boundaries.
Align with Marketing, Sales Operations and Sales Leadership to ensure programs support current business priorities and go-to-market strategy.
Program Strategy & Execution
Build structured learning paths aligned to role, experience level, and sales motion.
Develop scalable onboarding and development programs that leverage workshops, digital learning, cohort-based learning, and real-world application.
Ensure programs are continuously refreshed to reflect evolving sales strategies and market priorities.
Measurement & Business Impact
Establish clear metrics and dashboards to measure the effectiveness of onboarding and development programs.
Track and report impact on key outcomes including:
Ramp time reduction
Time to first deal
Time to pipeline productivity
Sales productivity and quota attainment
Partner seller readiness and engagement
Continuously improve programs based on field feedback and performance data.
Key Outcomes - Success in this role will be measured by the ability to:
Reduce ramp time for new sellers and partner sellers
Accelerate time to pipeline contribution and revenue productivity
Improve field execution of the company’s sales plays and methodologies
Strengthen frontline sales leadership capability
Scale consistent onboarding and development programs across the GEO
Qualifications
10+ years of experience in Sales Enablement, Sales Readiness, Sales Onboarding/Training, or related roles
Proven experience designing and scaling sales onboarding and development programs
Strong understanding of commercial and enterprise sales motions and partner/channel ecosystems
Experience in enab