Sales Excellence Leader
At a glance
Mid-level Revenue & Sales Operations role at Ralliant. Remote, United States · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Build a shared selling approach covering project discovery, qualification, closing and expansion
- Set funnel stages, exit rules and seller actions, then diagnose losses and conversion with sales leaders
- Create processes that surface replacement, retrofit, expansion and MRO opportunities from installed projects
- Run scorecards and review rhythms across funnels, accounts, channels and quarterly business reviews
- Remove selling friction while building playbooks, automation and improvement programs that raise seller productivity
What you bring
- At least seven years in sales excellence, commercial excellence, sales effectiveness, strategy and operations, or comparable transformation work
- You can design and embed sales methods, funnel governance and systems for tracking performance
- Strong commercial analytics and Salesforce or CRM fluency, with a record of turning findings into action
- You can challenge and influence sales leaders constructively across functions
Who this fits
This role suits a builder who can create sales capabilities rather than administer an established operation. You will work across sales, channel management and other functions, with emphasis on funnel quality, installed-base value, partner productivity and seller adoption. Experience with B2B industrial, technical or complex solution sales is preferred. The role is remote in the United States.
From the employer
The Sales Excellence Leader will help build and continuously improve the commercial operating system for the Head of Sales, enabling the sales organization to create stronger funnel, win more effectively, maximize installed-base/MRO value and execute with greater discipline. This is a sales effectiveness and transformation role, not a transactional Sales Operations role.
Primary Accountabilities
Sales Methodology & Funnel Excellence
- Design and embed a common sales methodology from project identification through win and expansion
- Define qualification standards, opportunity stages, exit criteria and required seller actions
- Improve funnel quality, conversion and early identification of new projects and sockets
- Lead win/loss and funnel diagnostics with Sales leadership and translate findings into corrective action
Installed Base & MRO Excellence
- Design the commercial process to track installed projects, lifecycle events and expected MRO timing
- Create visibility to replacement, retrofit, expansion and share-of-wallet opportunities
- Establish clear processes that convert installed-base and customer signals into actionable sales opportunities
- Measure MRO capture and identify revenue leakage or missed share-of-wallet
Commercial Performance & Accountability
- Define a focused KPI and scorecard framework aligned to sales strategy
- Design the sales operating cadence, including funnel, account, channel and quarterly business reviews
- Turn data into decisions, actions, owners and follow-through rather than reporting activity
- Establish performance diagnostics around win rate, sales cycle, account penetration and seller productivity
Channel Excellence
- Define channel scorecards covering revenue commitments, demand creation, project visibility and partner productivity
- Support structured partner reviews and identify performance gaps and corrective actions
- Partner with Channel Management to improve segmentation, coverage and return on channel investment
Sales Productivity & Continuous Improvement
- Identify and eliminate process friction that reduces customer-facing selling time
- Develop sales playbooks, tools and best practices that improve effectiveness
- Leverage AI and automation to improve productivity and commercial insight
- Lead cross-functional improvement initiatives affecting sales effectiveness
Success Measures
- Qualified funnel creation, quality and conversion
- Win-rate and sales-cycle improvement
- MRO / installed-base share-of-wallet capture
- Channel-created opportunities and partner productivity
- Seller productivity and adoption of common sales methodology
- Action closure, forecast reliability and management visibility
Candidate Profile
- 7+ years in Sales Excellence, Commercial Excellence, sales effectiveness, strategy/operations or comparable commercial transformation roles
- Experience in B2B industrial, technical or complex solution selling preferred
- Demonstrated ability to design and embed sales methodology, funnel governance and performance systems
- Strong commercial analytics and CRM/Salesforce fluency with the ability to convert insight into action
- Credibility to influence and challenge sales leaders constructively across functions
- Builder mindset: comfortable creating new capability rather than administering an established function
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