Job Summary:

The Senior Manager, Sales Performance translates Patient Point’s Provider Sales process and methodology into clear expectations, practical tools, and consistent seller behaviors. This role leads sales process development and adoption, embeds methodology into daily sales activities, and aligns sales technology to support effective qualification and opportunity progression.

Working closely with Sales Leadership, Sales Operations, Marketing, and the broader Enablement team, this individual analyzes sales performance, identifies underlying gaps, develops targeted training, resources, and process improvements to improve conversion, forecast confidence, and quality growth.

What You'll Do:

Sales Process and Methodology

• Lead the development, documentation, and continuous improvement of the Provider Sales process, from prospecting and qualification through closed won and onboarding handoff.

• Define and maintain sales stage objectives, entry and exit criteria, qualification standards, and required evidence of customer commitment in partnership with Sales Leadership, Sales Operations, and Customer Success.

• Translate sales methodology into practical sales activities, discovery and qualification tools, opportunity reviews, and manage coaching resources.

• Establish clear expectations for applying the process across sales roles and motions and reinforce adoption through ongoing enablement.

Sales Technology Alignment & Adoption

• Own business and enablement requirements for sales technology, ensuring tools and workflows support the sales process, qualification standards, and seller productivity.

• Partner with Sales Operations & IT to translate business needs into system requirements, prioritize improvements, and validate that changes support seller workflows.

• Evaluate tool adoption, utilization, effectiveness, and gaps; recommend enhancements, additions, or consolidation based on business needs and measurable value.

• Serve as the primary enablement resource for how sellers use commercial technology within their daily sales activities.

• Partner with Marketing and Sales Leadership to improve outreach practices and supporting tools, including messaging templates, follow-up cadences, and seller training for priority campaigns.

Sales Performance Analysis & Improvement

• Own ongoing analysis of funnel and stage performance, including conversion rates, time in stage, stalled opportunities, stage progression, win/loss patterns, and forecast accuracy, using reporting developed in partnership with Sales Operations.

• Investigate trends across sellers, teams, sales motions, and segments, combining quantitative analysis with opportunity reviews, call observations, and manager feedback to identify underlying performance gaps.

• Partner with Sales Operations to define reporting requirements and develop dashboards that make stage performance and methodology adoption visible and actionable.

• Translate findings into targeted action plans that address gaps in qualification, skills, messaging, resources, process application, or technology use.

• Participate in forecast calls, pipeline reviews, and QBRs to assess process application and identify recurring enablement needs.

• Measure the impact of training, resources, and process improvements on seller behaviors and business outcomes and adjust accordingly.

Training, Reinforcement & Resources

• Design and deliver onboarding and ongoing training on the Provider Sales process, sales methodology, and sales tools.

• Build practical resources that help sellers meet stage requirements, strengthen discovery, validate customer needs, and secure meaningful next steps.

• Equip sales managers with coaching guides and opportunity review tools that reinforce consistent qualification and stage progression.

• Assess seller proficiency through role-play, opportunity reviews, and demonstrated use of sales tools; provide targeted reinforcement where gaps remain.

• Maintain current, accessible process documentation, playbooks, and job aids and support adoption of process and technology changes.

Cross-functional Alignment

• Partner with Marketing to align prospecting workflows, lead qualification, and handoff expectations.

• Collaborate with Customer Success and onboarding teams to ensure sales captures and communicates customer goals, commitments, and readiness requirements.

• Recommend improvements to sales and marketing data quality based on gaps affecting seller effectiveness, targeting, or process visibility.

• Coordinate with Sales Leadership, Sales Operations, and other Enablement team members to prioritize improvements and establish clear ownership of resulting actions.

What We Need:

• 7+ years of relevant experience across sales enablement, sales effectiveness, sales operations, or B2B sales, including direct responsibility for sales process improvement and seller adoption.

• Demonstrated ability to translate a sales methodology into practical seller behaviors, qualification standards, stage entry and exit criteria, and manager coaching tools.

• Strong analytical skills, with experience independently interpreting sales data, investigating funnel and stage performance, and translating findings into actionable recommendations.

• Experience using Salesforce and commercial sales tools to analyze opportunities, support seller workflows, and reinforce process expectations.

• Proficiency in Excel for analyzing sales data and identifying performance trends.

• Hands-on experience enabling sales teams through technology, including workflow development, user training, adoption measurement, and evaluation of tool effectiveness.

• Proven ability to identify performance gaps and develop targeted training, playbooks, job aids, and coaching resources that address them.

• Experience designing and delivering training, including assessing practical application and reinforcing adoption.

Desired Qualifications:

• Hands-on experience implementing or reinforcing sales methodologies.

• Direct B2B selling or frontline sales management experience, with practical understanding of discovery, qualification, opportunity progression, and forecasting.

• Experience supporting multiple sales motions, customer segments, or complex sales involving multiple stakeholders.

• Experience in healthcare, healthcare technology, or provider-facing sales.

• Experience using business intelligence or conversation intelligence tools to investigate performance trends and identify coaching opportunities.

• Strong cross-functional collaboration skills, with the ability to partner with Sales leadership, Sales Operations, Marketing, and Customer Success and influence decisions without direct authority.

• Ability to manage initiatives from diagnosis through implementation, communicate changes clearly, and measure their impact on seller behavior and business results.

Base Salary Band: $102,000 - $141,000.00 Compensation: At PatientPoint, we are committed to providing competitive pay and benefits that are in line with industry standards. We analyze and carefully consider several factors when determining compensation, including skills, qualifications, geographic location, and professional experience, which can cause your compensation to vary. The base salary range listed is just one component of PatientPoint’s total compensation package for employees. For additional details on our total benefits package, please review the section “About PatientPoint” at the end of this job description.