Sales Coach

Company Description At Higher Logic, engagement happens here. As the industry-leading, human-focused engagement platform, we deliver powerful online communities and communication tools to organizations looking to build, retain, and grow their member or customer base. We’re obsessed with engagement, and with over 13 years of experience in the industry, we’ve got it down to a science. We are a global company with offices throughout the US, Canada, and Australia. We serve over 3,000 customers, representing over 350,000 online communities with over 200 million users across 42 countries worldwide. Our team is a thriving community of authentic people with diverse experiences and perspectives. We are honest and genuine and believe sharing ideas and feedback openly helps us succeed. Diversity and empathy bring us #AllTogether and make us stronger. We learn from failure and success because both help us grow and learn. We strive to understand the why behind our actions and bring our best selves to work daily. JOB SUMMARY The Sales Coach is responsible for improving seller performance through hands-on coaching, structured onboarding, skills development, and reinforcement of Higher Logic’s sales methodology. This role partners closely with Sales Leadership to help new and tenured sellers build the knowledge, behaviors, and confidence needed to achieve consistent sales outcomes. Drawing on firsthand sales experience, the Sales Coach helps sellers strengthen core capabilities such as discovery, solution selling, objection handling, executive engagement, and advancing opportunities. The role also partners with the People Team and Sales Leadership to turn effective coaching practices into repeatable onboarding and development programs that can grow with the needs of the business. OVERSIGHT RESPONSIBILITY: Provides coaching to Account Executives, Account Managers, and other customer-facing sales professionals participating in onboarding, certification, and ongoing development. Influences seller performance through expertise, feedback, and reinforcement without direct people management responsibility. ESSENTIAL DUTIES AND RESPONSIBILITES: Coach sales professionals through call reviews, observation, role plays, and individual development plans to improve selling skills and execution. Help sellers strengthen discovery, solution selling, objection handling, product positioning, executive conversations, negotiation, and opportunity advancement. Provide specific, practical feedback that sellers can apply to active opportunities and future customer conversations. Facilitate engaging onboarding sessions, workshops, practice exercises, and other learning experiences for new and tenured sellers. Partner with Sales Leadership to identify individual and team skill gaps, recommend development priorities, and reinforce effective coaching practices across the sales organization. Partner with the People Team and Sales Leadership to build and continuously improve repeatable onboarding, coaching, and certification programs that accelerate seller productivity. Develop and maintain practical coaching guides, playbooks, certification materials, practice exercises, and other resources that support consistent sales execution. Promote consistent use of Higher Logic’s sales methodology by helping sellers understand how to apply it in real customer situations. Partner with Product, Engineering, Marketing, and Revenue Operations to ensure coaching and development materials reflect current product capabilities, messaging, market positioning, and business priorities. Review onboarding progress, coaching outcomes, seller feedback, ramp time, and relevant sales performance indicators to identify trends and recommend improvements. Conduct all business in accordance with Higher Logic policies and procedures. Perform other duties as assigned. KNOWLEDGE AND ABILITIES REQUIRED: Strong knowledge of B2B solution selling and the ability to coach sellers through each stage of the s…