Sales Excellence Architect

Ralliant; Boston (MA); On-site; USD 120,000 - 190,000; Full time

Job summary

Ralliant is seeking a Sales Excellence Leader to 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, requiring design and leadership across methodology, funnel, channel, and performance disciplines.

Qualifications

• 7+ years in Sales Excellence, Commercial Excellence, or comparable 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.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.

Skills

Sales Excellence

B2B Industrial

Sales methodology design

CRM fluency

Influence leaders

Builder mindset

Job description

Ralliant is seeking a Sales Excellence Leader to 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, requiring design and leadership across methodology, funnel, channel, and performance disciplines.