Sales Onboarding Manager

Perplexity; United States; Remoto; USD 120.000 - 180.000; Tempo pieno

Descrizione del lavoro

Perplexity is seeking an experienced Sales Onboarding Manager to own the onboarding experience for Enterprise and Commercial AEs and BDRs from Day 1 through field certification.

You will design curricula, lead sessions, manage cohort logistics, and run certifications ensuring new hires reach productivity targets quickly and effectively.

Competenze

• 2–4 years in sales enablement, onboarding or training in B2B SaaS or AI.
• Track record designing and running onboarding or ramp programs with measurable impact.
• Excellent live facilitation, virtual and in person across experience levels.
• Experience designing certifications or skills assessments with trusted rubrics.
• Strong program mgmt and ability to manage multiple cohorts and stakeholders.
• Knowledge of modern sales methods and full sales cycle.

Mansioni

• Own the sales onboarding program for BDRs, AEs, and field staff with defined milestones and productivity targets.
• Co-design and run role-based ramps, including objectives and time-to-productivity goals.
• Build and maintain content: modules, playbooks, demos, checks, and self-paced content.
• Lead live sessions (virtual and in-person) with PM, Product Marketing and top sellers.
• Manage cohort logistics: track hires, assign sessions, calendars, attendance, and pre-work.
• Design and run certifications for BDRs (cold calling, email, qualification) and AEs (pitch, discovery, demo).
• Partner with frontline managers to monitor progress and provide coaching and feedback.
• Measure completion, ramp metrics, and pipeline impact; iterate the program.

Conoscenze

Sales enablement

Onboarding

Facilitation

Program management

LMS / content management

Salesforce

Strumenti

Salesforce

LMS

Content hub

Descrizione del lavoro

About the role

About the roleThe Sales Onboarding Manager owns the onboarding experience for Enterprise and Commercial Account Executives (AEs) and Business Development Representatives (BDRs), from Day 1 through field certification. You'll design the curriculum, keep it up to date as the product changes, lead the sessions yourself, manage the logistics of placing each cohort into the right sessions, and run the certifications that decide when a new hire is ready.

Responsibilities

Own the sales onboarding program. Co-design and run role-based ramps for BDRs and for Enterprise and Commercial AEs, including learning objectives, milestones and time-to-productivity targets for each stage. Where BDRs and AEs need the same foundations, they learn them together. Where the jobs differ, each gets its own track.

• Build the BDR ramp. Teach new BDRs prospecting and outbound: ideal customer profile and persona research, account and territory rules, multi-channel sequences, cold calling, cold email, qualification, and clean handoffs to AEs. Get BDRs productive in the prospecting stack, including Salesforce, Apollo and the dialer.

• Build and maintain content. Create and update modules, playbooks, talk tracks, demo guides, knowledge checks and self-paced content. Update materials as products, pricing, positioning and process change, and retire anything out of date.

• Facilitate live sessions. Lead engaging, interactive sessions (virtual and in person) on the company's products, sales process, customer personas, discovery, demos, objection handling and tools. Bring in subject‑matter experts from Product, Product Marketing, Solutions and top sellers.

• Run cohort logistics. Work with Recruiting and sales leaders to track incoming hires, assign each one to the right sessions for their role, segment and start date, and manage calendars, attendance, make‑ups and pre‑work.

• Certify field readiness. Design and run role‑specific certifications using clear rubrics. For BDRs, that means cold‑call, email and qualification certifications. For AEs, it means pitch, discovery and demo certifications. Both roles also certify on tools. Calibrate scoring with BDR and sales managers, give actionable feedback, and decide when a new hire is ready to sell on their own.

• Partner with frontline managers. Give managers visibility into each new hire's progress, flag risks early, and equip managers to reinforce onboarding through coaching and call reviews.

• Measure and improve. Track completion, certification pass rates and ramp attainment. For BDRs, also track activity, meetings booked and accepted, and pipeline sourced. For AEs, also track time to first meeting, pipeline and closed business. Use the data and new‑hire feedback to improve the program each cohort.

• Scale with leverage. Use AI tools, including the company's own products, to build content faster, personalize learning paths and automate repetitive logistics so the program keeps up with hiring.

What we're looking for

What we're looking forThe best candidates are strong facilitators who also design programs and run operations well. You can command a room, build a curriculum from a blank page, and keep a complicated cohort calendar running smoothly. You hold a high bar for readiness and know how to tell a manager when a seller isn't there yet.

Must-haves

• 2–4 years in sales enablement, sales onboarding or sales training, ideally at a high‑growth B2B SaaS or AI company. Experience carrying a quota or managing sellers is a strong plus.

• A track record of designing and running a sales onboarding or ramp program end to end, with measurable impact on ramp time or productivity.

• Excellent live facilitation, virtual and in person, with sellers at different experience levels, from early‑career BDRs to seasoned AEs.

• Experience designing and running certifications or skills assessments (such as cold‑call, pitch, discovery or demo) using rubrics that sales managers trust.

• Strong program management and operational rigor. You can run several overlapping cohorts, schedules and stakeholders without dropping details.

• Working knowledge of modern sales methods (such as MEDDICC, Command of the Message or similar), outbound prospecting and the full sales cycle from first touch to close.

• Comfort learning technical products quickly and explaining them clearly. You can learn an AI product well enough to teach and demo it.

• Fluency with the sales tech stack, such as Salesforce, a conversation‑intelligence tool and an LMS or content‑management platform.

• High ownership and comfort with ambiguity in a fast‑moving environment where the product changes weekly.

Nice to have

• Experience onboarding sellers for AI, developer or other technically complex products.

• Background in instructional design or adult learning.

• Previous experience as a BDR/SDR or as a BDR/SDR manager.

• Experience building onboarding for both Enterprise and Commercial/velocity sales motions, or for Customer Success roles.

• Experience standing up enablement tooling (LMS, content hub, call library) or reporting on ramp metrics.

• Experience using AI to build content or automate enablement operations