eCommerce SMB Sales Transformation Manager

We are looking for an experienced eCommerce SMB Sales Transformation Manager to lead the optimization of our SMB Sales Team's Business Management System (BMS). This role will drive a comprehensive, data-informed approach to measuring productivity and engagement, leveraging key KPIs and demographic insights such as account type, employee size, and customer program participation. The ideal candidate will evaluate current sales functions and implement transformational tools and processes that accelerate performance at both the manager and individual contributor levels. A key focus will be enabling sales leaders to spend more time coaching and leading by developing dashboards, analytics, and roadmaps that deliver clear, actionable insights into team and account performance.

Role Responsibilities

• Build a best-in-class SMB sales BMS to help identify key trends, insights, & gaps while tracking productivity to help inform the SMB sales strategy as well as help SMB sales teams understand key actions/next steps
• Help shape Q-Readiness POV based on productivity analysis, market opportunity (key initiatives) & pipeline
• Identify & maintain Top 10 list of priority issues affecting sales team performance
• Provide level of impact analysis with a recommended resolution on each topic
• Provide an ongoing readout as to progress within a monthly/quarterly cadence
• Be the single POC for the NA SMB sales tools roadmap coordinating w/ all key stakeholders to identify, evolve & drive adoption, be the liaison w/ CCOE for projects, training, & issue resolution
• Enhance productivity by streamlining operations, automating processes, & leveraging the right technologies to better manage data & track performance metrics to identify areas of improvement.
• Evaluate sales org structures, selling motions, lead gen, analytics, forecasting, & operations as needed to support & execute on related goals
• Lead sales transformation initiatives that ease implementation, drive adoption, & deliver solutions for ongoing success
• Identify potential value creating opportunities, creating the business case & developing the requirements to implement the strategy
• Design & implement modern sales tools & processes with the support of project teams that improve capabilities to measure & improve sales productivity metrics
• Build highly successful & efficient collaborative initiatives. Manage, coach & empower team members while continuing to grow in own expertise to help SMB Sales succeed & transform
• Deliver an ongoing & accurate revenue forecast with pipeline transparency & analysis
• Enable Sales team to reach & exceed sales objectives by encouraging the right sales activities
• Empower managers & reps with the right tools & insights
• Measure & incentivize specific priority goals
• Optimize lead management & lifecycle health, analyze traffic based on campaign, DG, inbound & outbound actions, & associated CSAT
• Identify what needs to change & what role sales technology plays in supporting specific change
• Employ a customer-centric transformation by aligning seller actions with successful customer outcomes, supported by the necessary systems, tools & processes
• Implement sales & service experiences, capabilities, & architecture required to bring customer strategies to life, optimize & transform consideration of non-PC sales & service solutions, & preferred business financing
• Document, measure & drive performance through business processes like sales ops, deal desks, sales engagement, sales support, & lead generation

• Bachelor's degree in a relevant field
• Bachelor's degree in Business, Marketing, or related field
• 8+ years of experience in sales operations, sales enablement, or business transformation, preferably within eCommerce or SMB-focused organizations
• 8+ years of experience in designing and implementing sales productivity metrics, dashboards, and Business Management Systems (BMS)
• Proficiency in tools and technologies for sales performance management, including CRM systems, analytics platforms (e.g., Power BI, Tableau), and workflow automation