Sales Academy Director

Sales Academy Director

We are seeking a visionary and execution-oriented Sales Academy Director to build, scale, and lead a world-class enablement function across a complex, global sales organization. This leader will be the central architect of how our Sales teams learn, develop, and perform — directly supporting $500M+ in combined new business and renewal revenue across reference solutions and clinical decision support.

Sitting at the intersection of Sales, Marketing, Product, and Commercial Operations, this role is accountable for equipping every seller — from new hires to tenured enterprise reps — and every front-line manager with the knowledge, content, tools, and skills required to win in competitive, consultative healthcare and information markets.

Responsibilities

1.  Onboarding & Continuous Learning

· Design, own, and continuously optimize a best-in-class sales onboarding program that measurably reduces time-to-productivity across all sales segments and geographies.

· Build structured, role-based learning curricula covering product knowledge, clinical domain expertise, market intelligence, and consultative selling skills — mapped to career levels from SDR through Senior Enterprise AE.

· Establish learning pathways, certifications, and milestone assessments that create clear development expectations at every stage of a seller's career.

· Partner with subject-matter experts to maintain and refresh content as products, competitive dynamics, and buyer personas evolve.

2.  Sales Content & Playbooks

· Develop and maintain a comprehensive library of sales playbooks, talk tracks, objection-handling guides, and competitive battle cards tailored to reference and clinical decision support buyers.

· Partner with Product Marketing and Commercial to translate complex value propositions into seller-ready messaging that resonates with clinical, administrative, and procurement stakeholders.

· Create deal-stage-specific assets — from discovery question guides to business case and ROI templates — that accelerate pipeline velocity and improve win rates.

· Establish a content governance model ensuring assets are current, discoverable, and actively adopted across channels and geographies.

3.  Sales Technology, Tools & Analytics

· Own the strategy and roadmap for the sales enablement technology stack, including the LMS/enablement platform (e.g., Highspot, Seismic), CRM integrations (Salesforce), conversation intelligence (e.g., Gong), and digital sales room solutions

· Drive adoption of sales tools through embedded training, reinforcement programs, and usage integrated into team workflows and manager coaching cadences.

· Define and track leading and lagging indicators of enablement effectiveness — rep ramp time, content utilization, certification completion, pipeline coverage, win rate, and quota attainment.

· Deliver regular reporting to senior leadership on the ROI of enablement investments and their measurable impact on commercial performance.

4.  Sales Skills & Methodology

· Champion and embed a consistent sales methodology (MEDDPICC) across the global organization — from discovery and qualification through negotiation, closing, and renewal/expansion strategies.

· Build and deliver targeted skills development programs addressing consultative selling, value-based selling, executive engagement, competitive differentiation, and multi-stakeholder deal management.

· Leverage conversation intelligence, CRM, and manager coaching data to identify skill gaps at individual, team, and segment levels and design targeted, measurable interventions.

· Create just-in-time learning assets (micro-learning, video briefs, job aids) that reinforce skills at the moment of need without disrupting active selling time.

5.  Front-Line Manager (FLM) Enablement

· Build a dedicated enablement program for first-line managers — the greatest multiplier of enablement impact — covering coaching skills, pipeline inspection, performance conversations, and team development planning.

· Develop a structured manager certification track to ensure consistent coaching quality and capability standards across all regions and business segments.

· Create a data-informed coaching framework that connects CRM and conversation intelligence insights to observable seller behaviors, enabling FLMs to lead development conversations with confidence.

· Partner with Sales Leadership on manager onboarding, new hire calibration, and succession planning.

6.  Cross-Functional Alignment & Strategic Partnership

· Serve as a strategic partner to Sales Leadership, Product Marketing, Commercial, Sales Operations, and Customer Success to align enablement priori