Sales Excellence Leader
At a glance
Mid-level Revenue & Sales Operations role at Ralliant. Remote, United States · full-time · no salary stated · we estimate $87,500–$150,000 across the United States.
Ralliant has not published a salary for this role. The figure below is our estimate, not theirs.
remoteroles summary, based on the employer's posting.
What you'll do
- Build a shared sales approach from project discovery through closing and expansion, with clear qualification and stage rules
- Diagnose funnel and win-loss patterns with sales leaders, then turn findings into practical changes
- Create ways to track installed projects and lifecycle signals, surfacing MRO, replacement and expansion opportunities
- Set sales scorecards and review routines that connect performance data to owners, decisions and follow-through
- Improve channel reviews, selling tools and processes, using automation and AI to raise productivity
What you bring
- At least seven years in sales excellence, commercial effectiveness, strategy and operations, or a comparable transformation role
- You have built and embedded sales methods, funnel governance and performance systems
- Strong commercial analysis skills and fluency with CRM and Salesforce, translating findings into action
Who this fits
This role suits someone who can create new sales capabilities and constructively influence sales leaders across teams. Experience in B2B industrial, technical or complex solution sales is preferred.
From the employer
The Sales Excellence Leader will 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.
Primary Accountabilities
Sales Methodology & Funnel Excellence
- 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
Installed Base & MRO Excellence
- 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
Commercial Performance & Accountability
- 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
Channel Excellence
- 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
Sales Productivity & Continuous Improvement
- 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
Success Measures
- Qualified funnel creation, quality and conversion
- Win-rate and sales-cycle improvement
- MRO / installed-base share-of-wallet capture
- Channel-created opportunities and partner productivity
- Seller productivity and adoption of common sales methodology
- Action closure, forecast reliability and management visibility
Candidate Profile
- 7+ years in Sales Excellence, Commercial Excellence, sales effectiveness, strategy/operations or comparable commercial 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
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