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Higher Logic

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Sales Coach

Company Description

At Higher Logic, engagement happens here. As the industry-leading, human-focused engagement platform, we deliver powerful online communities and communication tools to organizations looking to build, retain, and grow their member or customer base. We’re obsessed with engagement, and with over 13 years of experience in the industry, we’ve got it down to a science. We are a global company with offices throughout the US, Canada, and Australia. We serve over 3,000 customers, representing over 350,000 online communities with over 200 million users across 42 countries worldwide.

Our team is a thriving community of authentic people with diverse experiences and perspectives. We are honest and genuine and believe sharing ideas and feedback openly helps us succeed. Diversity and empathy bring us #AllTogether and make us stronger. We learn from failure and success because both help us grow and learn. We strive to understand the why behind our actions and bring our best selves to work daily.

JOB SUMMARY

The Sales Coach is responsible for improving seller performance through hands-on coaching, structured onboarding, skills development, and reinforcement of Higher Logic’s sales methodology. This role partners closely with Sales Leadership to help new and tenured sellers build the knowledge, behaviors, and confidence needed to achieve consistent sales outcomes.

Drawing on firsthand sales experience, the Sales Coach helps sellers strengthen core capabilities such as discovery, solution selling, objection handling, executive engagement, and advancing opportunities. The role also partners with the People Team and Sales Leadership to turn effective coaching practices into repeatable onboarding and development programs that can grow with the needs of the business.

OVERSIGHT RESPONSIBILITY:

Provides coaching to Account Executives, Account Managers, and other customer-facing sales professionals participating in onboarding, certification, and ongoing development. Influences seller performance through expertise, feedback, and reinforcement without direct people management responsibility.

ESSENTIAL DUTIES AND RESPONSIBILITES:
  • Coach sales professionals through call reviews, observation, role plays, and individual development plans to improve selling skills and execution.
  • Help sellers strengthen discovery, solution selling, objection handling, product positioning, executive conversations, negotiation, and opportunity advancement.
  • Provide specific, practical feedback that sellers can apply to active opportunities and future customer conversations.
  • Facilitate engaging onboarding sessions, workshops, practice exercises, and other learning experiences for new and tenured sellers.
  • Partner with Sales Leadership to identify individual and team skill gaps, recommend development priorities, and reinforce effective coaching practices across the sales organization.
  • Partner with the People Team and Sales Leadership to build and continuously improve repeatable onboarding, coaching, and certification programs that accelerate seller productivity.
  • Develop and maintain practical coaching guides, playbooks, certification materials, practice exercises, and other resources that support consistent sales execution.
  • Promote consistent use of Higher Logic’s sales methodology by helping sellers understand how to apply it in real customer situations.
  • Partner with Product, Engineering, Marketing, and Revenue Operations to ensure coaching and development materials reflect current product capabilities, messaging, market positioning, and business priorities.
  • Review onboarding progress, coaching outcomes, seller feedback, ramp time, and relevant sales performance indicators to identify trends and recommend improvements.
  • Conduct all business in accordance with Higher Logic policies and procedures.
  • Perform other duties as assigned.
KNOWLEDGE AND ABILITIES REQUIRED:
  • Strong knowledge of B2B solution selling and the ability to coach sellers through each stage of the sales process.
  • Strong understanding of discovery, qualification, objection handling, executive engagement, consensus building, negotiation, and closing.
  • Ability to assess sales conversations, identify the underlying performance issue, and provide clear, actionable feedback.
  • Strong coaching and mentoring skills, including the ability to adapt guidance to different experience levels, learning needs, and sales situations.
  • Ability to establish credibility with experienced sales professionals and influence performance without direct authority.
  • Strong presentation and facilitation skills for virtual and in-person coaching, workshops, and practice sessions.
  • Ability to translate complex products and technical concepts into clear, customer-focused sales messages.
  • Ability to recognize performance patterns, evaluate whether coaching is changing seller behavior, and connect development efforts to sales outcomes.
  • Ability to turn individual coaching insights into practical resources and repeatable approaches that benefit the broader sales organization.
  • Strong written communication, organization, and project management skills.
  • Working knowledge of effective adult-learning practices; experience with instructional design is helpful but not required.
  • Experience using CRM and conversation-intelligence platforms; familiarity with learning management and sales enablement systems is preferred.
EXPERIENCE DESIRED:
  • 5+ years of successful quota-carrying experience in B2B SaaS sales, including experience as an Account Executive.
  • Demonstrated success using a consultative, solution-based sales approach to uncover customer needs, connect solutions to business outcomes, and advance opportunities through the sales process.
  • Experience navigating complex sales conversations, including objection handling, executive engagement, consensus building, and gaining customer commitment.
  • Prior experience coaching, mentoring, or informally developing sales professionals to strengthen skills and improve performance.
  • Demonstrated ability to assess sales conversations and provide specific, practical feedback that sellers can apply.
  • Experience working with Sales Leaders to reinforce expectations, sales methodology, and effective selling behaviors.
  • Experience developing onboarding, coaching, certification, or other repeatable sales development programs is strongly preferred but not required.
  • Experience selling within a SaaS or technology organization and using CRM and conversation-intelligence tools is preferred.

EEO Disclosure

Higher Logic is committed to equal opportunity. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Higher Logic is committed to ensuring that its application process provides an equal employment opportunity to all job seekers, including individuals with disabilities. If you believe you need a reasonable accommodation to search for a job opening or to submit an application, please get in touch with us by emailing HRBenefits@higherlogic.com

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What this application asks

greenhouse

First Name, Last Name, Email, Phone, Resume/CV, Cover Letter, Location

  • LinkedIn Profile optional
  • Website optional
  • Are you legally authorized to work in the United States? choose one
  • Do you now, or will you in the future, require sponsorship for employment visa status? choose one
  • What are your salary expectations?
  • Are there any agreements (e.g., non-competition, non-solicitation, non-disclosure, confidentiality), covenants, judgments, orders, decrees, or other obligations, written or otherwise, that may prevent, limit, or restrict you from accepting employment with Higher Logic, carrying out your duties as a Higher Logic employee, or otherwise affect your employment with Higher Logic? choose one
  • If yes, provide details:
  • Have you ever been an employee of Higher Logic or one of its subsidiaries (i.e. Kavi, Socious, Informz, Real Magnet, Customer Imperative, Vanilla Forums)?​ choose one
  • How many years of quota-carrying experience do you have as an Account Executive in a B2B software or SaaS company? choose one
  • During your three most recent full years as an Account Executive, how many times did you meet or exceed your annual sales quota? choose one
  • Which best describes your experience creating or contributing to a repeatable sales onboarding, coaching, or development program? choose one
  • This is a non-quota-carrying role focused on coaching and developing other sellers. Is this consistent with the type of role you are seeking? choose one
  • How did you hear about this career opportunity? choose any
  • I certify that I personally completed this application and affirm that the information provided and/or incorporated by reference on my application for employment with Higher Logic and all other information I provide during the screening/hiring process is true, accurate and complete and that I have withheld nothing that would affect my application unfavorably. I understand and agree that any false or misleading information, misrepresentations, or omissions may disqualify me from further consideration for employment and may result in dismissal if discovered at a later date. I understand that completion of my application does not assure me of a position with Higher Logic. I also understand that neither my application nor any other document constitutes a contract of employment for a specific term and that any employment relationship that may be established with be “at will” and may be terminated at any time, for any reason or for no reason, by me or Higher Logic. I also understand that no representative of Higher Logic has the authority to enter into an employment agreement, guarantee employment for a specified period, or modify any of the foregoing, other than the President, who would need to do so in a written document that expressly revises, modifies, deletes, or supersedes the policy of at-will employment. Any oral or written statements to the contrary are hereby expressly disavowed and should not be relied upon by any prospective or existing employee. choose any

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