Head of Sales Management

This role sits at the intersection of that transformation: building an AI-powered enablement system that lets our sellers focus entirely on the human work of building trust, running discovery, and closing deals.

Nue has built a comprehensive, Nue-specific sales methodology designed for complex enterprise deals in the revenue management space. It covers every stage of the deal cycle: from Challenger-led discovery and structured qualification through CFO-level stakeholder engagement, competitive positioning, and controlled handoff.

This isn't a content librarian role or an LMS administrator. This is the person who works hand-in-hand with our sales team, works with reps on discovery role-plays, certifies them on the Nue narrative, coaches them on demo prep, and builds the accountability systems that ensure the process sticks.

You will own the full enablement lifecycle: from building the tools to training the team to measuring what changes.

Nue is in active transformation: the methodology exists, the buy-in is there, and the implementation plan would be in your hands. This role reports to the CGO and will have close working relationships with the Head of Sales, CEO, CMO, and CFO, who are actively involved in the executive selling motion we're scaling.

You'll be building from a foundation that assumes AI handles the admin so reps can focus on the human work.

Your sales team is selling a genuine transformation story, not incremental improvement.

Sales Methodology Enablement

Serve as the primary delivery mechanism for the Nue Sales Methodology, a purpose-built enterprise framework mapped to our existing Salesforce CRM process and supported by AI-assisted field population to reduce rep admin burden

Design and facilitate live training sessions, workshop clinics, and 1:1 role-play certifications covering: structured discovery (SPIN + Challenger insight lead), MEDDPICC qualification, demo preparation (Tell-Show-Tell / Demo2Win), stakeholder expansion and CFO narrative delivery, competitive counter-positioning (DealHub, Salesforce RCA, Stripe), and pricing negotiation

Build and enforce accountability systems, including Demo Prep Brief requirements, pipeline inspection frameworks, and deal qualification criteria, in partnership with the Head of Sales and First Line Managers

Lead the design and adoption of AI-assisted sales workflows using Zoom Revenue Accelerator (ZRA), Glean (connected to Salesforce and product documentation), and Claude/ChatGPT models

Build Glean prompt libraries that auto-generate post-call discovery summaries, MEDDPICC field updates, Demo Prep Briefs, Value Summaries, and Handoff Briefs from call transcripts, reducing rep admin burden to near-zero

Partner with RevOps to configure ZRA for Salesforce field population from transcripts; define and manage the AI-to-CRM automation roadmap

Continuously evaluate and implement AI tools that give reps leverage on tasks only humans can do: relationship building, live discovery, and executive engagement

Own the delivery mechanism for product enablement, translating new features, differentiation updates, and competitive developments into rep-ready language, demo sequences, and field tools by pairing closely with Product Marketing

Build and maintain a demo asset library (Tell-Show-Tell sequences, segment-specific flows for AI-era, multi-channel, and usage/hybrid companies) in collaboration with Solutions Engineering

Own the new rep onboarding curriculum: a 12-week ramp program with certification gates designed for the "competent but needs structure" majority, not just top performers

Nue platform fluency → methodology foundations → competitive positioning → live deal application → certification

create manager-facing scorecards and early performance triggers that surface rep struggles at Week 6, not Week 12

Equip Sales Managers with coaching frameworks, call review scorecards, and deal clinic facilitation guides

Run a weekly cadence of deal clinics and pipeline reviews in partnership with the Head of Sales; 3–5 years of sales enablement experience, ideally in a B2B SaaS startup or high-growth environment

Proven ability to design and deliver live sales training: not just build content, but stand in a room (or a Zoom) and change rep behavior through coaching, role-play, and accountability

Deep familiarity with modern enterprise sales methodologies (Challenger, SPIN, MEDDPICC, Demo2Win, CustomerCentric Selling, Value Selling, or equivalent); Demonstrated use of AI tools to streamline sales workflows (Call Recording analytics, AI writing assistants, CRM automation, or equivalent) and genuine excitement about building AI-powered rep workflows

Experience working within complex, multi-stakeholder sales environments ($50K–$250K+ ACV, 3–6+ month cycles)

Strong collaboration instincts: this role succeeds through partnership with the Head of Sales, Sales Managers, SEs, RevOps, and Product Marketing, not in isolation

Willingness to travel for key team sessions and live training events (quarterly minimum)

Experience in CPQ, Revenue Operations, or adjacent SaaS categories where buyers are RevOps and Finance leaders

Background building or coaching the "Finance engagement" or executive selling motion in an enterprise B2B context

Experience leading a small team or managing contract/fractional enablement resources

Familiarity with Salesforce CRM as both a sales tool and an enablement platform

Experience with Gong, Zoom Revenue Accelerator, or similar conversation intelligence platforms for coaching at scale

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