: Sales Training Manager
550 Cochituate Rd
Framingham, MA 01701


Definitive Healthcare is a rapidly growing data and analytics provider of the most up-to-date, comprehensive, and integrated information on hospitals, physicians, and other healthcare providers.

Recently honored by the Boston Business Journal as one of the 10 fastest-growing private companies in Massachusetts and named THE BEST large company to work for on Business Journal’s Best Places to Work list published in June 2019, Definitive Healthcare is on an incredibly exciting trajectory. The company has more than doubled in size in the past 2 years and has over 400 employees. Our motivated and high-energy workforce is collaborative, kind, and engaged, which has led to exceptional retention rates. Our expansion has created the need for a talented and experienced Sales Training Manager to join our Sales Enablement & Operations Team. If you would like to work with a product that is in high demand, and evolving rapidly, keep reading!

Your challenge: 

This role will provide an exciting opportunity for someone to combine a passion for learning & development with established sales skills. We are looking for a skilled B2B Sales Training Manager to work very closely with Inside Sales, Sales Executives, and Account Managers to ensure all members achieve top performance. S/he will have a strong background in delivering training, coaching and mentoring in a sales environment, with a track record of helping teams hit targets. S/he will be responsible for the delivery of sales training content, covering sales methodologies and selling skills (e.g. Account Planning, Pipeline Management, Pre-Call Planning, Value Messaging, Objection Handling, Communication Skills, Negotiation Skills, etc.) as well as new product and tools training. Reporting directly to the Head of Sales Training, this position will be based in Framingham, MA.

Here are the things you will tackle: 

  • Deliver training and coaching to new hires, seasoned sellers, and sales managers  

  • Develop, administer and coordinate sales training schedules and programs including; new hire training, annual sales kick off, new product rollout, and ongoing sales skill training 

  • Collaborate with internal and external resources to create, update, and deliver training programs to improve the overall productivity of the sales force  

  • Leverage subject matter experts where applicable to assist with development of training/coaching content  

  • Meet your learners where they are to produce and deliver sales training in various formats (online self-paced, webinar-based, classroom, etc.) 

  • Regularly assess sales reps and management by observing performance/behaviors and collaborating with appropriate cross-functional area(s) to determine training needs  

  • Solicit sales feedback to identify areas of improvement in sales training and sales messaging 

  • Define, measure and apply data-driven training metrics to achieve company objectives  

What you’ll need: 

  • BA/BS in business, marketing, sales or related area or equivalent experience 

  • Minimum 3-5 years of work experience, ideally with 2 years sales training/coaching experience in the B2B role and 2 years in a customer-facing role 

  • Serious passion for helping others to learn and develop 

  • Strong knowledge of B2B go-to-market and sales processes 

  • Knowledge and proficiencies in B2B buyer processes 

  • B2B sales methodologies and sales skills 

  • Instructional design and content development for modern adult learning  

  • Leadership development and consulting skills  

  • Ability to work comfortably and effectively with multiple levels of management  

  • Ability to travel up to 20% of the time