Tcup

Head of Sales Excellence

Does your company have a Head of Sales Excellence position?

I'm a career AE/Manager (both SDR and AEs) with experience at medium sized start-ups up to Fortune 100 companies. Recently, I moved to a series A start-up and they asked me to move into a Head of Sales Excellence position.

I had never heard of this role before, and after doing some googling I have a rough idea of what it is, but I wanted to ask if anyone else has familiarity with the position and see how they help AEs/what you wish they did more of.

👑 Sales Strategy

☁️ Software Tech

🧢 Sales Management

13 comments

Sort by:

TennisandSales

Politicker

Head Of Sales

I have no idea what this is suppose to do. but sounds like one of those made up titles us AEs like to give our selfs.

You know, along with Sales Director (which is an AE role)

Why not just make it Head of Sales?

Tcup

Good Citizen

Head of Sales Excellence

We are a small team (3 AEs 2 SDRs) and the AEs report directly to our commercial director. The theory behind the sales excellence role (from what I understand) was to help set up sales frameworks, processes, and work with Marketing/CS/AEs/SDRs to coach sales techniques and tactics.

There are no direct reports - it reminds me of an enablement role with extra steps. I'm almost unofficially Head of Sales/Enablement/Sales Ops, but it's more cross-functional than that.

Sunbunny31

Politicker

Sr Sales Executive 🐰

If that's the kind of thing you are interested in, it sounds like a great opportunity to build out a sales org the way you think it should be. For a series A, it does sound as though they are serious about creating a very good foundation for sales.

Tcup

Good Citizen

Head of Sales Excellence

Thank you, I'm excited for it, but candidly it isn't a long-term position for me. I think the plan is 1 year or so, get things set up efficiently and then move into a VP of Sales type role.

The bigger question I had is if I'm missing something important, or if anyone has seen this before. I looked it up and found a few people on LinkedIn at larger companies (Microsoft) that had this role and tried reaching out to them, but nobody in a smaller start-up.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Yeah, I was thinking it mirrored larger companies.

Usually a COE is a way to amalgamate a team and structure best practices into a central group so that it's clear where all messaging and support around that solution comes from.

Sales Excellence sounds like something a larger company would put into play so they can ensure that all enablement, mandatory updates, etc., all go through one lens and has the at least outward appearance of having a very high standard.

It does sound like something that can be very beneficial to leverage on your CV.

Epictetus

Valued Contributor

SaaSy

This sounds like head of sales ops to me.

Tcup

Good Citizen

Head of Sales Excellence

It feels like the intent is replace ops and a few other roles. I’d be getting on customer calls and coaching AEs/working with strategy as well.

basically, it’s a made up role that does a lot of stuff, but I’m trying to get some feedback/clarification on what the most valuable parts will be.

ChumpChange

Politicker

Channel Manager

It's a Head of Sales role which is more like a director. Just clarify if you'll have any IC under you and how many.

ThatNewAE

Big Shot

Account Executive - Mid enterprise

It sounds cool, but it does the same job as a Sales Enablement folk. So, not sure if it's meant to serve some other purpose.

Tcup

Good Citizen

Head of Sales Excellence

The purpose is the take some enablement, some ops, and some sales leadership responsibilities and create a position that can help cover the responsibilities of multiple roles since we are to small to justify having all of them.

CuriousFox

WR Officer

🦊

What is the description?

Tcup

Good Citizen

Head of Sales Excellence

That’s part of what I’m putting together now which is why I was looking for some feedback.

I think I’m going to take a few things from sales ops, sales director, and sales enablement and create an amalgamation of all of them.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

no idea what that is.

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

Tcup

Does your company have a Head of Sales Excellence position?

13 comments

Related posts

Best position in sales and why?

What's the best job in the sales org?

How to pick your sales career path as told by a VP of Sales at a company for salespeople 🤯