The Role
Own the strategy, curriculum, execution, and measurement of Expedient’s Revenue Acceleration programs. Design sales learning paths, certification frameworks, playbooks, onboarding, coaching, and training events. Lead cross-functional contributors without direct authority, manage Brainshark and content workflows, track OKRs and compliance, facilitate advisory meetings, and report on sales effectiveness. The role emphasizes hands-on program operations, instructional design, AI-assisted automation, field communications, and continuous improvement.
Summary Generated by Built In
Expedient is seeking a dynamic Director of Revenu Acceleration to own the strategy, design, and day-to-day execution of our Revenue Acceleration programs. This is a strategic and operational hybrid role for the foreseeable future: you will set curriculum and program direction while also personally running the operating cadence that keeps Expedient's sales organization trained, informed, and improving. You will lead cross-functionally — setting priorities and direction for the team members who administer our LMS, manage our content hub, and build/record our training. Expedient's Revenue Acceleration team is planned to grow with dedicated program and analyst headcount in 2028; until then, this Director will carry both strategic design and operational execution. Candidates should be energized by hands-on ownership and comfortable operating without immediate relief from execution work.What You'll Be Doing:
Strategy & Curriculum Design
Strategy & Curriculum Design
- Design and own Expedient's curriculum strategy and certification pathways across the seller lifecycle (onboarding through steady-state), applying adult learning best practices such as: andragogy principles, ADDIE/SAM instructional design models, scenario-based and spaced-repetition learning.
- Translate our sales methodology (Sandler), solution positioning, and competitive intelligence into structured, role-based learning paths.
- Build and continuously refine sales playbooks covering objection handling, partner engagement, and client relationship strategies.
Cross-Functional Program Leadership
- Set priorities, direction, and quality standards for the team members who execute Brainshark LMS administration, CMS content management, and training production/recording — coordinating across functions without direct reporting authority.
- Establish and operate within a formal cross-functional working agreement with these contributors' managers, defining priority-setting, escalation, and executive-sponsor tie-breaking (modeled on Expedient's existing Enablement Council governance approach).
- Partner with Revenue Operations, Marketing, Product Engineering, and Client Success to gather input and ensure enablement content reflects field reality.
Program & Project Operations
- Track and report status of all Revenue Acceleration OKRs, projects, and intake requests; maintain a single source of truth for leadership visibility.
- Facilitate the quarterly Rev Accel Advisory Council meeting (agenda, materials, follow-through on action items).
- Own training compliance tracking and certification reporting across the sales organization.
- Manage the status of all new seller onboarding, flagging risks/milestones to sales leadership
Content & Learning Technology
- Direct the build of AI-assisted coaching challenges and role-play scenarios in Brainshark to sharpen core selling skills.
- Oversee all sales training materials and the contributors who build them, ensuring instructional quality and consistency.
Field Communication & Engagement
- Conduct win reviews and produce “How we won” communications to the field.
- Plan and run the monthly Xchange Live! Sales training calls (MC, agenda, speakers, follow-up).
- Plan and execute two Sales Boot Camps annually, including logistics, agenda, SME coordination, and certification outcomes.
Measurement & Continuous Improvement
What We Are Looking For:
Skills & ExperienceCompensation: Salary for this position is commensurate with experience. Base salary range between $90,000-$120,000. Compensation package includes a competitive base salary + bonus and a generous employee benefit package.
- Develop and report leading/lagging KPIs tied to ramp time, training adoption, and sales behavior change.
- Proactively use AI tools to automate or accelerate tactical and redundant work (e.g., win-email drafting, OKR status reporting, training content development, meeting notes/follow-ups), freeing time for strategic curriculum and cross-functional leadership work.
- Report quarterly on specific tasks automated or AI-assisted, with time saved or capacity created, as a standing component of performance review.
- Identify opportunities to templatize or automate recurring programs, increasing team leverage ahead of 2028 headcount growth.
What We Are Looking For:
Skills & Experience
- 7–10+ years in sales enablement, sales training, instructional design, or GTM development roles, ideally in enterprise B2B or technology/cloud solutions sales.
- Demonstrated expertise in instructional design methodology and adult learning principles — able to design curriculum, not just administer existing content.
- Proven ability to lead and prioritize the work of cross-functional partners/contributors without formal authority — strong stakeholder management and influence skills.
- Heavy, hands-on user of AI tools in daily work — not simply AI-aware, but someone who actively builds AI into their own workflow (e.g., content drafting, reporting, meeting summarization, coaching/role-play design) and can demonstrate specific examples of doing so.
- A demonstrated bias toward automating or eliminating tactical, redundant work rather than absorbing it manually — able to identify which parts of a recurring process can be AI-assisted, templated, or systematized, and act on it without being directed to.
- Experience with an LMS platform (Brainshark strongly preferred) and CMS/content tools; experience using or implementing AI-based coaching/role-play features (e.g., Brainshark AI coaching) a strong plus.
- Experience with a formal sales methodology (Sandler preferred or equivalent).
- Strong program/project management discipline — comfortable owning both strategic design and operational execution simultaneously.
- Excellent written and verbal communication; will personally author field-facing communications and facilitate executive-level meetings.
- Event design and execution experience (live and virtual).
- Bachelor's degree in instructional design, organizational development, business, or related field preferred.
Success Measures
- Overall program success will be measured on improvement of sales efficiency and effectiveness to include, but not limited to: ramp time reduction, increased averaged bookings across quota carrying sellers, increased average deal sizes
- Curriculum and certification framework designed and in active use
- Training compliance and onboarding milestone tracking fully operational and reported
- Xchange Live!, Friday Win, and Boot Camp cadences running reliably with positive field feedback
- Demonstrated ability to keep cross-functional content production on schedule and aligned to priorities despite no formal authority.
Skills Required
- 7-10+ years of experience in sales enablement, sales training, instructional design, or go-to-market development roles
- Experience in enterprise B2B or technology/cloud solutions sales
- Expertise in instructional design methodologies and adult learning principles
- Ability to design curriculum and role-based learning paths
- Experience leading and prioritizing cross-functional contributors without formal authority
- Strong stakeholder management and influence skills
- Hands-on daily use of AI tools for content, reporting, meeting summarization, coaching, or workflow automation
- Demonstrated ability to automate, template, or eliminate tactical and redundant work
- Experience with an LMS platform; Brainshark strongly preferred
- Experience with CMS or content management tools
- Experience implementing or using AI-based coaching or role-play features
- Experience with a formal sales methodology; Sandler preferred
- Strong program and project management skills
- Excellent written and verbal communication skills
- Experience facilitating executive-level meetings
- Event design and execution experience for live or virtual events
- Bachelor’s degree in instructional design, organizational development, business, or a related field
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The Company
What We Do
Expedient is a network of data centers offering cloud computing, a wide range of managed services, and network connectivity.
