Sales Effectiveness Lead - Matterport - Richmond, VA (Richmond)
hace 18 horas
Richmond
Who is CoStar Group? CoStar Group (NASDAQ: CSGP) is a leading global provider of commercial and residential real estate information, analytics, and online marketplaces. Included in the S&P 500 Index and the NASDAQ 100, CoStar Group is on a mission to digitize the world's real estate, empowering all people to discover properties, insights and connections that improve their businesses and lives. About Matterport Matterport is leading the digital transformation of the built world. Our groundbreaking spatial computing platform turns buildings into data making every space more valuable and accessible. Millions of buildings in more than 170 countries have been transformed into immersive Matterport digital twins to improve every part of the building lifecycle from planning, construction, and operations to documentation, appraisal, and marketing. Role Description As a Sales Effectiveness Lead, you will help build and strengthen our world-class sales organization at Matterport, a CoStar Group company. This role is responsible for the delivery and coaching of high-impact learning experiences that accelerate performance and ramp for new and early-tenure sellers. In this position, you will lead new hire training on-site, facilitate virtual reinforcement and coaching during our new hire's nesting period, and provide live sales call coaching to help sellers apply what they've learned in real time. You'll model what great looks like - making calls on speaker phone during training, demonstrating effective prospecting and discovery, and coaching sellers through real customer interactions. This is not a corporate training role built around slides and theory. It's a hands-on, lead-from-the-front position for a proven sales professional who thrives on showing, doing, and coaching in the moment. You bring real-world sales experience, credibility with the field, and the ability to make training feel relevant, actionable, and energizing. You'll collaborate closely with Sales Enablement, Sales Leadership, Product, Marketing and other cross-functional teams to ensure every seller is equipped with the skills, tools, and confidence to succeed. By combining real-world selling experience with strong facilitation and coaching skills, you'll play a critical role in driving CoStar Group's mission to digitize the world's real estate and empower our customers to succeed. This role is based in our Richmond, VA office and we are open to relocating the right candidate. Career Path This role offers two rewarding paths for growth: • Advance as a Sales Trainer & Coach Leader, deepening your impact across teams and levels of the organization, or, • Lead new hire onboarding and training at our Richmond, VA office - delivering high-energy, hands-on sessions that bring Matterport's sales process, tools, and customer story to life., • Facilitate virtual coaching and reinforcement during the nesting period to build consistency and confidence as new hires transition to full-time selling., • Conduct live sales call coaching with new and recent hiresobserving calls, providing real-time feedback, and helping reps strengthen their discovery, objection handling, and closing skills., • Model excellence in action by demonstrating outbound prospecting, discovery conversations, and follow-up execution that align with Matterport's frameworks., • Partner closely with Sales Leadership to identify performance gaps, skill opportunities, and coaching priorities for each sales cohort., • Collaborate with Sales Enablement to refine and evolve training content based on live feedback and observed selling behaviors., • Track progress and measure training impact through clear performance metricsramp time, conversion rates, and deal qualityand use data to continuously improve coaching effectiveness., • Serve as a trusted role model who promotes Matterport's culture of excellence, accountability, and growth., • Stay current on Matterport's evolving products, tools, and go-to-market strategies to ensure all learning experiences are relevant, accurate, and impactful., • A Practitioner: You've carried a quota, faced real objections, and built pipeline from scratch. You know what great looks like in salesand you can demonstrate it live., • A Coach at Heart: You thrive on developing others, giving direct feedback, and celebrating progress. You know that great coaching happens on calls, not just in classrooms., • Authentic & Relatable: You connect naturally with early-career sellers. Your energy, empathy, and credibility make you the kind of coach reps want to follow., • Hands-On & Unafraid: You lead from the frontmaking calls, role-playing live, and showing what good sounds like. You believe in show, don't tell., • Adaptable & Coachable: You're comfortable switching gears - from facilitating a high-energy onboarding session to demonstrating skills making calls on speaker phone to reviewing a live call with a rep an hour later. We don't expect you to know everything when you join the team we will coach you up!, • Data-Driven: You see coaching as both art and sciencetracking metrics like ramp time, conversion rates, and call effectiveness to measure impact., • Collaborative: You work seamlessly with Sales Leadership, Enablement, and Marketing, sharing insights that strengthen the entire revenue engine., • Curious & Growth-Minded: You're eager to master the craft of facilitation, coaching, and leadershipand you welcome feedback that makes you better., • Bachelor's degree from an accredited, not-for-profit college or university., • A track record of commitment to prior employers., • 5-7 years of successful sales experience in B2B SaaS environments, with demonstrated excellence in outbound prospecting, discovery, and closing., • Proven ability to coach and mentor others, whether as a team lead, peer coach, or informal mentor., • Experience delivering live or virtual training, workshops, or presentations to diverse audiences., • Demonstrated ability to analyze performance metrics and translate insights into actionable coaching plans., • Strong verbal communication, facilitation, and presentation skills with a professional presence that inspires confidence., • High level of comfort making live calls and demonstrating sales techniques in front of peers and leaders., • Proven track record of commitment and achievement in previous rolesknown as someone who follows through and delivers results., • 8-10 years of successful B2B SaaS sales experience exceeding targets, with at least 2+ of those years as a team lead, player-coach, or front-line sales manager, particularly in high-velocity or outbound-driven sales environments., • Prior success selling SaaS into Architecture, Engineering & Construction (AEC), Corporate Real Estate, or Facilities Management industries., • Experience facilitating or designing sales training, onboarding, or performance coaching sessionsformal training experience a plus, but not required., • Familiarity with sales enablement tools such as Salesforce, Gong, Chorus, or Outreach, and learning management systems (LMS) for tracking development progress., • Working knowledge of consultative or value-based sales methodologies (e.g., Challenger, Richardson, Rain Group, Vorsight, JBarrows, Funnel Clarity , SPIN, or similar)., • Proficiency in PowerPoint and/or Articulate 360 for occasional updates to existing enablement materials., • Strong understanding of sales metrics, pipeline dynamics, and key performance indicators that drive productivity and effectiveness., • If you are a driven professional looking for a high-growth, high-reward career, CoStar Group offers the ideal opportunity. Be part of a best-in-class company with strong year-over-year growth that invests in your success. Enjoy a rewarding atmosphere where you can learn, excel, and grow., • When you join CoStar Group, you'll experience a collaborative and innovative culture working alongside the best and brightest to empower our people and customers to succeed., • We offer you generous compensation and performance-based incentives. CoStar Group also invests in your professional and academic growth with internal training and tuition reimbursement., • Our benefits package includes (but is not limited to):, • Comprehensive healthcare coverage: Medical / Vision / Dental / Prescription Drug, • Life, legal, and supplementary insurance, • Virtual and in person mental health counseling services for individuals and family, • Commuter and parking benefits, • 401(K) retirement plan with matching contributions, • Employee stock purchase plan We welcome all qualified candidates who are currently eligible to work full-time in the United States to apply. However, please note that