Job Description

Senior Sales Training & Performance Lead

Do you bring deep, first‑hand sales experience and the confidence to challenge, coach, and elevate experienced sales professionals?

Are you motivated by shaping how senior sales and CSM talent engage customers, articulate value, and influence buying decisions at scale?

Do you want to play a visible role in strengthening a high‑performing global sales organisation that supports meaningful advances in science, technology, and research?

If so, this is an opportunity to join Elsevier’s Learning & Performance team and help set the standard for sales excellence.

Location: Home‑based (UK/EMEA)

About the Team

This role sits within Elsevier’s Sales Enablement, Learning & Performance community, a senior, specialist group responsible for driving measurable improvements in sales effectiveness across a global commercial organisation. The team partners closely with Sales Leadership, Product, and Customer Success (CSM) leaders to define capability priorities, embed common sales methodologies, and ensure learning translates into sustained performance in the field.

The focus is not transactional training, but behaviour change, commercial impact, and long‑term performance uplift.

About the Role

We are seeking an experienced Senior Sales Trainer with a strong background in front‑line sales and sales leadership enablement. This role is designed for someone who has carried quota, understands complex B2B sales environments, and can credibly coach and influence experienced Account Managers, CSMs, and their leaders.

You will lead the design, delivery, and embedding of Elsevier’s sales and CSM methodologies, with particular emphasis on Challenger‑based selling, customer value articulation, and insight‑led conversations. This is a hands‑on, senior role requiring confidence, judgement, and strong stakeholder presence.

Key Responsibilities

• Lead the delivery of a multi‑workstream sales learning curriculum, managing scope, risk, dependencies, and senior stakeholders to ensure successful outcomes.

• Design, deliver, and embed Elsevier’s sales and CSM methodologies (including Challenger), using blended learning approaches such as live facilitation, virtual training, digital content, call coaching, and field reinforcement.

• Coach experienced sales professionals and front‑line managers, providing targeted feedback based on real performance data (e.g. Gong call analysis) to drive sustained behaviour change.

• Partner closely with sales and CSM leadership to align learning priorities to business goals and ensure post‑training application and accountability.

• Support managers and leaders in reinforcing learning through clear implementation plans, coaching frameworks, and ongoing performance conversations.

• Leverage enablement technology (e.g. Gong, Spekit and learning platforms) to scale learning, digitise assets, and deliver just‑in‑time performance support.

• Use data and insight to evaluate learning effectiveness and continuously improve sales capability outcomes.

Requirements

• Demonstrated success in a sales role, with clear experience selling complex B2B solutions and engaging senior stakeholders.

• Significant experience delivering senior‑level sales training and coaching, ideally across global or matrixed sales organisations.

• Strong grounding in modern sales methodologies (e.g. Challenger, MEDDICC or similar) and credibility working with experienced sales professionals.

• Coaching expertise, supported by formal certification or proven track record of improving sales performance and driving change.

• Expertise in adult learning, facilitation, and instructional design, with the ability to translate concepts into practical, field‑ready behaviours.

• Strong project and stakeholder management skills, comfortable operating at pace across multiple priorities.

• Data‑driven mindset, using technology and insight to measure impact and improve effectiveness.

• Confident, credible presence with senior sales leaders and high‑performing sales teams.

Work in a way that works for you

We promote a healthy work/life balance across the organisation. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.

• Working flexible hours - flexing the times when you work in the day to help you fit everything in and work when you are the most productive

Working for you

We know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:

• Generous holiday allowance with the option to buy additional days

• Health screening, eye care vouchers and private medical benefits

• Wellbeing programs

• Life assurance

• Access to a competitive contributory pension scheme

• Save As You Earn share option scheme

• Travel Season ticket loan

• Electric Vehicle Scheme

• Optional Dental Insurance

• Maternity, paternity and shared parental leave

• Employee Assistance Programme

• Access to emergency care for both the elderly and children

• RECARES days, giving you time to support the charities and causes that matter to you

• Access to employee resource groups with dedicated time to volunteer

• Access to extensive learning and development resources

• Access to employee discounts scheme via Perks at Work

About the Business

A global leader in information and analytics, we help researchers and healthcare professionals advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the world’s grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.

We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location.

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