Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises, including Maersk, Amazon, Regeneron, NetApp, and S&P Global. Customers rely on Dremio for cloud, hybrid, and on-prem lakehouses to power their data mesh, data warehouse migration, data virtualization, and unified data access use cases. Based on open source technologies, including Apache Iceberg and Apache Arrow, Dremio provides an open lakehouse architecture enabling the fastest time to insight and platform flexibility at a fraction of the cost. Learn more at www.dremio.com.
We are seeking a Sales Excellence Senior Manager to join the Sales Operations team. This role sits between Sales Leaders, GTM teams, and the field, focusing on how our Sales Process, Sales Plays, and Onboarding are defined, communicated, and run so reps can execute consistently and managers can coach effectively.
Reporting to the Head of Sales Operations, you will partner with Sales Leaders on the Sales Process, turn our methodology and positioning into tools for the field, support and run key Sales Plays and programs, own the Sales Excellence calendar and operating cadence, and lead a full rebuild of Sales Onboarding.
What you’ll be doingThis role will sit at the center of the Sales Excellence engine. You will:
- Be a partner for sales leadership on how the team sells and where process changes are needed.
- Define and maintain the standard sales process, stage definitions, and exit criteria in partnership with GTM teams.
- Turn our sales methodology and positioning into tools for the field: qualification and discovery guides, mutual action plans, talk tracks, emails, and playbooks.
- Support and run sales programs that align to GTM priorities, such as sales plays and campaigns, and help drive adoption with reps and managers.
- Own the Sales Excellence calendar and operating cadence so sales leadership, managers, and reps have a clear view of key focuses, programs, and sessions.
- Set up feedback loops with the field, review calls and live deals, and turn what you see into concrete changes to content, plays, or process with Sales, Marketing, Product, and Ops.
- Build our sales onboarding, including the overall journey, schedule, content, and how we bring new hires through it.
The ideal candidate will have:
- 5+ years of experience in B2B sales, sales strategy, sales excellence, or a similar field facing role.
- Exposure to a structured sales methodology and experience helping teams use it consistently.
- Experience shaping or running a standard sales process and bringing it to life for reps and managers.
- Strong program management skills and a track record of driving initiatives from idea to adoption.
- Comfort working in Salesforce or a similar CRM and using data to inform recommendations.
- Clear written and verbal communication and the ability to work directly with sales leadership.
- A hands on, field focused mindset and an interest in how deals actually get done.
- Comfortable with Salesforce and other common sales and engagement tools, and open to new and AI driven tools.
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At Dremio, we hold ourselves to high standards when it comes to People, Thinking, and Action. Our Gnarlies (that's what we call our employees) communicate with clarity, drive accountability, and are respectful towards each other. We confront brutal facts and focus on results while operating with a sense of urgency and building a "flywheel". People who like to jump in and drive momentum will thrive in our #GnarlyLife.
Dremio is an equal opportunity employer supporting workforce diversity. We do not discriminate on the basis of race, religion, color, national origin, gender identity, sexual orientation, age, marital status, protected veteran status, disability status, or any other unlawful factor.
Dremio is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request accommodation due to a disability, please inform your recruiter.
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