Commercial Excellence Manager

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Description

JOB DESCRIPTION

We are looking for an experienced candidate to oversee Commercial Excellence across Bolt’s Sales organisation. This is a global role driving productivity, ramp, and performance across all marketsLocation: Tallinn, Estonia

Main tasks and responsibilities:
Sales Ramp & Onboarding (0-90 days) Own structured onboarding and ramp models (F30, F60, F90) with clear milestone gates and pass/fail criteria. Define lead-based ramp (e.g. ~100 leads per rep) and ensure consistent expectations on activity, pipeline, and deal readiness across markets.
Ramp Scorecards & Early Performance Tracking. Build and own weekly ramp scorecards tracking activity, meetings, pipeline, and conversion. Define benchmark behaviour based on top performers and flag underperformance early, with focus on pre-90 day performance.
Conversion & Commercial Execution. Improve conversion rates by building frameworks and training around pitching, objection handling, negotiation, and closing. Ensure consistent execution across the funnel.
Playbooks, Materials & Pitch Quality. Own development and adoption of sales playbooks, pitch decks, and objection handling frameworks across SMB, ads, and complex deals. Ensure high usage and consistent quality in the field.
Pipeline & CRM Discipline. Define and embed standards for lead management, pipeline tracking, and forecasting as part of onboarding and playbooks. Ensure consistent CRM usage and visibility across markets.
Manager Enablement & Calibration. Equip Sales Managers with frameworks for pipeline reviews, deal coaching, and performance management. Support calibration and promotion processes to ensure consistent performance standards across teams.

About you:

You have a proven experience in Sales, Sales Operations, or Sales Enablement
You have a strong understanding of sales funnels, conversion drivers, and pipeline management
You have an experience of building onboarding, ramp frameworks, and performance tracking models
You are able to translate commercial challenges into practical, scalable solutions
You have strong stakeholder management and communication skills
You have strong organisational skills in a fast-paced, international environment

 

 

Are you interested in this position?

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