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Salary: USD 85,000 - 117,000 / annual
NerdWallet is seeking a Sales Trainer to develop and elevate the sales professionals on the Small Business Sales team. This is a hands-on, collaborative role embedded with the sales team, focused on onboarding new Account Executives and coaching existing team members to drive exceptional customer outcomes.
The role is approximately 70% new hire onboarding and 30% ongoing sales coaching. You will lead engaging onboarding programs that prepare new Account Executives to navigate customer conversations, master the sales process, and achieve ramp expectations. You'll deliver ongoing coaching through live call observation, call reviews, role plays, deal strategy sessions, objection-handling exercises, and pitch refinement. You'll maintain a consistent presence on the sales floor, identifying coaching opportunities and providing timely, actionable feedback.
Key responsibilities include reinforcing NerdWallet's Challenger-based and consultative sales methodology throughout the customer journey; coaching representatives on discovery, objection handling, urgency creation, lender positioning, financing education, ROI articulation, follow-up strategy, and closing execution; becoming a subject matter expert on small business financing and alternative lending solutions; partnering with Sales Leadership, Business Development, Product, and Operations to ensure alignment with business priorities; analyzing call recordings and performance metrics to identify skill gaps and develop targeted coaching plans; creating and improving enablement materials including playbooks, talk tracks, call examples, and role-play scenarios; and supporting frontline sales managers by reinforcing coaching best practices.
You'll have opportunities to influence the development of the entire sales organization, shape coaching strategy, improve onboarding programs, build cross-functional relationships, and expand expertise in sales enablement.
The role is full-time in-office in Scottsdale, AZ, with the option to work remotely 20% of the month from anywhere in the continental US after completing training (typically months 4-6). Travel of approximately twice per quarter is required to support in-person onboarding, training, and coaching.
REQUIREMENTS:
- 1+ years of experience in sales training, sales enablement, sales coaching, or frontline sales leadership within a fast-paced, quota-driven organization
- Proven track record of onboarding new sales representatives and improving speed to productivity
- Experience coaching sales professionals through live observation, call reviews, role plays, and direct feedback
- Strong understanding of Challenger, consultative, and transactional sales methodologies
- Excellent communication, facilitation, and relationship-building skills
- Ability to deliver direct, actionable coaching while building trust and credibility across the sales organization
- Experience using sales and enablement technologies such as Gong, Salesforce, LMS platforms, or similar tools
- Data-driven mindset with ability to connect coaching activities to measurable improvements in sales behaviors and business outcomes
- Willingness to travel approximately twice per quarter
PREFERRED QUALIFICATIONS:
- Experience selling or coaching within small business financial services, alternative lending, merchant cash advance (MCA), fintech, or another high-volume transactional sales environment
- Formal certification or experience with recognized sales methodologies such as Challenger, SPIN Selling, Sandler, or MEDDICC
