Sales Trainer (Scottsdale, AZ)
Job description
About the role
In this position, you will play a crucial role in nurturing the skills of sales professionals within the Small Business Sales team. Your primary focus will be on onboarding new Account Executives and enhancing the capabilities of existing team members. This role is centered around fostering effective sales behaviors that lead to outstanding customer experiences.
Key facts
What you'll do
- Spearhead the onboarding initiative for newly hired Account Executives, equipping them with the necessary skills for customer engagement and sales processes.
- Deliver continuous coaching by observing live sales calls, reviewing recorded conversations, conducting role-playing exercises, and refining sales pitches.
- Maintain a strong presence on the sales floor to assess coaching needs and provide immediate feedback to team members.
- Promote the Challenger-based and consultative sales methodologies throughout the customer journey to ensure consistent application.
- Guide sales representatives in areas such as discovery techniques, objection handling, urgency creation, lender positioning, financing education, ROI articulation, and deal closure.
- Develop expertise in small business financing, alternative lending options, borrower profiles, and various lender programs to enhance training effectiveness.
- Collaborate closely with Sales Leadership, Business Development, Product, and Operations teams to ensure training aligns with organizational goals and market dynamics.
- Analyze call recordings and performance metrics to pinpoint skill gaps and formulate targeted coaching strategies.
- Create and refine training materials, including playbooks, talk tracks, and role-play scenarios to support ongoing learning.
- Assist frontline sales managers by fostering consistent coaching methodologies across different teams.
Requirements
- A minimum of 3 years of experience in sales training, sales enablement, sales coaching, or frontline sales leadership within a quota-driven environment.
- Proven track record in successfully onboarding new sales representatives and enhancing their productivity levels.
- Experience in coaching sales professionals through live observation, call reviews, role-playing, and providing direct feedback.
- Strong familiarity with Challenger, consultative, and transactional sales methodologies.
- Exceptional communication, facilitation, and relationship-building skills.
- Ability to provide direct, actionable coaching while establishing trust within the sales organization.
- Proficient in sales and enablement technologies such as Gong, Salesforce, or Learning Management Systems (LMS).
- A data-oriented mindset that connects coaching efforts with measurable improvements in sales performance.
- Willingness to travel approximately twice each quarter for in-person training and coaching sessions.
Nice to have
- Experience in selling or coaching within the small business financial services sector, including alternative lending, merchant cash advances (MCA), fintech, or high-volume transactional sales environments.
- Formal certification or experience with recognized sales methodologies such as Challenger, SPIN Selling, Sandler, or MEDDICC.
Skills & tools
- Gong
- Salesforce
- Learning Management Systems (LMS)
Practical notes
This position is located in Scottsdale, AZ, and requires on-site attendance. After the initial training period, which typically lasts 4-6 months, there is an opportunity to work remotely for 20% of the time from anywhere within the continental United States, contingent upon meeting performance criteria. The company offers a comprehensive benefits package that includes medical, dental, and vision insurance, flexible vacation policies, 11 paid holidays, a company-wide shutdown, parental leave, mental health resources, a paid sabbatical after five years, and contributions to Flexible Spending Accounts (FSA) and Health Savings Accounts (HSA). Additionally, there are monthly stipends available for wellness, cell phone, and WiFi expenses (for remote work). NerdWallet provides a 401K plan with a 4% company match, access to financial products, and unlimited consultations with a Certified Financial Planner. As an equal opportunity employer, NerdWallet participates in E-Verify.
About the company
NerdWallet Small Business is the go-to financial resource for small businesses. We're here to help entrepreneurs achieve their financial goals and grow businesses as big as their aspirations.