[Hiring] Sales Coach @BDA, Inc

Role Description

BDA is seeking a Sales Coach to serve as the embedded coaching resource for a major client engagement in the restoration industry. This role is responsible for the ongoing development, accountability, and performance management of a team of approximately 30 Business Development Managers across multiple regions.

This is a coaching role, not a sales role. The ideal candidate is someone who has led and developed sales teams, who thrives on holding people accountable, and who can diagnose the difference between a skill problem, a will problem, and a fit problem — and act accordingly.

Core Responsibilities

• Coaching & Accountability
  • Conduct weekly 1:1 coaching sessions with each assigned rep, anchored to CRM data, sales plan progress, and defined behavioral milestones.
  • Prepare for every session by reviewing the rep's prior-week activity, pipeline movement, and deal progression — never enter a session without a data-informed agenda.
  • Open each session with follow-up on the prior week's commitment. If the commitment wasn't met, that becomes the session.
  • Diagnose underperformance using the Skill-Will-Fit framework and apply the appropriate coaching response for each diagnosis.
  • Categorize every rep as Performing, Developing, or On Notice, and calibrate coaching intensity accordingly.
  • Elicit specific, verifiable commitments from reps at the close of every session — what behavior, how many, by when — and follow up the next week.
  • Have hard conversations when the data calls for them. Confront gaps directly, specifically, and without avoidance.
• Diagnostics & Reporting
  • Maintain fluency in the client's CRM (currently HubSpot) at a level sufficient to pull any rep's activity data, pipeline status, or revenue numbers independently and in real time.
  • Track and report on leading behavioral indicators — activity volume and quality, pipeline coverage ratios, conversion rates between stages, deal velocity — not just revenue.
  • Identify reps whose CRM data does not match observed behavior and investigate discrepancies.
  • Provide weekly coaching summaries to the BDA Principal with rep-level status, key concerns, and recommended actions.
• Methodology & Development
  • Learn and coach to BDA's Revenue Coaching Operating System within the first 30 days. The methodology is structured and teachable; your job is to master it and apply it with coaching judgment.
  • Understand the full sales lifecycle used by the client — prospecting, pain discovery, at-the-desk meetings, agreement signing, kickoff, farming — at a level sufficient to diagnose where reps are breaking down.
  • Participate in ongoing development of BDA's coaching methodology and contribute field-level insights that improve the system.
• Client Relationship
  • Build productive working relationships with the client's regional sales directors and operations leaders while maintaining clear boundaries about BDA's coaching scope.
  • Represent BDA professionally in all client interactions. You are an extension of BDA's brand and methodology.
  • Surface client feedback, emerging issues, and opportunities to the BDA Principal promptly.

Qualifications

• 5+ years of direct sales management experience with responsibility for developing, coaching, and holding accountable a team of salespeople.
• Demonstrated ability to confront underperformance directly and manage people out of roles when necessary.
• Strong CRM fluency — comfortable navigating, pulling reports from, and troubleshooting CRM systems without assistance. HubSpot experience preferred but not required.
• The ability to diagnose performance problems at the rep level using data, direct observation, and coaching conversation.
• A track record of reps you've developed who went on to succeed, and reps you identified early as poor fits and acted on.
• Comfort with technology, video coaching, and remote work.
• Willingness to learn BDA's proprietary methodology and coach within it.

Requirements

• Experience in the restoration, insurance, property management, or adjacent service industries (strongly preferred).
• Experience coaching or managing early-career salespeople (0-2 years of experience) through structured ramp programs (strongly preferred).
• Familiarity with consultative selling methodologies and structured sales processes (strongly preferred).

Assessment Screening

• Figure-It-Out Factor: 70+ — the ability to independently solve problems, learn new systems, and adapt to unfamiliar situations is non-negotiable in this role.
• Supportive Buy Cycle: 60+ — the coach must not sympathize with avoidance, delay, or "think it over" behavior in reps.
• Consultative Selling: 65+ — the ability to ask tough, diagnostic questions and listen actively is the core skill of this role.
• Building Trust: 60+ — reps must experience the coach as someone worth opening up to.
• Sales Technology: 60+ — CRM is central to the coaching process and cannot be a development area.
• Comfortable Discussing Money: 60+ — revenue conversations are constant; discomfort derails coaching.
• Scoring Confidence: Adequate or above — the assessment must reflect honest, consistent responses.

Compensation & Logistics

• Base salary: $75,000 - $95,000 depending on experience.
• Remote position with expectation of periodic travel for field ride-alongs and in-person client meetings (estimated 20-30%).
• BDA provides methodology training, coaching tools, AI-assisted coaching signal system, and ongoing development support.
• Initial 30-day onboarding focused on BDA methodology, client systems, and rep portfolio familiarization.