Sales Trainer

Position Overview

The Senior Sales Trainer brings Outset’s commercial learning strategy to life in the classroom and in the field. Reporting to the Director of Sales Effectiveness, this role is the primary field-facing trainer and developmental coach for the sales organization, translating established curriculum into stronger selling behaviors and more consistent execution.

This is the delivery role. You’ll facilitate onboarding and ongoing training, lead skill practice, ride alongside Area Sales Managers, coach in real time, and reinforce learning where selling actually happens. The Sales Training Program Manager owns curriculum strategy, program design, content, standards, and measurement; the Senior Sales Trainer delivers and reinforces that learning, then carries field insight back into the program. Sales Leadership remains accountable for individual performance, competency, and execution.

Deliver High-Impact Sales Training

Great curriculum creates value only when sellers can apply it confidently in real customer situations.

• Facilitate high-impact in-person, virtual, and field-based training that translates concepts into practical selling behaviors.
• Deliver onboarding, ongoing development, product-launch training, and commercial capability programs using curriculum and tools established by the Sales Training Program Manager.
• Lead role-play, skill practice, simulations, and certification activities, providing direct and credible feedback grounded in capital sales experience.
• Deliver training at national meetings, regional meetings, and other commercial forums.
• Adapt facilitation and reinforcement to learner needs while maintaining program objectives, standards, and content integrity.

Coach Where Selling Happens

This role spends significant time in the field, helping sellers turn learning into repeatable execution.

• Maintain a strong and consistent field presence, conducting regular ride-alongs and live observations with Area Sales Managers and commercial partners.
• Provide direct, actionable developmental coaching following customer interactions, helping sellers identify strengths, close skill gaps, and improve execution.
• Reinforce discovery, stakeholder engagement, value articulation, objection handling, opportunity advancement, and other core capital-selling behaviors.
• Model effective selling behaviors during joint field visits while preserving ownership of the customer relationship with the sales representative.
• Serve as a credible sales resource and thought partner for the field as representatives navigate challenging customer conversations and complex capital opportunities.

Build Field Training Capability

A scalable learning culture requires strong reinforcement beyond a single trainer.

• Facilitate field onboarding and structured reinforcement for new and developing Area Sales Managers.
• Prepare and support volunteer sales trainers using standards, materials, and train-the-trainer frameworks developed by the Sales Training Program Manager.
• Partner with Sales Leadership to identify appropriate coaching priorities and reinforcement opportunities.
• Create consistency in how core selling skills and commercial practices are reinforced across regions.

Close the Field-to-Program Feedback Loop

What happens in the field should make the next version of training stronger.

• Provide the Sales Training Program Manager with recurring field themes, learner feedback, observed skill gaps, and emerging business needs.
• Partner with the Program Manager to test and refine exercises, job aids, reinforcement activities, and delivery approaches.
• Support assessment of whether training is translating into sustained field behavior while leaving formal performance accountability with Sales Leadership.
• Surface patterns that may require curriculum changes, additional reinforcement, or leadership attention.
• Support delivery coordination for national, regional, and field-based training events.

Required Qualifications

• Five or more years of successful capital medical device sales experience, ideally selling into hospitals, health systems, or other complex healthcare environments.
• Experience in training, coaching, sales enablement, or sales leadership, with demonstrated ability to develop others.
• Strong, credible facilitation and presentation skills with the ability to engage experienced sales professionals in person and virtually.
• Working knowledge of solution selling, capital sales process, and established sales methodologies.
• Strong interpersonal judgment and the ability to build trust and credibility quickly with tenured sales professionals.
• Ability to travel approximately 75% for field coaching, ride-alongs, onboarding, and commercial training.
• Bachelor’s degree or equivalent experience.

Preferred Qualifications

• Prior sales leadership or formal sales-training experience.
• Clinical, commercial, or healthcare-operations exposure.
• Experience in dialysis, kidney care, or another complex capital-equipment market.
• Experience training or coaching sellers through disruptive-technology adoption.