Sales Productivity Manager

About this role

WHAT IS BOX?

Box (NYSE:BOX) is the leader in Intelligent Content Management. Our platform enables organizations to fuel collaboration, manage the entire content lifecycle, secure critical content, and transform business workflows with enterprise AI. We help companies thrive in the new AI-first era of business. Founded in 2005, Box simplifies work for leading global organizations, including JLL, Morgan Stanley, and Nationwide. Box is headquartered in Redwood City, CA, with offices across the United States, Europe, and Asia.

By joining Box, you will have the unique opportunity to continue driving our platform forward. Content powers how we work. It’s the billions of files and information flowing across teams, departments, and key business processes every single day: contracts, invoices, employee records, financials, product specs, marketing assets, and more. Our mission is to bring intelligence to the world of content management and empower our customers to completely transform workflows across their organizations. With the combination of AI and enterprise content, the opportunity has never been greater to transform how the world works together and at Box you will be on the front lines of this massive shift.

WHY BOX NEEDS YOU

The mission of the Global Go to Market (GTM) Enablement team is to empower Box's customer-facing teams with the knowledge, skills, and tools they need to win. As our Sales Productivity Manager , you will sit at the intersection of business strategy, data-driven skill diagnostics, and modern learning design.

In this role, you will translate strategic company priorities into practical, high-impact enablement programs for Box Account Executives. Leveraging seller performance data, CRM analytics, and cross-functional partnerships across Sales, Enablement, and Operations, you will build and execute skills-based curricula, world-class onboarding paths, and interactive practice labs. By integrating AI-first tools and establishing rigorous performance benchmarks, you will play a pivotal role in accelerating ramp time, increasing quota attainment, and driving sustained sales excellence across our global teams.

WHAT YOU'LL DO

• Seller Productivity curriculum design: Design and deliver role-specific, skills-based curriculum for AEs focused on core selling competencies: discovery, qualification, demo delivery, value-based selling, objection handling, negotiation, and account planning. Design and deliver AE onboarding.

• Lead live training and coaching: Facilitate and deliver instructor-led workshops, virtual skill labs, bootcamps, and reinforcement sessions that emphasize practice, feedback, and behavior change. Design and administer skill assessments and proficiency checks to measure competency and guide coaching.

• Generate consensus: Build consensus and momentum across senior, cross-functional audiences including field leadership and sales operations to diagnose skill gaps using performance metrics, CRM data, call recordings, and seller feedback; prioritize high-impact skills.

• Program element creation: Create short-form learning assets to support your curriculum: recorded coaching, video role-plays, microlearning modules, practice scenarios, assessments, and facilitator guides.

• Program management: Establish and maintain a training cadence (onboarding, ramp, role progression support, ongoing practice cycles) and ensure consistent delivery across regions and teams managing to timelines, functional priorities, and project plans.

• Measure: Define KPIs for training initiatives (ramp time, skill proficiency, call-to-demo conversion, win rates where applicable) and iterate curriculum based on data.

• AI-First enablement: Leverage Box AI and modern generative AI tools to 10X the onboarding and sales skills building experience

WHO YOU ARE

• 4+ years in sales enablement, sales training, or related roles in B2B SaaS with direct experience training quota-carrying sellers.

• Instructional design instincts: demonstrated success designing and delivering skills-focused learning that improved seller behaviors and measurable performance outcomes.

• Strong facilitation and coaching skills: comfortable leading live sessions and conducting role-play–based skills practice.

• Knowledge of sales methodologies (e.g., MEDDPICC/MEDDIC, SPIN, Challenger, Command of the Message) and ability to translate methodology into practical seller behaviors.

• Experience using coaching tools and sources of truth for skills diagnostics: call recording platforms, LMS, CRM (Salesforce preferred), and enablement analytics.

• Project and stakeholder management experience; ability to coordinate across a matrixed organization and multiple regions.

• Proven ability to work at AI-speed, in fast-paced, matrixed environments

• Excellent communication skills, both written and oral

• Bachelor’s degree or equivalent experience.

Preferred skills

• Experience enabling both new business and expansion/renewal sellers.

• Background in adult learning, instructional design, or certification in relevant fields (ATD, CPLP).

• Experience running sales role-play programs, certification paths, or coach-the-coach initiatives.

• Facilitation, curriculum design for skills practice, behavioral assessment, and data-driven iteration.

Success metrics (first 6–12 months)

• Shorter ramp time for new sellers (baseline set in first 30 days).

• Improved proficiency scores on prioritized skills.

• Increased conversion metrics tied to trained skills (e.g., demo-to-opportunity).

• High adoption and satisfaction from sellers and managers.

Box lives its values, with community and in-person collaboration being a core part of our culture. Boxers are expected to work from their assigned office a minimum of 3 days per week. Your Recruiter will share more about how we work and company culture during the hiring process.

At Box, we believe unique and diverse experiences benefit our culture, our products, our customers, our co

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