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Introduction

The Sales Acceleration Leader is responsible for driving pipeline (existing and NCA) and growth through the development and execution of outbound sales plays, prospecting campaigns, and sales enablement strategies.

This role operates at the intersection of sales and marketing, leveraging agile methodologies and digital tools to accelerate pipeline progression and enhance seller performance with productivity.

Working in agile sprints (2-4 weeks), the Sales Acceleration Leader utilizes IBM’s digital sales stack—including SalesLoft, ZoomInfo, IBM Sales Cloud (ISC), LinkedIn (LIN), and video platforms—to orchestrate multi-channel campaigns, analyze performance, and deliver targeted coaching.

This role is "hands-on" and operates as a member of the sales teams they support- comfortable with coaching and offering guidance at the sales rep level, working with teams and leadership.

Your role and responsibilities

Sales Play Planning & Execution [Opportunity Generation Focus]

Develop quarterly outbound sales play (Opportunity Identification) business plans and opportunity progression strategies aligned with sales leadership objectives. Lead execution in collaboration with sellers, while proactively engaging with sales leaders and stakeholders to recommend new initiatives.

Outbound Campaign Leadership

Design and deploy outbound prospecting campaigns tailored to Digital Sellers within the aligned Business Unit, with a strong emphasis on New Client Acquisition (NCA).

Audience Targeting & Messaging

Define target audiences and buyer personas. Understand customer needs and articulate the value of solutions through effective communication—such as writing compelling email content and providing guidance on outbound call techniques.

Seller Enablement & Training / Sales Coaching

Ensure successful campaign launches by leading or coordinating seller enablement and training efforts with internal teams and external partners.

Provide coaching to sellers on prospecting strategies, incorporating proven best practices and insights from digital tools.

Digital Sales Technology Utilization

Leverage IBM’s digital sales tools—including ZoomInfo, SalesLoft, IBM Sales Cloud (ISC), OneMob, LinkedIn (LIN), and others—to design and execute multi-touch campaigns across email, phone, social media, and video.

Performance Management / Reporting & Management Systems

Monitor and manage the execution of sales plays, tracking key performance indicators (KPIs) and qualitative feedback. Iterate strategies as needed to meet objectives. Maintain a structured reporting system to track and communicate the progress, actions, and outcomes of both inbound and outbound sales plays.

Continuous Improvement & Best Practices / Campaign Retrospectives

Identify and implement new best practices based on campaign performance and seller feedback to continuously enhance sales effectiveness. Conduct retrospectives at the conclusion of each sales pursuit to capture insights and apply learnings to future campaigns.

Required technical and professional expertise

* 1- 3 years of experience in sales (with a quota), sales enablement, sales coaching, or digital sales strategy roles.

* Exposure to sales methodologies, territory planning and using integrated digital tools stack

* Understanding of modern B2B sales processes and buyer journeys.

Preferred technical and professional experience

* Cross-Functional Collaboration: Experience working with marketing, product, and sales leadership to align messaging, tools, and tactics.

* Comfortable using analytics to make data driven decisions.

* Familiarity with IBM’s product portfolio or experience in enterprise technology sales.

* Demonstrated success in driving adoption of new tools, processes, or strategies across sales teams.

* Passion for continuous learning, innovation, and empowering others to succeed.

* Bachelor’s degree in Business, Marketing, Communications, or a related field

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.