Commercial Excellence Manager

As the Commercial Excellence Manager - Sales, you will be responsible for defining and scaling how we drive acquisition performance across Bolt Food.

Your core mandate is to improve productivity per Sales FTE by owning how new hires ramp and how commercial execution is standardised across the organisation. The primary focus of this role is the first 90 days of the sales lifecycle, ensuring that every hire converts leads efficiently and reaches full productivity as quickly as possible.

You will build structured onboarding, lead-based ramp models, and execution frameworks that translate hiring into measurable output. You will drive impact on key commercial KPIs such as time to first revenue, conversion rates, and share of reps reaching full productivity across 15+ markets.

In this role you will partner closely with regional leadership to identify performance gaps across the sales funnel and implement scalable solutions that improve conversion and consistency. You will define the systems and standards, while Sales Managers remain accountable for performance outcomes.

• Sales Ramp & Onboarding (0-90 days) Own structured onboarding and ramp models (F30, F60, F90) with clear milestone gates and pass/fail criteria. Define lead-based ramp (e.g. ~100 leads per rep) and ensure consistent expectations on activity, pipeline, and deal readiness across markets.
• Ramp Scorecards & Early Performance Tracking Build and own weekly ramp scorecards tracking activity, meetings, pipeline, and conversion. Define benchmark behaviour based on top performers and flag underperformance early, with focus on pre-90 day performance.
• Conversion & Commercial Execution Improve conversion rates by building frameworks and training around pitching, objection handling, negotiation, and closing. Ensure consistent execution across the funnel.
• Playbooks, Materials & Pitch Quality Own development and adoption of sales playbooks, pitch decks, and objection handling frameworks across SMB, ads, and complex deals. Ensure high usage and consistent quality in the field.
• Pipeline & CRM Discipline Define and embed standards for lead management, pipeline tracking, and forecasting as part of onboarding and playbooks. Ensure consistent CRM usage and visibility across markets.
• Manager Enablement & Calibration Equip Sales Managers with frameworks for pipeline reviews, deal coaching, and performance management. Support calibration and promotion processes to ensure consistent performance standards across teams.

• You have a proven experience in Sales, Sales Operations, or Sales Enablement
• You have a strong understanding of sales funnels, conversion drivers, and pipeline management
• You have an experience building onboarding, ramp frameworks, and performance tracking models
• You are able to translate commercial challenges into practical, scalable solutions
• You have strong stakeholder management and communication skills
• You have strong organisational skills in a fast-paced, international environment