Commercial Excellence Manager
We are looking for an experienced candidate to oversee Commercial Excellence across Bolt’s Sales organisation. This is a global role driving productivity, ramp, and performance across all marketsLocation: Tallinn, Estonia
Main tasks and responsibilities:
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.
About you:
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 of 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
At Bolt, using AI daily is a baseline expectation for everyone. If there’s a faster, smarter way to do your work, we expect you to find it. You’re still responsible for the output, so the standard stays high when using AI tools.
Experience is valuable, but what we really look for is drive, intelligence, and integrity — so if you don’t tick every box, apply anyway.
Apply now and join us to make cities for people, not cars.
Become part of our Business Operations team
*Some perks may differ depending on your location.
Why you’ll love it here:
Our teams work on local and global processes in over 50 countries. We build partnerships, launch cities, onboard new restaurants, enable 200+ million people to commute, and ensure millions of partners can earn an income on their terms.
Accelerate your professional growth with unique career opportunities.
Enjoy a rewarding salary and stock options, knowing that as Bolt succeeds, so do you.
Take care of your physical and mental health with our wellness perks.
Celebrate 5 years at Bolt with a 1-month paid sabbatical to recharge.
Connect with colleagues at annual company events and smaller team gatherings.
Balance flexibility and in-person collaboration with our hybrid model, including at least 12 monthly in-office days.
About us
With over 200 million customers in 50+ countries, Bolt is one of the fastest-growing tech companies in Europe and Africa. And it's all thanks to our people.
We believe in creating an inclusive environment where everyone is welcome, regardless of race, colour, religion, gender identity, sexual orientation, age, or disability.
Our ultimate goal is to make cities for people, not cars, and we need your help to achieve this mission!
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