At GAF, we cover more than buildings. We cover each other. No matter what role, tenure, or track, under this roof you are empowered to be there for your teammates, your customers, and especially your community. Under this roof, we don’t back down from hard work– we support one another in pursuit of something bigger. We define the future while leading the present. And under this roof, we own our opportunities. Becoming the market leader only happens when everyone feels they have the opportunity, and the support, to thrive. We are GAF. And under this roof, we protect what matters most.
Job Summary Reporting directly to the Director of Sales Enablement, the Sales Process Lead is a strategic execution partner responsible for analyzing, designing, and optimizing the end-to-end sales workflow across our sales organization. This individual will act as the champion for seller productivity - relentlessly identifying field friction, eliminating non-value-added administrative tasks, and streamlining complex processes. By combining continuous process improvement methodologies with sales enablement strategies, the Sales Process Lead will build and design scalable, future-state sales processes that increase selling time, drive tool adoption, and directly accelerate revenue growth.
Essential Duties
- Process Mapping & Friction Identification
- Map end-to-end sales journeys, opportunity management workflows, and contractor/customer management cycles to establish operational baselines.
- Conduct regular field study sessions and time-on-task audits to identify operational bottlenecks, systemic friction points, and NVA administrative tasks stealing time from our Sales team.
- Partner closely with frontline sales reps, Area VPs, Sales Leadership, and customer service teams to capture real-time field feedback on process breakdowns and usability issues.
- Future-State Process Design & Scalability
- Co-design standardized, scalable future-state sales processes that align with regional revenue targets and corporate strategic priorities.
- Partner with IT to translate optimized sales processes into practical, easy-to-use workflows, automation, and user stories within Salesforce and connected tech stacks.
- Establish clear, centralized documentation, playbooks, and standardized operating procedures to ensure consistent execution across all sales regions.
- Change Management & Enablement Integration
- Collaborate to embed new processes into onboarding, ongoing training programs, and manager coaching frameworks.
- Continuously evaluate sales performance metrics, process adherence data, and user feedback post-rollout to refine workflows and ensure lasting adoption.
- Establish Key Performance Indicators to measure the business impact of process changes (e.g., reduced time-to-productivity, decreased administrative burden, pipeline velocity improvements).
Qualifications Required
- Bachelor’s Degree Bachelor’s degree or equivalent work experience required
- Master’s degree preferred
- 4–6+ years of experience in Sales Process Optimization, Sales Operations, Business Process Management (BPM), or Management Consulting
- Practical knowledge or formal certification in process optimization methodologies such as Lean, Six Sigma Green/Black Belt, Design Thinking, or Value Stream Mapping
- Strong understanding of how sales processes translate into CRM architectures, specifically Salesforce / Sales Cloud
- Proven track record of leading cross-functional process redesign projects involving Sales Leadership, Marketing, IT, and Operations
General Knowledge, Skills and Abilities
- A genuine commitment to spending time in the field to understand rep pain points before designing solutions
- Exceptional ability to lead process-mapping workshops with Area VPs and sales managers to build consensus around a shared vision
- The ability to balance corporate governance and process rigor with the need for speed and simplicity in a high-volume sales environment
Qualifications Preferred
- Experience in a B2B manufacturing, building materials, or industrial environment
- Direct experience working with and understanding the day-to-day rhythm of field based sales teams carrying a quota, or working closely in frontline B2B field sales environments
- Experience with structured change management frameworks
- Ability to query and interpret CRM process metrics (stage duration, conversion bottlenecks) to justify process interventions
Travel Requirements: 15%
Minimum Requirements
Pay Transparency
Base salary and/or rate of pay ranges listed are exclusive of fringe benefits and potential bonuses. Individual compensation offers will be determined based on a variety of factors, including but not limited to geographic location, relevant candidate experience and skill, education, and/or qualifications.
Base Salary Range: $112,000-$154,000
How We Protect What Matters Most:
- We offer a wide range of health insurance options that include medical, dental, and vision for you and your family. 2. Our Family-Building benefits support the many different journeys to fertility and parenthood. 3. Our robust 401K plan includes an employer match contribution with your pre-tax and/or Roth contributions. 4. Other exciting programs and perks are available to help employees achieve work-life balance, including (but not limited to) a wellness program, free financial coaching, a referral program, and product rebates when purchased for an employee’s primary residence. 5. Professional growth and development are very important to us! We offer internal training programs and courses, as well as a generous tuition reimbursement program. 6. We're committed to fostering a culture that reflects our values to connect, empower, evolve, and inspire. We offer many opportunities for employees to connect with one another, including through our Employee Resource Groups who focus on education and allyship for all of our employees.
GAF complies with federal, state, and local disability laws and makes reasonable accommodations for applicants and employees with disabilities. If a reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact HR Services at 833-HR-XPERT.
We believe our employees are our greatest resource. We offer competitive salary, benefits, 401k, and vacation packages for all full time permanent positions. We are proud to be an equal opportunity workplace. We are committed to equal employment opportunity on the basis of each candidate's qualifications, experience, and merit, without regard to race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. If you have a disability or special need that requires accommodation, please let us know. If applying for positions in the U.S., must be eligible to work in the U.S. without need for employer sponsored visa (work permit).
