Full-Time Director, Sales Enablement

As the head of Sales Enablement, you will be responsible for managing the design, development, and deployment of the sales process, sales training, product education, sales skills enablement programs, sales bootcamps, sales academy, and sales certification programs that drive elite sales performance within the sales organization. You’ll own the sales playbook and its continuous evolution through the addition of new sales plays and development of battlecards, and you’ll be responsible for onboarding new sales hires. As a key member of the GTM leadership team, you’ll contribute to the overall direction and efficacy of the revenue engine. You will manage 2 direct reports spanning our North America and EMEA regions. 

Responsibilities

• Establish and align with the GTM leadership team on strategy for the sales enablement function that is aligned with the growth objectives of the GTM team, including the creation of an enablement charter that outlines how the function will affect the performance of the sales team 
• Align our sales process to a sales methodology (e.g. value-selling, MEDDPIC), ensuring that verifiable outcomes of the sales process are established, clear activities and exit criteria are developed, and ensure that the sales process is well connected to the sales methodology. Train, reinforce, and coach reps and leadership to the established process & methodology 
• Develop and own the learning journey of the entirety of our global sales team from onboarding through promotion into the next role, including development of onboarding programs, bootcamps, and certification programs to train and enable sales personnel in their roles, minimize ramp time, and maximize sales productivity 
• Measure and monitor the impact of the enablement team using metrics to assess sales performance, productivity, and effectiveness that are aligned with GTM leadership and reviewed frequently 
• Partner closely with product and marketing teams to ensure that we have the best, uniquely differentiated, and most-appropriate content to position us to win at every stage of the sales cycle. Develop content and programs to support new product launches, and deploying new messaging and packaging 
• Own sales content to ensure it is developed in accordance with buyer personas and their needs and aligned to the sales process & selected methodology. Conduct gap analyses to understand where there are gaps in funnel content coverage and establish a process for determining what sales content is required to be built or improved 
• Lead and program manage our annual Sales Kick-Off event, and establish a continuous learning and development program throughout the year 
• Identify and develop a training program for specific sales skills leveraged throughout the sales process e.g. prospecting, discovery, negotiation 
• Establish a culture of sales coaching and supporting programs to facilitate the team learning from one-another, and sales leaders are equipped with education, frameworks, tools, and technology to aid their development as world-class sales coaches to their teams 
• Determine, then design and implement in partnership with key GTM stakeholders, the creation of ROI and value-oriented sales collateral, tools, and process 
• Ensure that we have the right sales enablement tools and technology implemented to support the sales team, and that reps and managers are using – and receiving lift from - the enablement technology provided to them; ensure that our sales tools are thoughtfully aligned with our E2E sales process 
• Bachelor’s degree  
• 3-5 years of sales enablement experience with 1-3 years in a leadership role managing direct reports 
• Led Enablement for a software company operating at scale with quantifiable outcomes 
• Consistent track record of exceptional performance, delivering qualifiable impact on company revenue 
• Expert in Sales Enablement and Sales Methodologies (MEDDPIC, Challenger, Sandler, value-selling, etc.)