Senior Sales Enablement Lead

Summary

Join StrongDM as a Sales Enablement Program Manager and develop, deliver, and manage an enablement program focused on product and selling skills. You will drive sales excellence by creating and delivering role-based virtual enablement programs, leveraging company subject matter experts and tools. This role requires aligning with Go-To-Market and Product leadership to create training programs for various sales roles. You will also create and lead regular sales training, establish a cadence of 1:1 meetings with Account Executives and Sales Leadership, and drive adoption of programs and tools. Furthermore, you will partner cross-functionally to execute training programs and prioritize enablement needs by identifying skill gaps. Finally, you will report and measure the progress and impact of enablement services through KPIs and metrics.

Requirements

• Strong understanding of building sales enablement functions supporting an Enterprise Saas product
• Experience identifying root problems and building out effective solutions
• Can balance high-level strategy and day-to-day execution
• Experience building out enablement strategies that support overall business objectives
• Extensive experience with Sales Methodologies and frameworks such as Force Management and MEDDPICC, certification a plus
• Understanding of a cloud-based product preferably in cyber-security
• Results-oriented decision-making with a commitment to excellence
• Proven track record in a sales supporting function (operations, enablement, communications)
• Knowledge of sales enablement tools (i.e. Salesforce, Seismic, Lessonly, etc) as well as creative learning methods
• Ability to command a room; strong presentation skills

Responsibilities

• Align with Go-To-Market and Product leadership teams to create role-specific training and enablement programs for the Sales Team across roles: Account Executive, Business Development Representative, Solutions Engineer, and Customer Success
• Create and run an onboarding program for Sales that enables new hires to be successful quickly
• Create and lead regular sales training for sales teams using MEDDPICC methodologies to drive a more consistent, efficient, and successful sales cycle
• Establish a cadence of 1:1 meetings with Account Executives and Sales Leadership to evaluate progress, address skill gaps, and provide coaching and resources
• Drive adoption of programs, tooling, and methodology such as new product releases, sales process, ideal customer profile, targeted campaigns, etc
• Partner cross-functionally to execute training programs, including onboarding, product/technology training, and role-based ongoing development paths
• Prioritize and align role-specific enablement needs by identifying skill gaps
• Create and deliver training to enable StrongDM’s Sales Team to have consistent, effective, and engaging sales conversations with prospects and customers at each stage of the sales cycle
• Drive a culture of coaching and reinforce selling skills, selling motions, and sales process best practices to increase the velocity of the selling cycle
• Leverage the appropriate Subject Matter Experts to build and deliver key content
• Work with cross-functional teams to ensure training content meets the needs of the role and/or sales team, including effective delivery resulting in an expected outcome
• Enablement Reporting: Report and measure ongoing enablement services’ progress and impact through KPIs / metrics as well as provide recommendations for further adoption, reinforcement, and sustainment initiatives to ensure maximum ROI of enablement initiatives and achieve key organizational and sales desired outcomes
• Collaborate with revenue leadership to identify knowledge and skills gaps across the company, and build strategies to close those gaps
• Deploy and coordinate events that improve the productivity of the revenue organization (i.e. Revenue Kickoff, Leadership offsites, Quarterly Business Reviews, Deal Reviews, etc)

Benefits

• Medical, dental, and vision insurance (free to employees and dependents)
• 401K, HSA, FSA, short / long-term disability coverage, life insurance
• 6 weeks of combined accrued vacation + sick time
• Volunteer days + standard holidays + paid parental leave
• Generous monthly and annual stipend for internet + home office
• No travel required