Director of Sales Enablement

Summary

Join StrongDM as the Director of Sales Enablement and develop, deliver, and drive excellence in a comprehensive sales enablement program. Align with leadership teams to create role-specific training programs for various sales roles. Create and lead regular sales training using MEDDPICC methodologies. Establish a cadence of 1:1 meetings to evaluate progress and provide coaching. Drive adoption of programs and tools, prioritizing and aligning role-specific enablement needs. Work with cross-functional teams to ensure training content meets the needs of the sales team. Create and deliver training to enable consistent, effective sales conversations. Create and run an onboarding program for new sales hires. Drive a culture of coaching and reinforce best practices. Leverage subject matter experts to build and deliver key content. Report and measure progress and impact through KPIs. Collaborate with revenue leadership to identify and address knowledge and skills gaps. Deploy and coordinate events to improve revenue organization productivity. This role requires a strong understanding of building sales enablement functions, experience in problem-solving and solution building, and proven success in sales support.

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 leverage AI and automation tools to streamline process and learning momentum
• 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 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
• Prioritize and align role-specific enablement needs by identifying skill gaps
• 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
• 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
• Create and run an onboarding program for Sales that enables new hires to be successful quickly
• 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
• 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

• $180,000-220,000 + equity salary packages
• Company sponsored benefits, including
• 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