Director, Sales Enablement

The Role

The Director, Sales Enablement will lead the team responsible for the learning experience and in-role success of our global sales team.

This role blends strategic leadership with hands-on execution, where you will oversee the success of key enablement initiatives while also managing essential elements of the program directly. You will transform and scale the effectiveness of the global sales organization by leading the creation and execution of technical and non-technical learning and enablement programs, including conducting skills gap analyses, preparing learning materials in collaboration with our learning and development team, and analyzing results. You will work closely with product and go-to-market teams to define a comprehensive enablement strategy that ensures sellers are equipped with the training, tools, and resources to be successful. You must be experienced developing enablement programs, managing a project roadmap and effectively aligning resources to achieve results.

This role demands a deep understanding of sales enablement programs and methodologies, cyber security concepts, and a proven track record in leadership and program development. This role will report directly to the SVP, Revenue Operations.

Responsibilities include

• Partner with global sales leaders to develop, own, and execute a comprehensive learning and enablement strategy that supports sales objectives and broader company goals.
• Lead and mentor a team of enablement professionals and foster a collaborative working environment.
• Maintain a deep understanding of company products and services, keeping current on industry trends and competitive activities.
• Effectively manage initiatives that require change in experience or behavior, driving adoption of new tools, processes and best practices as required.
• Collaborate with internal stakeholders to maximize the adoption, performance, and retention of sales content.
• Develop strategic communication plans that articulate the enablement roadmap and ensure successful adoption.
• Collaborate with our internal learning and development team to design and maintain a role-based learning framework, inclusive of certification paths and competency requirements.
• Facilitate and coordinate the onboarding for all new hires in the sales organization, including but not limited to: Field Sales Reps, Account Executives, Field Channel Reps, Solutions Architects, and Sales Development Reps.
• Own and direct hands-on workshop learning opportunities, such as weekly Fireside Chats, Sales Pitching Bootcamps, Sales Director training, and Monthly New Hire Learning and Development sessions.
• Design a KPI framework that will ensure all learning and enablement programs are working effectively and driving results.
• Work closely with revenue operations to evaluate, optimize and maximize value of sales enablement tools.
• Manage budgets for sales enablement activities and resources effectively.

Qualifications

• Minimum of 10 years’ experience in a high-performing sales environment with at least 5 years in sales enablement or training role.
• Bachelor’s degree in Business, Education, Marketing, Communications, or a related field is preferred, or the equivalent work experience.
• Strong executive presence and communication skills.
• Proficient in learning management systems, sales enablement and automation tools, and Microsoft Office suite.
• Deep understanding of direct and indirect sales processes, methodologies, and customer needs.
• Excellent written and verbal communication skills, with the ability to collaborate effectively with cross-functional teams, including sales leaders, marketing, and product teams.
• Results-oriented thinker with the ability to set goals, track progress, and measure the effectiveness of enablement and training programs.
• Data-driven approach to prioritizing needs and making decisions.
• Proactive and innovative approach to designing sales training programs, leveraging new technologies and methodologies to enhance learning and development
• Strong technical aptitude and a thorough understanding of cyber security concepts is a must.
• Ability to work effectively in a fast-paced environment.

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