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VP of Enablement

Company: ExecuNet
Location: Palo Alto
Posted on: May 3, 2021

Job Description:

The VP of Enablement will build and scale our Enablement of BD (Sales) and Customer Success . You will distill and multiply mastery of both the art and science of a great sale and great Customer Experience. You will level up the ability of all our Sales Development Representatives (SDRs), Account Executives (AEs), Strategic Account Managers (SAMs) and Customer Success Managers (CSMs) to achieve quarterly quota, ramp-up in new roles, and deliver increased results as a team quarter-on-quarter.

You will partner with our BD and CS leadership, Marketing, Revenue Operations and others in building a cutting edge Enablement function that owns awesome revenue results and impact, including seizing new growth avenues.

Specifically, this includes ownership of and driving of:

  • Developing new capabilities to help us grow from 50M to 200M+ while we solidify ourselves as the main player and leader in our market category
  • Evaluating, building and scaling the BD Enablement machine to supercharge AEs, SDRs, SAMs, CSMs, and sales leadership
  • Architect how our Enablement function should work and chart a roadmap for the org
  • Help scale our Test & Learn muscle across Revenue teams
  • Design and execute what is necessary for the team to seize new revenue streams, including the codification of a new go to market sales model including looking at selling to mid market, SMBs, channel partnerships, etc

This role works closely with the COO and will manage a team.

Your Main Tasks:

  • Evaluate, build and scale the BD Enablement machine to supercharge AEs, SDRs, SAMs, CSMs and sales leadership
  • Demystify our sales motion -- use data and learnings to codify our sales motion and sales plays
  • Build and deploy the next generation of sales/customer success plays -- architect the end-to-end sales motion that will create maximum success in winning new customers, new markets and empowering our teams
  • Build a recurring program that has measurable results and improvements in rep-level, lead-level and account-level productivity
  • Be a master of what the team is doing and how they should improve
  • Own onboarding and ongoing training from rep onboarding through tenured rep achievement
  • Assess skills, knowledge, process and tools required by our sales force to increase velocity and conversion rates at each stage
  • Build the function and lean into our overall GTM strategy and operations
  • Architect how our Enablement function should work and chart a roadmap for the org
  • Partner with our COO and GTM leadership team to identify and launch step-change strategic opportunities - for example, the launch of new channels and segments
  • Help distill and codify the most important metrics for our GTM business
  • Help scale our Test & Learn muscle across Revenue teams
  • Help launch a 'Revenue Lab ' to continuously test improvements to our prospect through customer journey
  • Support revenue Lab Tests across SDR, AE and CS functions -- investing in increasing conversion and performance across the revenue funnel
  • For all Lab Tests -- own L&D and training materials across positioning, talk tracks, rebuttals, etc. -- listening to calls to iterate on content

What you bring to the table:

  • 7+ years of experience leading sales enablement organizations, with a strong background in enterprise SaaS go-to-market strategy
  • Experience building, scaling, and managing a Sales Enablement and/or CS Enablement team in enterprise SaaS
  • Top-class problem-solver -- quickly translate ambiguity into insight and actionable recommendations
  • Experienced with sales and mktg functions in high-growth startups (a builder vs. optimizer) -- and in teaming effectively with multiple revenue functions
  • Experience developing sales plays and campaigns -- well versed in standard playbooks but build for situational impact
  • Expert in tactical sales skills training & coaching, including scripting of call plans and rebuttals
  • Proven expertise with teaching, coaching and training sales methodologies
  • Top-class analytics skills - understand the importance of data and acumen
  • Understands the prospect through customer lifecycle -- from a CX, revenue funnel, and staffing perspective -- has strong communication and analytical skills.
  • Well versed in Salesforce and other revenue stack tools

Keywords: ExecuNet, Palo Alto , VP of Enablement, Other , Palo Alto, California

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