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We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us!
Your opportunity
We are looking for a strategic, hands-on leader to serve as our internal expert and owner of both value selling and sales process methodology. You will design our value selling framework, define and codify our end-to-end sales process, and establish the content, tools, and training programs that bring both to life in the field - from how we qualify an opportunity to how we build and present a winning business case.
You will be the connective tissue between Sales, Marketing, and Product - ensuring our messaging is sharp, our sales process is clearly defined and consistently executed, and our sellers and managers have the skills and resources they need at every stage of the buyer journey. You will partner with regional enablement leads to deliver these programs globally, coaching frontline managers alongside new hires and experienced reps alike.
This is a high-visibility, high-impact role for someone who is energized by building, and who wants to leave a lasting mark on how a growing SaaS company sells.
What you’ll do
- Lead the design, build, and annual refresh of the company's value selling framework - including core value pillars, differentiated positioning, proof points, and buyer-facing narratives — developed in close partnership with Sales, Marketing, and Product leadership.
- Facilitate cross-functional alignment sessions with Sales, Marketing, and Product to ensure the value framework remains a living asset - consistently reflected in messaging, content, campaigns, and seller conversations.
- Partner with Marketing to build and manage a world-class sales content library - including pitch decks, business case templates, battle cards, and discovery guides - aligned to buyer personas, verticals, and stages of the sales cycle.
- Design and lead a global value selling curriculum - including onboarding modules, ongoing skills training, and manager coaching frameworks - that equips new hires and tenured reps to sell on business outcomes, not features.
- You will partner with regional enablement leads to deliver these programs globally — directly owning delivery across the Americas, and partnering with regional enablement leads in EMEA and APAC to adapt and execute them in those markets.
- Coach sellers on discovery best practices - helping them uncover business pain, quantify impact, and connect solutions to measurable customer outcomes.
- Build and maintain documentation and training content for each stage of the sales cycle - including qualification, discovery, solution framing, forecasting, business case development, and closing motions
- Develop manager enablement content that equips frontline leaders to coach their teams on sales process adherence, deal progression, and pipeline quality
- Partner with Revenue Operations to ensure the sales process is reflected accurately in CRM and that stage definitions align to how deals are actually won
Required Skills:
- 8+ years in Sales Enablement with demonstrated global program ownership.
- Deep expertise in a structured value selling methodology - Command of the Message, Challenger Sale, or equivalent - with hands-on experience certifying or coaching sellers.
- Strong executive presence and communication skills - able to influence Sales leadership, Marketing stakeholders, and frontline managers across geographies.
- Exceptional written and verbal communication skills with the ability to translate complex product capabilities into compelling business value narratives.
- Highly collaborative - thrives working across Sales, Marketing, Product, and Customer Success in a fast-paced SaaS environment.Experience partnering with and enabling regional teams to deliver globally consistent but locally relevant training and content.
- Experience defining or codifying a B2B SaaS sales process
- Proven ability to coach managers on how to inspect deals, reinforce process, and develop their teams through the lens of a structured sales methodology
- Willingness to Travel: Ready to travel as needed.
Please note that visa sponsorship is not available for this position.
#LI-MM4 #LI-Remote
The pay range below represents a reasonable estimate of the salary for the listed position. This role is eligible for a corporate bonus plan. Pay within this range varies by work location and may also depend on job-related factors such as an applicant’s skills, qualifications, and experience.
New Relic provides a variety of benefits for this role, including healthcare, dental, vision, parental leave and planning, and mental health benefits, a 401(k) plan and match, flex time-off, 11 paid holidays, volunteer time-off, and other competitive benefits designed to improve the lives of our employees.
Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values, not just candidates who check off all the boxes.
If you require a reasonable accommodation to complete any part of the application or recruiting process, please reach out to [email protected].
We believe in empowering all Relics to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success, including fully office-based, fully remote, or hybrid.
Our hiring process
In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Note: Our stewardship of the data of thousands of customers means that a criminal background check is required to join New Relic.
We will consider qualified applicants with arrest and conviction records based on individual circumstances and in accordance with applicable law including, but not limited to, the San Francisco Fair Chance Ordinance.
Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. New Relic does not accept unsolicited headhunter and agency resumes, and will not pay fees to any third-party agency or company that does not have a signed agreement with New Relic.
New Relic develops and distributes encryption software and technology that complies with U.S. export controls and licensing requirements. Certain New Relic roles require candidates to pass an export compliance assessment as a condition of employment in any global location. If relevant, we will provide more information later in the application process.
Candidates are evaluated based on qualifications, regardless of race, religion, ethnicity, national origin, sex, sexual orientation, gender expression or identity, age, disability, neurodiversity, veteran or marital status, political viewpoint, or other legally protected characteristics.
Review our Applicant Privacy Notice at https://newrelic.com/termsandconditions/applicant-privacy-policy
New Relic San Francisco, California, USA Office
188 Spear, San Francisco, CA, United States, 94105
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