Sales Enablement Manager, Commercial at TripActions

| San Francisco
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We are seeking a highly motivated and energetic Sales Enablement professional to join our team to help drive coaching and training for our new and existing Commercial Account Executives. In this individual contributor role, you will work closely with the Commercial sales leadership team as a business partner to understand their biggest priorities and challenges, gather quantitative and qualitative data (through informal interviews), and deliver programs that drive impact across the Commercial org. You will also build, plan, schedule, coordinate and deliver in-person and online training experiences for Commercial AEs. Other responsibilities include shadowing Commercial AEs’ live calls, listening to call recordings, and providing actionable feedback to frontline managers and representatives. Finally, you will create content and curriculums and administer tools that impact our entire Commercial sales organization.

The ideal candidate is passionate about coaching, training, and crafting curriculums that accelerate the growth of new hires and ensures the success of our sales teams. This is an amazing opportunity to have a significant impact on the overall per-rep productivity of our Commercial Account Executives.

What You’ll Do:

  • Develop and implement programs to increase Commercial AE productivity
  • Partner with Commercial AE Leadership to identify knowledge and skill gaps across the Commercial AE team and roll out targeted programs
  • Conduct quantitative and qualitative analysis (through informal interviews, call recording reviews, etc.) to uncover Commercial AEs’ biggest hurdles and roadblocks
  • Create training content, programs and curriculums to address these roadblocks
  • Facilitate training workshops that include whiteboarding, role-play exercises, film room reviews, and homework
  • Build coaching guides for Commercial AE managers to reinforce learnings post-training
  • Collaborate with sales onboarding leaders to continually enhance Commercial AE to ensure ramp success
  • Foster knowledge sharing among the Commercial and broader sales organization
  • Work cross-functionally with SMEs (marketing, customer success, operations, etc.) to provide relevant training and keep enablement content up-to-date
  • Provide hands-on training through call shadowing and by listening to call recordings, and give feedback directly to managers and reps
  • Produce interactive exercises to drive high level of engagement and knowledge retainment
  • Create and administer quizzes and exams to measure learning and understanding of key concepts
  • Establish key performance indicators to track sales training program efficacy; work with Commercial AE leadership team, vendors and Sales Operations team to further develop and maintain KPIs (ie.% of Commercial AEs at Quota, stage-by-stage conversion), dashboards, and reporting to drive curriculum improvements.
  • Work closely with our key vendors to ensure that our field teams are getting maximum value from their solutions
  • Create interactive, engaging learning modules in learning management system
  • Provision and administer our internal sales tools 
  • Coordinate mentorship and shadow programs with sales and support managers

What We’re Looking For:

  • 3+ years of sales experience as a top performer and/or minimum of 2+ years of sales enablement, sales productivity, sales training manager and/or consulting experience
  • Familiarity with formal sales methodologies such as Challenger Sales, Sandler Sales, and SPIN preferred
  • Demonstrated ability to drive successful outbound strategies (i.e. list building, account tiering, cadences, etc.)
  • Experience with Learning Management Systems
  • Familiarity with sales tools such as Guru, Chorus.ai, Highspot, Workramp, Zoominfo, Salesloft, Outreach, Salesforce
  • Proven track record in creating, delivering, and training successfully with measurable results in fast paced environments
  • Strong ability to represent concepts, as well as summarize and communicate complex ideas into curriculum with a strong sense of how sales professionals think, operate and absorb training
  • Passion for coaching and educating others
  • Strong process and analytical skills to identify inefficiencies and create improvements
  • Ability to thrive and adapt in a dynamic, constantly changing environment
  • You have a collaborative working style, experience working across the company with teams of varied size to achieve common goals
  • Experience in fast-growth, SaaS startup environments highly desired
  • Corporate travel industry experience is a bonus, but not required
  • BA or BS in Business Administration, Psychology, Advertising, Communications, Journalism, Political Science, Liberal Arts, History and/or equivalent formal training or experience
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Technology we use

  • Sales & Marketing
    • SalesforceCRM

Location

Right in the heart of Chinatown, SF - lots of hustle and bustle. We have great restaurants nearby and we're easily accessible by public transportation

An Insider's view of TripActions

How does your team reward individual success?

SHOUT-OUTS, SPIFFS, TEAM EVENTS. If you have top bookings - you get to wear the money jacket for the whole month!

Xander Garovi

Commercial Account Executive

How do you collaborate with other teams in the company?

There is a lot of collaboration, especially with Account Executives. We partner with them to find out the best strategies for outreach and how to best position the sell in order to optimize success in the deal.

Melissa Lord

Sales Development Representative

What are some things you learned at the company?

Being at TripActions has been the biggest learning experience in my career. One of the biggest things I’ve learned is adaptability. The company/team/role has changed so much from the time I’ve started and it’s been amazing to see it grow into what it is today.

Leighann Yamami

Senior Talent Acquisition Partner

What is your vision for the company?

Too often we blame technology for making our lives hectic and friction-filled - however, we fail to recognize, we are the ones creating the technology. TripActions is flipping the script, using technology to build real human connection.

Ryan Patrick O'Neill (RPO)

Senior Alliances Manager

What are TripActions Perks + Benefits

TripActions Benefits Overview

Competitive salary
Health: Medical, dental and vision
Food: Catered meals and drinks
Stock: Be invested in our future
Savings: Take advantage of our 401K matching
Travel: $2000 personal travel stipend to use on the app every year
Commuter benefits: Pre-tax benefit plus a $1000 yearly transportation stipend
People: Friendly, nice, and smart coworkers
Work/life balance: Take time off when you need it with an open vacation policy.
Location: WeWork located in the heart of SF

Culture
Volunteer in Local Community
Friends Outside of Work
Eat Lunch Together
Intracompany Committees
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Retirement & Stock Options Benefits
401(K) Matching
Company Equity
Child Care & Parental Leave Benefits
Generous Parental Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Perks & Discounts
Commuter Benefits
Company Outings
Stocked Kitchen
Some Meals Provided
We provide free breakfast on Thursday. Employees get free lunch on Monday, Wednesday, Friday.
Professional Development Benefits
Diversity Program
Mentorship Program
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