Sales Enablement Manager, Mid-Market

| San Francisco | Hybrid
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We are seeking a highly motivated and energetic Sales Enablement professional to join our Sales Enablement team to help drive coaching and training for our new and existing Mid-Market Account Executives. In this individual contributor role, you will work closely with the Mid-Market 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 Mid-Market org. You will also build, plan, schedule, coordinate and deliver in-person and online training experiences for Mid-Market AEs. Other responsibilities include shadowing Mid-Market 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 Mid-Market 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 Mid-Market Account Executives.

What You’ll Do:

  • Develop and implement programs to increase Mid-Market AE productivity
  • Partner with Mid-Market AE Leadership to identify knowledge and skill gaps across the Mid-Market AE team and roll out targeted programs
  • Conduct quantitative and qualitative analysis (through informal interviews, call recording reviews, etc.) to uncover Mid-Market 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 Mid-Market AE managers to reinforce learnings post-training
  • Collaborate with sales onboarding leaders to continually enhance Mid-Market AE to ensure ramp success
  • Foster knowledge sharing among the Mid-Market 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 Mid-Market AE leadership team, vendors and Sales Operations team to further develop and maintain KPIs (ie.% of Mid-Market 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 3+ years of sales enablement, sales productivity, sales training manager and/or consulting experience
  • Corporate travel industry experience highly preferred
  • Familiarity with formal sales methodologies such as Challenger Sales, Sandler Sales, and SPIN preferred
  • 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
  • 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

  • Engineering
  • Product
  • Sales & Marketing
  • People Operations
    • JavaLanguages
    • JavascriptLanguages
    • KotlinLanguages
    • SqlLanguages
    • SwiftLanguages
    • TypeScriptLanguages
    • Google AnalyticsAnalytics
    • TableauAnalytics
    • FigmaDesign
    • PhotoshopDesign
    • AsanaManagement
    • Google DriveManagement
    • Google DocsManagement
    • Google SlidesManagement
    • JIRAManagement
    • Chorus.AICRM
    • DocuSignCRM
    • LinkedIn SalesNavigatorCRM
    • OutreachCRM
    • SalesforceCRM
    • MailChimpEmail
    • SlackCollaboration
    • ZoomCollaboration
    • AsanaProject Management

Location

181 Fremont St. 23rd Floor , San Francisco, CA 94105

An Insider's view of Navan

What are some social events your company does?

It’s may sound cliche, but Navan’s sales culture is ‘work hard, play hard’. Navan knows how to have fun and build an awesome culture. It's beyond your usual happy hours; I’m talking about incredible trips, gourmet handrolls, and lots of dogs! It’s safe to say I’ve met my best friends at Navan.

Nathaniel

Mid-Market Account Executive

How do you collaborate with other teams in the company?

The culture here promotes direct communication and mutual trust, fostering cross-functional collaboration among talented and driven coworkers. Our clear business goals empower us to work together and constantly challenge each other to raise the bar and deliver the best platform, experience, and partnership for our customers.

Jordan

Regional Director, Mid-Market Expense Sales

How has your career grown since starting at the company?

I've had the pleasure of sitting in 8+ roles here at Navan over the last 5 years (SDR to Regional Director). Being at a business with lofty goals and a "failure isn't an option" mentality opens the door to expedite career progression, constant new opportunities and projects, and the ability to learn from a one-of-a-kind leadership team.

Anna

Regional Director, Enterprise Expense Sales

What are Navan Perks + Benefits

Navan Benefits Overview

Our Benefits

We realize benefits are important as they support keeping you at your best at all times. Our benefits are here for you if you get sick or hurt, help you save for now and later, encourage you to take time off work and travel, and provide perks specific to being a Navan employee both in and out of the office.

Culture
Volunteer in local community
Partners with nonprofits
Open door policy
OKR operational model
Team based strategic planning
Pair programming
Open office floor plan
Employee resource groups
Employee-led culture committees
Hybrid work model
In-person all-hands meetings
President's club
Employee awards
Diversity
Diversity employee resource groups
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Pet insurance
Wellness programs
Mental health benefits
Financial & Retirement
401(K)
Company equity
Child Care & Parental Leave Benefits
Generous parental leave
Family medical leave
Company sponsored family events
Vacation & Time Off Benefits
Unlimited vacation policy
Generous PTO
Paid holidays
Paid sick days
Flexible time off
Floating holidays
Bereavement leave benefits
Company-wide vacation
Office Perks
Commuter benefits
Company-sponsored outings
Free daily meals
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Onsite office parking
Pet friendly
Relocation assistance
Home-office stipend for remote employees
Mother's room
Professional Development Benefits
Job training & conferences
Lunch and learns
Promote from within
Mentorship program
Continuing education available during work hours
Online course subscriptions available
Customized development tracks
Personal development training

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