Sales Enablement Manager, Mid-Market
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