VP of Enablement at CB Insights

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Bottle up what works. Spread the love. Delight Customers.  

CB Insights is looking for a VP of Enablement - a metrics-focused hands-on executive who wants to help drive aggressive growth.         

The Role You’ll Play:

First, some data on the growth of CB Insights. 

  • 2015 - 66 teammates
  • 2016 - 104 teammates
  • 2017 - 168 teammates
  • 2018 - 209 teammates
  • 2019 - 292
  • Today - 300+ and growing        

Over that same period, our revenue has grown 800%. Underpinning this growth is the CB Insights Technology Intelligence platform, the vast market we have to capitalize on, and a great team with top talent across all levels. Additionally during the past 6 months while others have floundered, we have thrived - adding new datasets to our platform and also two company acquisitions. 

That is the great news. 

Now, what we need is for someone with expertise that will take us to the next level. And to do this, we are hiring for a VP of Enablement.  

The VP of Enablement will build and scale our Enablement of BD (Sales) and Customer Success at CBI. 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 

What’s CB Insights All About:

The CB Insights platform is the smartest way to explore and exploit emerging technologies. We help the world’s leading companies accelerate their digital strategy and transformation with data, not opinion. Our Emerging Technology Insights Platform fuses machine and human intelligence to help you discover and manage your response to emerging technology startups and markets.

You’ll be successful here if:

  • You’re knowledgeable and innovative: You know the playbooks that work elsewhere, and build the ones that works for CBI
  • You’re a true owner: You have an ownership mindset and instill it in your team. You set an example for owning and learning from wins, failures and bets. 
  • You focus on results: You don’t believe in vanity metrics, and believe in taking swings at big outcomes. 
  • You’re collaborative and to build something great together:  You believe in shared wins and want to be a critical team member in scaling CBI to $200M+. You believe our success is your success and vice versa 
  • You ‘draw the owl’

The Perks:

  • Amazing culture that emphasizes folks who have high standards, humility, hunger, helpfulness and who work hard. Learn more here
  • A newsletter that 600k people follow:  Sign up here.
  • Be Healthy: Health with HSA and FSA options, dental, and vision insurance along with unlimited/take what you need sick day policy
  • Plan for the future: 401k with up to 4% match
  • Continued Learning: $1,000 yearly continuing education stipend
  • Rest and Relax: Competitive vacation and holiday plans 
  • Refuel: Daily lunch stipend, unlimited snacks/coffee

We know that diversity makes for the best problem-solving and creative thinking. We are dedicated to adding new perspectives to the team and encourage everyone to apply if your experience is close to what we are looking for.  

Equal Opportunity Employer: CB Insights is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

If you know someone who'd be perfect for the role, submit here and you'll be eligible for $5,000!#LI-AGK


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Technology we use

  • Engineering
    • GolangLanguages
    • JavascriptLanguages
    • PythonLanguages
    • ReactLibraries
    • ReduxLibraries
    • MySQLDatabases
    • PostgreSQLDatabases

Location

498 7th Avenue, 14th Floor, New York, NY 10018

An Insider's view of CB Insights

What are some social events your company does?

To help foster cross team communication & collaboration, here are some things CB Insights does:

- yearly company offsite
- monthly company-wide team building events (past events include: bubble ball, game night, talent show, spelling bee, wine tasting, field day, etc.)
- monthly anniversary socials
- volunteer
- Ladies Lunches
- holiday party

Javonne

Recruiter

What's the biggest problem your team is solving?

Our team brings new datasets to the platform. A few valuable ones are patents, earnings transcript & press articles from special verticals.Instead of just surfacing the data, we run topic modeling, sentiment analysis & improving recommendation systems.The innovative way of feeding info helps clients to be sensitive to trends moving in the industry.

Shisi

Software Engineer

What does career growth look like on your team?

Our Sales Development Representative team has had tremendous growth over the past couple of years. Our career path is clear, we offer coaching and mentorship in order to successfully promote the team. Our SDRs know exactly what they need to accomplish in order to move up the ladder and grow both personally and professionally.

Logan

Senior Manager, Sales Development

How do your team's ideas influence the company's direction?

Customer Success at CBI acts as the intermediary between our clients and the org. Because of this, we are in a position to voice opinions that influence the product, events we host, and the intelligence we publish. With our fingers on the pulse of emerging tech, we are equipped to become strategic advisors for our customers and also the org.

Graham

Director of Customer Success

What projects are you most excited about?

I'm excited to accelerate our ability to ingest existing data sets. As we continue to expand our data sources, the Product and Data team have worked together to come up with solutions to manage the volume of data that enters the CBI database. I'm eager to work with engineers to start incorporating more automation to boost efficiency in our tools.

Anna

Product Manager

What are CB Insights Perks + Benefits

CB Insights Benefits Overview

Subsidized health, dental, and vision insurance
401k with up to 4% match
$1,000 continuing education stipend
One Medical
Unlimited sick days
Vacation + holidays
Bonusly
Bravely

Culture
Volunteer in local community
Friends outside of work
Eat lunch together
Intracompany committees
Outdoors Club Board Game Club Book Club Dungeons and Dragons Club LGBTQ Club
Daily stand up
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Highly diverse management team
Unconscious bias training
Mean gender pay gap below 10%
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Up to $2,750 towards your FSA with up to $500 rollover.
Disability Insurance
Short-term disability insurance covers 60% of annual salary up to $10000 monthly maximum payout.
Dental Benefits
Two different plan options to select from through Guardian.
Vision Benefits
Health Insurance Benefits
3 different plan options through Empire Blue Cross Blue Shield.
Life Insurance
Life insurance at CB Insights is employer paid.
Pet Insurance
Wellness Programs
Gym discounts offered through Empire Blue Cross Blue Shield. Offer access to One Medical.
Retirement & Stock Options Benefits
401(K)
CB Insights 401(K) program allows employees to starting contributing their 4th month of employment.
401(K) Matching
CB Insights 401(K) program matches up to 4% of an employee's contribution with immediate vesting at 13 months of employment.
Performance Bonus
CB Insights offers a performance bonus for all non-commissioned roles based on company and personal performance.
Child Care & Parental Leave Benefits
Generous Parental Leave
CB Insights provides up to 12 weeks of maternity leave and 8 weeks of paternity leave.
Flexible Work Schedule
Remote Work Program
Our remote work program includes work from home full-time remote for specific positions.
Family Medical Leave
Return-to-work program post parental leave
Company sponsored family events
Vacation & Time Off Benefits
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
We offer unlimited sick days.
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Free Daily Meals
Stocked Kitchen
Snacks, coffee, tea and all the goldfish you can handle.
Some Meals Provided
$8 off towards seamless for lunch every day!
Happy Hours
Recreational Clubs
We have different culture clubs you can join including hiking and book clubs.
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Continuing Education stipend
$1,000 towards education stipend after you have been with us for 6 months.
Customized development tracks

Additional Perks + Benefits

Subsidized Health Insurance, 401(K) with Matching, Yearly Education Stipend, Lunch Stipend, Office Gong, Awesome Team Building Events

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