Sales Enablement, Training Manager

Your role:

The Sales Trainer will play a critical role in enhancing the productivity and performance of Global Relay’s sales teams across our rapidly growing organization. This role involves close collaboration with the Sales Enablement, Sales Operations, Product Marketing, and other key departments to develop, deliver, and continuously optimize a comprehensive sales training and enablement program. You will be instrumental in ensuring that the sales team is equipped with the right tools, knowledge, and skills to succeed in a highly regulated, B2B SaaS environment.

The development of a comprehensive sales training program should focus on three core areas:

1. Product Knowledge: Understanding and communicating the value proposition, differentiators, and technical aspects of Global Relay’s products and services.
2. Sales Process: Mastering sales tools, sales processes, and CRM systems like Salesforce to drive sales effectiveness.
3. Sales Methodology & Skills: Upskilling sales teams on proven sales methodologies (e.g., MEDDPICC, Challenger) and fostering strong sales practices to improve overall sales performance.

Your responsibilities will include onboarding and continuous training for new and existing team members, ensuring alignment with company sales strategies, and working alongside key stakeholders to ensure timely and relevant training content. The ideal candidate will have a proven track record in sales training, particularly in the SaaS or technology sector, and possess strong facilitation and coaching skills.

Your responsibilities:

Internal

• Design and execute training programs that equip the sales team with the skills, tools, and knowledge to succeed, with a focus on product, sales process, and industry best practices
• Collaborate with Sales Leadership to identify training needs across different departments (Sales, Pre-Sales and Customer Success) and roles (SDR, AE, AM, etc.) and tailor training content accordingly
• Work closely with Sales Operations to ensure the effective use of sales tools (e.g., Salesforce) and processes, and to align training with performance metrics and business objectives
• Align with Product Marketing, Product, and Regulatory teams to design, update, and maintain product and sales collateral that supports both sales and customer success teams
• Measure and track training effectiveness by developing and reporting on key performance indicators (KPIs) and using feedback to optimize future training programs
• Develop a strategic training roadmap that aligns with product releases, sales goals, and industry trends
• Support the ongoing development of Sales Leads and Managers by providing coaching and guidance on how to reinforce training and drive high performance across their teams
• Continuously improve the sales methodology adoption by embedding frameworks like MEDDPICC and Challenger in day-to-day sales activities through role-playing, live coaching, and interactive sessions
• Partner with Marketing and Sales Enablement to ensure the timely delivery of relevant, high-quality training materials aligned with go-to-market strategies

External

• Support product launches by leading the training efforts and ensuring the sales team is equipped to communicate new product features and benefits effectively
• Assist in enterprise sales cycles by offering training and coaching around messaging, value propositions, and product demos, particularly for high-value clients in regulated industries
• Represent Global Relay at industry events and webinars, promoting Global Relay's expertise and thought leadership in sales methodologies and training practices

About you:

• 5+ years of experience in sales enablement, sales training, or quota-carrying B2B sales (preferably within the SaaS or tech industry)
• Deep understanding of sales methodologies (e.g., MEDDPICC, Challenger) and experience embedding these methodologies into sales teams
• Proven ability to facilitate training for diverse sales roles (SDR, AE, AM, etc.), with experience designing both live and virtual training sessions
• Strong communication, presentation, and coaching skills, with the ability to influence and engage sales teams effectively
• Solid understanding of Salesforce and other sales tools, with experience designing and delivering training on sales tools and CRM best practices
• Demonstrated passion for sales development and improving team performance through continuous learning and skill-building
• Highly organized, with the ability to manage multiple priorities and adapt to the needs of a fast-paced, dynamic sales environment
• Experience in measuring and tracking the success of training programs, using data and feedback to refine and optimize learning initiatives
• Bachelor’s degree in Business, Education, Communications, or a related field is preferred
• Ability to travel across North America and Europe to deliver field programs as needed