Sales Enablement Manager
Databases are the beating heart of every business in the world.
Cockroach Labs is the team behind CockroachDB, an open source, distributed SQL database. We aim to build infrastructure that keeps pace with the world, so developers can focus on what matters most: building the best products. Join us on our mission to Make Data Easy. Are you ready to aim high and build to last?
About the Role
We are looking to grow our rapidly expanding revenue organization with our first Sales Enablement Manager. As a Sales Enablement Manager, you lead the training and enablement needs of our revenue teams by developing an extensive training curriculum. This is a strategic and technical role, helping our team scale and achieve our rapid revenue targets. In this role, you will partner with outside teams, including Marketing, Product, Training and Development to ascertain, which product elements and features need translated and highlighted to prospective and existing customers. Also, you will establish key performance indicators for the team and drive enhanced performance against these metrics. Lastly, you will be responsible for driving the adoption of tooling, processes, and sales methodology (MEDDIC) for the revenue organization.
Our ideal candidate is passionate about training and developing curriculums that accelerate the growth of new sales hires and ensuring sales efficiencies through ongoing enablement. This is a fantastic opportunity to have a meaningful impact on the sales team's success by owning the onboarding experience, improving time to ramp new sales hires and increasing overall business productivity. The role is flexible on location and can be remote in the US, while supporting the revenue organization worldwide.
You Will
- Lead the design, delivery, effectiveness, and continuous improvement of the existing sales onboarding program to reduce ramp times
- Deliver live and virtual sales onboarding and training programs that equip sellers with the knowledge they need to succeed in their roles
- Manage a blended learning model to include classroom, webinars, self-paced, and event-based training, leveraging conventional and new technologies (e.g., podcasts)
- Maintain the Learning Management System with curated content, self-service, and certification mechanisms, ensuring all content is current
- Establish key performance indicators to track sales onboarding program efficacy; work with vendors and Sales Operations team to further develop and maintain KPIs, dashboards, and reporting to drive onboarding improvements
- Monitor new hire and new-to-role progress and communicate regular status updates to key stakeholders in Sales Enablement, Ops, and Sales Management
- Develop, contribute, and help maintain sales enablement resources and materials including learning paths, certification programs, sales playbooks, and a content library
- Monitor Slack, e-mails, and various online and offline sales channels to respond to Sales questions / comments
- Support planning and implementing all internal sales events
The Expectations
In your first 30 days, you will immerse yourself in CockroachDB and our sales motion. You will go through our current sales onboarding program and reflect on areas where sales enablement can improve it. We believe that it's important for you to take this first month to observe enablement programs currently in place and become familiar with our company, technology, and message.
During this time, you will build relationships with various teams at Cockroach Labs. You will work closely with the revenue team, product, and marketing to further grasp our product, sales approach, and customers. As you gain confidence in the message and technology, you will be called upon to begin developing and ultimately delivering Salesforce training to the team.
After 3 months, you should be ready to make an impact on our revenue organization through effective training and enablement.
You Have
- 3+ years of product training, onboarding, and program management experience
- 2+ years of direct sales, customer success, and/or sales enablement experience
- Proven experience in creating, delivering, and training a revenue organization successfully with measurable results in fast-paced environments
- Experience building strong relationships with sales managers and reps, while working successfully across teams and with vendors
- Strong ability to represent concepts as well as summarize and communicate complex ideas into a curriculum with a strong sense of how sales professionals think, operate, and absorb training
- Extensive experience developing curriculum, training guides and/or modules for consumption by a broad audience; which includes the use of presentations, interactive sales exercises, and other sales training content development
- Strong knowledge of the software development landscape and ability to articulate technical aspects
- Excellent written and verbal communication, including presentation skills
- Highly organized, detailed-oriented, and self-directed
- Ability to thrive in a dynamic and changing environment
- Collaborative working style and experience working across a company with teams of varied size to achieve common goals
- Experience working with Salesforce, nice to have experience with our additional tools including Chorus.io, LeadIQ, LinkedIn Sales Navigator or equivalent products
- The flexibility to travel 10% (post covid).
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