Manager, Sales Enablement

Who are we?

Smarsh empowers its customers to manage risk and unleash intelligence in their digital communications. Our growing community of over 6500 organizations in regulated industries counts on Smarsh every day to help them spot compliance, legal or reputational risks in 80+ communication channels before those risks become regulatory fines or headlines. Relentless innovation has fueled our journey to consistent leadership recognition from analysts like Gartner and Forrester, and our sustained, aggressive growth has landed Smarsh in the annual Inc. 5000 list of fastest-growing American companies since 2008.

Summary

We are seeking a highly skilled and experienced Manager of Enterprise Sales Enablement to join our team, specifically supporting our Enterprise Business Unit at Smarsh, reporting to the Head of Enablement.

In this pivotal role, you will develop and implement strategic sales enablement programs tailored to the needs of the Enterprise Business Unit. Your goal will be to equip our revenue teams with the tools, resources, and knowledge they need to excel in their roles and drive revenue growth.

In this role, you will work closely with sales leaders in the Enterprise segment to identify skill gaps across multiple role types in our revenue organization. You will design and implement enablement programs to address these gaps, enhancing their ability to advance deals and navigate the sales cycle successfully. Additionally, you will co-facilitate segment-specific enablement activities, making excellent communication and facilitation skills essential for success.

An essential skill for this role is knowledge and experience training of value selling methodologies (such as Challenger or Value Selling), and qualification tools like MEDDPICC, which will enable you to effectively enhance the skills of our enterprise sales team by providing a comprehensive understanding of the entire sales lifecycle from lead generation to deal closing strategies.

Sales Enablement Strategy

• Partner with the Head of Enablement to develop and execute comprehensive sales enablement plans and programs aligned with overall business goals and specific role requirements.
• Identify key performance metrics and establish benchmarks for success.

Program Development

• Design and deliver targeted training programs, workshops, and resources to enhance the skills and knowledge of sales teams in various roles.
• Create role-specific playbooks, sales tools, and content to support sales activities.
• Plan, design, and develop role-specific enablement programs for large-scale initiatives, including product launches, operational processes, and skill development training.
• Evaluate existing onboarding programs and bootcamps, provide feedback and iterate as needed.

Collaboration

• Partner with sales leadership, product marketing, professional services, operations, and other cross-functional teams to ensure alignment and integration of sales enablement initiatives.
• Work closely with sales leaders and representatives to gather input into best practices and feedback to continuously improve enablement programs.
• Use data-driven insights to recommend improvements to enhance the skills of our revenue teams and improve the effectiveness of our enablement programs.

Performance Analysis

• Monitor and analyze the effectiveness of the enterprise sales enablement programs, using data-driven insights to make informed decisions.
• Provide regular reports and updates to senior leadership on program impact and sales performance improvements.

Coaching & Mentoring

• Provide coaching and mentoring to sales team members, fostering a culture of continuous learning and development.
• Conduct regular assessments to identify skill gaps and recommend personalized development plans.

Executive Presence

• Establish credibility with the revenue organization.
• Ability to create and present executive summaries.
• Present plans, initiative rollouts, and other information to the revenue organization confidently.

What will you bring?

• Bachelor's degree in business, Marketing, or equivalent years' work experience
• 3+ years of experience in enterprise sales enablement within a SaaS organization.
• Proven record of accomplishment of developing and implementing successful sales enablement programs.
• Strong understanding of sales processes, methodologies, and best practices.
• Excellent communication, presentation, and interpersonal skills.
• Proficiency in using sales enablement platforms and CRM systems.
• Ability to work in a fast-paced, dynamic environment and manage multiple priorities.
• Strong analytical and problem-solving skills.
• Some travel required quarterly
• Experience with LMS systems.
• Proficiency with Microsoft Suite, PPT, Google Slides, Articulate 360.
• Familiarity with Salesforce.
• Experience selling to enterprise customers

About our culture

Smarsh hires lifelong learners with a passion for innovating with purpose, humility and humor. Collaboration is at the heart of everything we do. We work closely with the most popular communications platforms and the world’s leading cloud infrastructure platforms. We use the latest in AI/ML technology to help our customers break new ground at scale. We are a global organization that values diversity, and we believe that providing opportunities for everyone to be their authentic self is key to our success. Smarsh leadership, culture, and commitment to developing our people have all garnered Comparably.com Best Places to Work Awards. Come join us and find out what the best work of your career looks like.