Senior Sales Enablement and Training Manager – Life Sciences

At Definitive Healthcare, our passion is to transform data, analytics and expertise into healthcare commercial intelligence. We help clients uncover the right markets, opportunities and people, so they can shape tomorrow's healthcare industry. Our SaaS platform creates new paths to commercial success in the healthcare market, so companies can identify where to go next.
Our employees are kind, collaborative, energetic, approachable and driven. On top of that, we value the unique perspectives, backgrounds and voices of our employees. Why? Because their diverse experiences drive new ideas and help us build a better community.
For over 10 years, we've built a collaborative culture driven by employees who share a passion for improving the healthcare ecosystem, enjoy giving back to the local community and value diversity and inclusion.
One of the hallmarks of our culture is our commitment to community service. Through the DefinitiveCares program, employees can work with their choice of more than 40 charitable organizations, supporting causes from hunger and homelessness to healthcare, LGBTQ+ issues, racial justice, women's initiatives and more. 2021 marked the sixth year that we had 100% employee participation in DefinitiveCares.
We also provide a range of opportunities for employees to connect with each other. Employees can join any of our employee run affinity groups supporting causes such as women's empowerment, LGBTQ+, Black, indigenous and people of color (BIPOC), disabilities and working parents and potential for many more. Affinity groups often enable greater education companywide through training, events and speaker series.
We're also a great place to work. For five years in a row, we've been recognized by the Boston Business Journal and the Boston Globe as a best place to work in Massachusetts. In 2022, Energage recognized us for Culture Excellence in Compensation & Benefits, Innovation, Great Leadership, Purpose & Value and Work-Life Flexibility!
Think you'd be a good addition to our team? Explore our available positions here. We'd love the chance to get to know you.
This role will report to the Director, Sales and Product Training and will be responsible for partnering directly with the GTM and Customer Success teams to understand the top priorities facing the business, determine the learning needs that are required to drive those priorities and then work to execute the plan.
Learning Strategy and Execution:

• The training manager will work with the business to create the learning strategy and roadmap to support their business outcomes and then work to execute on the strategy.
• This role will build out the complete learning experience including coordinating the pre, during and post reinforcement content
• Responsible for developing the communication plan, managing the project to ensure deadlines are met, ensuring the transfer of learning occurs and is measured.
• This role will manage the curriculum, conduct in-person training sessions as needed and measure the outcomes of each experience.

Partnership:

• The training manager will continue to be aligned to the business and bring in subject matter experts as needed to ensure the content meets the needs of the audience. He/she will sit on the staff meetings for the SVP of Sales for Life Sciences.
• This role will partner closely with the Head of Product Management and Product Marketing to ensure alignment on the product roadmap and the value proposition around the new features and benefits of the product.

Coaching:

• The training manager will also play a critical role to ensure that the managers are prepared for the training and can coach their teams effectively on the new skills or tools that they are learning.
• Provide regular coaching and feedback to team members to help them meet and exceed their quotas. Monitor performance, identify areas for improvement and reinforce the usage and importance of the various sales technology and enablement tools.

Onboarding & Ramp-Up:

• Lead the onboarding process for new team members in the Life Science vertical, ensuring they are quickly ramped up to meet performance expectations and develop a strong understanding of the company's products, services, and sales processes.
• This includes training SDR/MDRs, Customer Success and our GTM Teams.

Sales Playbook Management:

• Work to build out a robust playbook and ensure team members are equipped with up-to-date scripts, messaging, and resources. Provide continual feedback to refine and optimize sales plays.

Sales Skill Development:

• Train teams on prospecting techniques, qualification, objection handling, Salesforce, Gong, and effective sales communication
• Conduct mock calls and role-playing exercises to build confidence, improve sales tactics, and refine messaging.

Requirements:

• 7+ years of sales experience or learning and development experience
• Experience leading and managing projects
• Great facilitator
• Ability to build strong relationships
• Excellent communication skills
• Strong sales background

Why we love Definitive, and why you will too!

• Industry leading products
• Work hard, and have fun doing it
• Incredibly fast growth means limitless opportunity
• Flexible and dynamic culture
• Work alongside some of the most talented and dedicated teammates
• Definitive Cares, our community service group, gives all of us a chance to give back
• Competitive benefits package including great healthcare benefits and a 401(k) match

What our Employees are saying about us on Glassdoor:
"Great Work atmosphere, great work life balance, excellent company to work for, amazing top notch product, incredible customer service, lots of tools to help you succeed."
-Business Development Manager
"Great team. Amazing growth. Employees are treated very well."
-Research Analyst
"I have waited 36 years to work at a dream job for a dream company and I am so happy to have finally got there."
-Profile Analyst
If you don't fit all of these qualifications, but believe you're still a great fit, feel free to apply and tell us why in your cover letter.
If you are a California, Colorado, New York City or Washington resident and this role is a remote role, you can receive additional information about the compensation and benefits for this role, which we will provide upon request.
Definitive Hiring Philosophy
Definitive Healthcare is an equal opportunity employer that celebrates diversity and is committed to creating an inclusive workplace with equal opportunity for all applicants and teammates. Our goal is to recruit the most talented people from a diverse candidate pool regardless of race, color, religion, age, gender, gender identity, sexual orientation or any other status. If you're interested in working in a fast growing, exciting working environment - we encourage you to apply!
Privacy
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Please note : All communications regarding the hiring process at Definitive Healthcare will come directly from one of our corporate recruiters or coordinators with an @definitivehc.com email address. We will never request any money transfer or purchase of equipment with a promise of reimbursement. If you receive any suspicious communications, please reach out to [email protected] to confirm your status in the application process.