Job Description

job summary:
Sales Enablement Lead

As a member of the Sales and Marketing Operations team, the Sales Enablement Lead will fill a critical role in improving seller performance and buyer confidence. Sales enablement must simplify the seller experience while aligning enablement efforts across the commercial organization making it easy for our customers to buy.

The mission for the Sales Enablement Lead is to ensure that every seller has the required knowledge, skills, processes, tools, and behaviors to optimize every interaction with buyers. The Sales Enablement Lead will support every level of salesforce development, from business development roles, account executives, and frontline managers along the onboarding journey (prehire/preboard/onboarding), increasing opportunity/lead conversions, reducing time to first deal, and time to quota attainment.

location: FRAMINGHAM, Massachusetts
job type: Contract
salary: $50 - 60 per hour
work hours: 9am to 5pm
education: Bachelors

responsibilities:
Roles & Responsibilities

• Build a world-class onboarding platform that measures success by:

• Velocity: Time to first deal, time to first closed/won, and time to quota attainment

• Fluency: Platform and product fluency, measured through conversational intelligence

• Engagement: Demonstrate high engagement to internal and external stakeholders

• Build a culture of collaboration and alignment between marketing and sales leadership

• Drive outcome-based adaptive and transformational change for a system of stakeholders

• Create synchronous/asynchronous programs for ongoing enablement and learning for sales pitch certification, ongoing enablement/learning, sales playbook creation, integration of battlecards, and collaborating with Marketing on personas and personas use cases

• Build development playlists from the conversational intelligence platform for specific roles (including frontline managers) for each opportunity stage, to support battlecards, for common objections, and closing excellence.

• Assist Product Marketing with the development of emails, A/B testing, and message optimization.

• Develop, test, and optimize vertical market value propositions, update matrix, train and certify team

• Identify content gaps (by industry, persona, and ICP) and organize content with a content map for the company. Create an easily navigable library system helping Account Executives save time by not searching for content across multiple sources

• Launch a seller assessment tool and identify core attributes that can be identified during the interview and hiring process.

Work to be done

• Develop and execute an annual sales enablement planning cycle (platform, process, people)

• Coordinate the onboarding of new sales enablement tools and their adoption/activation

• Maintain product and revenue analysis of existing customers to align forecast to actual reconciliation

• Continually refine and review sales process, forecasting methodology, and sales tools to support change and efficiency improvement

• Coordinate the sales forecast, reconciliation, and planning processes across the sales organization

• Oversee and refine business and financial reporting for sales, management, and finance

• Develop and manage outreach campaigns, sales playbooks, competitor battlecards, pitch templates, content management library, and related tools

• Ensure execution and accountability for team performance on sales operations tasks

• Develop and manage the quantified approach to sales execution of the Business Development Analyst (BDA) team regarding forecast accuracy, health check and turnover completion/documentation, opportunity qualification form creation and accuracy

• Lead a team initiative to document BDA best practices and create/maintain a team repository of BDA example documents, recordings, standard template documents, RFP responses, etc.

Candidate Criteria

• 10+ years combined sales, sales operations and / or sales enablement experience with enterprise SaaS companies; analyzing data / metrics, conducting gap analyses, creating process maps, developing action plans, and leading cross-functional efforts

• Launched and built a Sales Enablement function and team

• Launched and driven adoption of a CRM platform

• Launched, integrated, and driven adoption of Sales Enablement platforms

• Familiarity with learning management platforms and authoring software

• Experience building onboarding and enablement plans in a successful, high growth environment

• Consistent and verifiable history/framework of content creation with specific examples

• Demonstrated experience working cross-functionally between Sales, Marketing, Business Operations, and Customer Success to create a culture of alignment

• Experience building out competitive programs, personas, and customer references

qualifications:

• Experience level: Experienced
• Minimum 8 years of experience

• Education: Bachelors (required)

skills: * Technical Support (8 years of experience is preferred)

• Sales (8 years of experience is preferred)
• Sales (8 years of experience is preferred)
• Sales
• Sales
• Sales (8 years of experience is preferred)
• Sales (8 years of experience is preferred)
• Sales (8 years of experience is preferred)
• Salesforce (5 years of experience is preferred)
• powerbi (5 years of experience is preferred)
• smartsheet (2 years of experience is preferred)

Equal Opportunity Employer: Race, Color, Religion, Sex, Sexual Orientation, Gender Identity, National Origin, Age, Genetic Information, Disability, Protected Veteran Status, or any other legally protected group status.

At Randstad, we welcome people of all abilities and want to ensure that our hiring and interview process meets the needs of all applicants. If you require a reasonable accommodation to make your application or interview experience a great one, please contact HRsupport@randstadusa.com.

Pay offered to a successful candidate will be based on several factors including the candidate\'s education, work experience, work location, specific job duties, certifications, etc. In addition, Randstad offers a comprehensive benefits package, including health, an incentive and recognition program, and 401K contribution (all benefits are based on eligibility).

For certain assignments, Covid-19 vaccination and/or testing may be required by Randstad\'s client or applicable federal mandate, subject to approved medical or religious accommodations. Carefully review the job posting for details on vaccine/testing requirements or ask your Randstad representative for more information.

Randstad