Sales Enablement

This is a fully remote position, open to applicants in United States.

📋 Description

• Design and implement onboarding programs for new Account Executives (AEs) and Solutions Engineers (SEs), encompassing product and market fundamentals through to deal execution.

• Develop ramp plans and milestones aimed at accelerating the productivity of new representatives.

• Establish certification checkpoints that cover product knowledge, pricing, and the sales process.

• Collaborate with Sales Leadership to define 30/60/90-day ramp expectations.

• Create and maintain the sales playbook, which includes talk tracks, objection handling strategies, and competitive positioning.

• Ensure pitch decks, one-pagers, and battlecards are updated as products and positioning change.

• Work alongside Marketing to convert positioning into actionable field-ready content.

• Maintain a centralized repository for all sales content.

• Promote a consistent sales methodology and qualification framework.

• Encourage the use of Salesforce, Gong, and other go-to-market tools.

• Identify skill and process gaps by analyzing call recordings, deal data, and feedback from representatives.

• Conduct ongoing training sessions on new features, pricing modifications, and process updates.

• Assist frontline managers with coaching frameworks and practices for call reviews.

• Analyze representative performance and Gong call data to pinpoint coaching opportunities.

• Evaluate the impact of enablement through metrics such as ramp time, win rates, and quota achievement by cohort.

• Collaborate with Revenue Operations to link enablement metrics with pipeline and conversion data.

• Partner closely with Sales Leadership, Solutions Engineering, and Marketing to empower the field for effective selling.

• Establish Glow's inaugural dedicated sales enablement function from the ground up.

⛳️ Requirements

• 3 to 6 years of experience in Sales Enablement, Sales Training, Sales Operations, or a quota-carrying sales/SE role.

• Proven experience in creating onboarding programs and sales content from the ground up, preferably in an early-stage company.

• Familiarity with sales methodologies or qualification frameworks, such as MEDDIC, MEDDPICC, or Command of the Message.

• Working knowledge of Salesforce and call intelligence tools, including Gong.

• Strong presentation and facilitation skills; adept at leading live training sessions.

• Exceptional written communication skills for developing playbooks, battlecards, and asynchronous content.

• Comfortable operating with minimal existing infrastructure and building the function progressively.

• Experience in B2B SaaS or cybersecurity is a plus.

• Experience in a startup environment.

🏝️ Benefits

• Commitment to an inclusive workplace.

• Equal opportunity employer.

• A work environment free from discrimination and harassment.