Sales Enablement

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

📋 Description

• Design and implement onboarding programs for Account Executives, Solution Engineers, and SDRs.

• Decrease the time required to secure the first deal and achieve full productivity.

• Develop ramp plans, certification milestones, and frameworks for role-play and practice.

• Create a technical certification that encompasses observability concepts and Traversal’s product architecture.

• Enhance onboarding processes based on feedback from representatives and performance data from ramping.

• Produce and maintain playbooks, battlecards, guides for handling objections, and discovery frameworks.

• Collaborate with Product Marketing to convert product updates and positioning into materials suitable for field use.

• Ensure there is a single source of truth for sales content while phasing out outdated materials.

• Assist managers with call evaluations and coaching related to deals.

• Conduct or organize training sessions on sales methodology, technical positioning, competitive analysis, and objection handling.

• Identify skill deficiencies using call recordings, win/loss metrics, and pipeline statistics.

• Develop programs aimed at bridging identified skill gaps.

• Coordinate focused coaching and training efforts with leaders from SDR and SE teams.

• Oversee the sales team’s enablement and productivity tools, which include content management, call intelligence, and LMS systems.

• Collaborate with RevOps to integrate enablement with Salesforce, Clari, Gong, and the comprehensive sales process.

• Utilize Claude to customize training and expedite processes as the go-to-market organization expands.

• Establish the sales enablement function from the ground up, reporting directly to sales leadership.

⛳️ Requirements

• Experience in observability, monitoring, or infrastructure/DevOps tools, including Datadog, Splunk, New Relic, Dynatrace, or PagerDuty.

• Over 7 years of experience in sales enablement, sales training, SE, or AE roles.

• Ideally possesses experience in a B2B SaaS or observability/infrastructure-focused company.

• Capable of translating technical concepts into straightforward business language for both technical practitioners and executive buyers.

• Proven track record in creating or significantly enhancing an onboarding/ramp program.

• Excellent writing and content creation abilities.

• Comfortable collaborating cross-functionally with Sales, Marketing, Product, and RevOps teams.

• Employ a data-driven approach utilizing ramp time, win rates, and feedback from representatives.

• Experience in program management, including building enablement initiatives from the ground up.

• Possess a startup mindset with the ability to iterate swiftly in a dynamic environment.

• Strong presentation and facilitation skills, with experience in delivering training or coaching to managers and executives.

• Previous experience with an early-stage or high-growth startup is advantageous.

• Familiarity with Salesforce, Gong/Zoom, and a content/LMS platform is a plus.

• Experience in observability within value-centric sales campaigns.

• Must indicate whether visa sponsorship is needed to work in the United States.

🏝️ Benefits

• Startup equity.

• Health insurance.

• Excellent technology setup.

• Flexible time off.

• In-office snacks.

• Competitive salary and equity packages.