Senior Manager, Sales Enablement

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

📋 Description

• Take ownership of the Onboarding & Ramp process.

• Manage the onboarding experience for all new hires in Sales, Sales Engineering, Customer Success, Professional Services, Support, and Partner roles during their initial two to three months, ensuring they achieve productivity effectively.

• Develop a ramp curriculum and certification program that shortens the time from the start of employment to the first new business sale, including clear milestones and measurable readiness indicators.

• Ensure new employees quickly become proficient in our products, market, buyers, and winning strategies.

• Monitor ramp duration and time-to-first-deal, continuously refining the program based on these metrics.

• Oversee Ongoing Enablement & Coaching initiatives.

• Create a consistent enablement schedule that promotes continuous improvement among representatives: including skills training, call coaching, role-plays, and certification.

• Implement a sales methodology and related playbooks, ensuring active usage in live deals.

• Establish enablement tools and content from the ground up, including the platform, certification, and a centralized location for representative resources.

• Collaborate with the Revenue Operations team to link enablement efforts to conversion rates and sales cycle durations, using insights gained to refine programs.

• Propel Product & Go-to-Market Readiness initiatives.

• Collaborate with Product and the Field CTO team to ensure representatives comprehend the value we offer, can effectively position our products and services, and can deliver compelling demonstrations.

• Manage field readiness for new product launches, enabling the team to sell new offerings from day one and facilitate quicker market entry.

• Develop demo certification and value-based selling skills in partnership with the SE and Field CTO teams.

• Transform marketing’s product and positioning materials into practical training for representatives to utilize in customer interactions.

⛳️ Requirements

• Over 10 years of experience in sales enablement, or as a seller or sales engineer transitioning into enablement, within a SaaS or enterprise software environment.

• Proven history of creating onboarding and enablement programs that reduce ramp time and enhance win rates.

• Ability to build functions from scratch: capable of establishing a new department rather than merely managing an existing one.

• Deep understanding of enterprise sales processes: knowledge of how complex deals are managed, what effective selling entails, and the methodologies behind it.

• Strong familiarity with open-source software and its foundations (such as the Apache ecosystem), containers and Kubernetes, SaaS, enterprise selling, and data management and infrastructure based on open source, with sufficient product knowledge to create training that resonates with technical buyers.

• Practical experience in leveraging AI: adept in using AI tools to develop enablement content, programs, and workflows, and skilled at coaching representatives on utilizing AI in their daily sales activities.

• Excellent coaching and facilitation abilities; representatives respect you and improve due to your guidance.

• Ability to work collaboratively with Sales, Product, the Field CTO team, and Revenue Operations without formal authority.

• A practice of measuring your impact and connecting it to ramp, conversion, and sales-cycle results.

• Strong communication skills and a fit for a sales-oriented culture: you operate with urgency, accountability, and a focus on field outcomes.

🏝️ Benefits

• Flexible PTO Plan

• Up to 100% employer-covered health, dental, and vision benefits for specific plans

• Discounts and benefits from major vendors through our PEO

• Apple Air Mac Equipment

• Join the team that coined the term “Data Observability”!