Director - Sales Training

Donnelley Financial Solutions (DFIN) is a leader in risk and compliance solutions, providing insightful technology, industry expertise, and data insights to clients across the globe. We're here to help you make smarter decisions with insightful technology, industry expertise, and data insights at every stage of your business and investment lifecycles. As markets fluctuate, regulations evolve and technology advances, we're there. And through it all, we deliver confidence with the right solutions in moments that matter.

Summary:

The Director of Sales Enablement and Learning will lead the Sale Enablement and Learning team, reporting to the SVP of Marketing & Sales Enablement. A seasoned leader with deep knowledge of sales processes and learning and development strategies, the Director of Sales Enablement will partner with Sales leaders, Marketing, Product and other stakeholders to create scalable, impactful programs that empower the Sales teams with the right content, tools and skillset needed to maximize sales productivity and drive revenue growth.

Responsibilities:

• Build and scale a structured sales enablement program that empowers sales reps, enhances skills, and improves productivity and performance metrics across the board.
• Manage and build a high-performing team of sales enablement professionals, fostering a culture of innovation, collaboration and continuous improvement.
• Lead engaging, effective training sessions tailored to various experience levels. Knowledge/experience with Force Management (Command of the Message, Sale and Plan) approach to value-based selling and the MEDDPICC qualification methodology is preferred.
• Lead our onboarding program for new hires, ensuring the delivery aligns with business needs and expectations.
• Develop and drive the enablement roadmap, creating a program that aligns with the company's growth and sales productivity goals with a focus on continuous improvement and learning.
• Partner with Sales, Marketing, Sales Operations and Product leadership to create tailored enablement strategies that address the unique needs of each team and role and align to customer segments and use cases.
• Regularly spend time in the field with managers and reps to understand the "field reality" and build sales enablement strategies and deliverables to meet their needs.
• Develop and curate engaging, relevant content, tools and resources that drive consistent sales outcomes such as playbooks, battlecards, pitch decks, and FAQs.
• Manage relationships with external enablement partners, including for sales training and our enablement tech stack.
• Serve as an internal thought leader on the topic of sales excellence and actively contribute to the organization's definition of best practices.
• Continuously refine enablement initiatives to ensure they are data-driven and aligned with best practices.
• Establish and track KPIs that measure the effectiveness of enablement initiatives and leverage feedback and data to iterative and improve programs.

Qualifications:

• 8+ years of relevant experience in sales enablement, sales, or related role in a B2B environment, including 3+ years in a leadership role.
• Exceptional communication and interpersonal skills, with the ability to influence and build strong relationships across the organization.
• Proven track record of successfully implementing sales enablement initiatives that drive sales performance.
• Experience working with CRM systems (such as Salesforce) and sales enablement platforms (such as Highspot).
• Ability to distill complex ideas and product features into training content that focuses on delivering value to clients.
• Excellent project management skills with a proven ability to multitask, prioritize, manage stakeholders at all levels across the business and adhere to tight deadlines in a fast-paced environment.
• Familiarity with SaaS solutions, the global capital markets ecosystem, and financial and regulatory reporting requirements is preferred.

It is the policy of Donnelley Financial Solutions to select, place, and manage all its employees without discrimination based on race, color, national origin, gender, age, religion, actual or perceived disability, veteran's status, actual or perceived sexual orientation, genetic information or any other protected status.

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