Head of Sales Enablement

About SecurityScorecard:

Funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV, Riverwood Capital, and others with over $290 million in funding, SecurityScorecard is the global leader in cybersecurity ratings and the only service with over 2M+ companies continuously rated. Founded in 2013 by security and risk experts Dr. Aleksandr Yampolskiy and Sam Kassoumeh, SecurityScorecard’s patented rating technology is used by over 16,000 organizations for enterprise risk management, third-party risk management, board reporting, due diligence, and cyber insurance underwriting. This is done by measuring your and your vendors' cyber-health by assigning a security rating of "A" through "F" based on outside-in, non-intrusive data. SecurityScorecard continues to make the world a safer place by transforming the way companies understand, improve and communicate cybersecurity risk to their boards, employees, and vendors.

 SecurityScorecard is headquartered in NYC with over 450+ employees globally. Our culture has helped us be recognized by Inc Magazine as a "Best Workplace," "Best Places to Work in NYC" by Crain's NY, and one of the 10 hottest SaaS startups in NY for two years in a row.

The Head of Sales Enablement will lead all aspects of sales enablement for our Revenue Organization responsible for identifying and defining the requirements to increase sales, customer success, and business development productivity. This role drives Field Sales strategy & execution by leveraging sales planning motions to accelerate revenue growth, optimize resource leverage, and achieve portfolio sales outcomes. A focus on quantitative and qualitative analysis to identify actionable insights, measure progress, and impact leading to ongoing training and enablement. In addition, the Head of Sales Enablement will lead the development of sales tools, methodology, reporting, and programs from hiring and onboarding to continuous education.  

The Head of Sales Enablement will work directly with Senior Revenue Team leadership to help build and maintain all resources that equip the global sales, customer success, and business development teams to engage prospects and customers. They will also partner with the Senior Leadership Team, Analytics, Product and Marketing on specific initiatives.

What you’ll do: 

• Cultivate strong and mutually respectful relationships across the organization. Partner with Sales and Customer Success leadership to solve complex problems and identify productivity improvement opportunities.
• Create and implement full lifecycle enablement processes for the field beginning from recruiting and onboarding to continuous learning programs. Align SecurityScorecard’s sales process with changing customer buying processes to enhance the skills, knowledge and tools required to increase pipeline, opportunity velocity and conversion
• Perform high-quality quantitative and qualitative analytics to identify and define best practices which can be systematized and scaled across the business 
• Create and analyze leading and lagging indicators in sales to identify gaps and opportunities to improve retention, upsell and new business generation.  
• Capture and analyze the impact and ROI of programs to drive future enhancements. 
• Support sales leadership in carrying out various enablement related activities.
• Assess team performance, identify markers of high performance and translate information into actionable, easy to understand insights. Offer these insights as a catalyst to enable change.
• Collaborate and coordinate with various BUs to improve sales readiness/enablement and contextualize product information to enable effective sales execution.

What you’ll need: 

• 10+ years’ experience in sales and/or sales enablement and operations roles, including 3+ years in a leadership capacity
• Relevant business and financial acumen and cybersecurity industry experience a plus
• Demonstrated sales coaching and sales enablement skills and experience with a rack record of building successful enablement programs and curriculums
• Both quantitative and qualitative problem-solving experience, including turning quantitative analysis into actionable recommendations and business strategies 
• Strong communication, leadership and influence skill set 
• Ability to develop strong credibility with Revenue leadership and supporting BUs to become a trusted advisor and business partner to all
• Ability to build partnerships and collaborate across lines of businesses 
• A growth mindset and strong passion about learning and development
• Ability to adapt quickly to evolving needs of a high growth sales team
• Prior experience with solutions such as HighSpot, Outreach, Salesforce CRM a plus.

Who you are: 

• Leader & Action Orientated: Have an innate ability to quickly understand problems, decipher well thought out solutions and get buy-in to lead your team by example in execution 
• Curious: Interested in understanding complex problems to identify underlying drivers and surface interesting new approaches
• Adaptable: Willing to learn, try new approaches and iterate based on impact
• You excel in fast-paced environments, embrace operational rigor and are comfortable with ambiguity
• Data Driven: Focused mindset with a passion for backing up hypotheses and arguments with data and analysis
• Communicator: A strong communicator in written and verbal with a natural ability to contextualize information
• Collaborator: Thrive in diverse and inclusive teams and environments

Benefits

We offer a competitive salary, stock options, a comprehensive benefits package, including health and dental insurance, unlimited PTO, parental leave, tuition reimbursements, and much more!

SecurityScorecard embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skillsets, ideas, and perspectives. We make hiring decisions based upon merit and do not discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status.