Sales Enablement Manager, Mid-Market

About You

You have a background in SaaS, and have a demonstrated track record of success in a quota carrying role or strong enablement experience in a high growth software organization.  You understand and appreciate the purpose, and application, of a repeatable framework (process) for how to build and execute a sales cycle.  You sweat the details, because you know they are the difference between winning and losing.

Despite your past individual successes you value helping and developing others. You enjoy coaching, or teaching, and are as excited about your team, and others, winning as you are about your own individual success.  You are data driven, analytical, and believe in the science of sales as opposed to the “trust me, I got this” approach.

In this job, you will bring these skills

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• 3+ years in sales, or sales supporting, role; e.g. sales enablement, technical sales, sales, or [potentially] product marketing.
• You are data driven, and like to utilize data insights to drive decision-making and can give examples of how you have done this in the past.
• Excellent communications skills including, presenting, editing, and writing as well as accuracy and attention to detail required.
• Experience with presenting, facilitating and delivering both in-person and online training.
• Experience working in a fast-paced startup (pre-ipo) or growth environment.  You have the ability, and thrive, on wearing multiple hats.
• Can take on multiple projects at a time because you are highly organized, prioritize your tasks, and communicate when you need help.
• You have an innate desire to help others succeed, and gain a tremendous sense of accomplishment when they do as a result of your work.
• Strategic thinker that can take broad visions or concepts, develop structured plans, actions, measurable metrics, and then execute those plans.
• Excellent written, verbal and presentation skills.
• Excellent time management and prioritization skills.
• Sales and business acumen with a willingness and capability to learn new software tools and applications quickly and efficiently.

Role Responsibilities + Deliverables

• Collaborate with sales enablement leaders to define and standardize on an ongoing core sales training and enablement curriculum for our Mid-Market, SMB, and Channel (future) sales team members.
• Build repeatable sales playbooks that align to Abnormal Security Products and and Solutions.
• Develop sales competency assessment programs - both technical and sales execution (e.g. MEDDIC, Value Selling, Technical Aptitude) - as well as (in the future) partner certification programs, to ensure the competency of our sales team.  
• Program manages the development and execution of Abnormal Sales University which serves to develop and ultimately promote internal sales talent - SDR, Corporate  SMB, and Mid-Market, into future senior positions.  Partner with enablement leadership to identify and improve Abnormal Sales University based on evolving sales and product functions.
• Manage the alignment and execution of sales enablement activities with key internal and external milestones, such as new product releases, GTM campaigns, and company milestones.
• Contribute to the onboarding and ongoing enablement of our sales team through content  creation, delivery (virtual and in-person), and owning the feedback loop to measure, and communicate, training engagement and effectiveness.
• Manage the overall sales enablement content library in HighSpot.  Ensure content is organized effectively so sales can quickly find the right content at the right time.  
• Maintain our enablement content governance, including the establishment of a review and maintenance lifecycle.  Ensure that all content is reviewed, updated and maintained (or deprecated) on the right cadence (e.g. monthly, quarter, etc..).  
• Own Sales Content Analytics.  Measure and report on the effectiveness of content within the sales cycle, helping to answer the question of what content is most valuable.  
• Work collaboratively with Enablement and Sales Leadership to identify and prioritize the enablement “gaps” including sales plays, product artifacts, competitive information, case studies.  Prioritize and work cross-functionally to build and deliver key information and training to the field.
• Work as a member of the enablement team to expand our real-time enablement paradigm, ensuring the field is receiving just in time best practices, enablement and content based on the concepts of identifying what they need, when they need it and where they want to receive it.

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