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Senior Manager of Sales Enablement

  • Location: Seattle, Washington
  • Type: Direct Hire
  • Job #1794

Our healthtech partner is looking for a results-oriented Senior Manager of Sales Enablement with a vision for creating a world-class Sales Operations function to support our fast-growing company. The ideal candidate will support the company's sales goals by creating onboarding and ongoing enablement content as they scale the team. This position reports to the VP Marketing and works closely with the senior leadership team.

The right candidate has an understanding of the company's growth drivers and focuses on increasing deal conversion by improving win rates (net new, renewal and expansion), increasing sales pipeline acceleration and improving the overall efficiency and effectiveness of the sales team through a comprehensive sales development and enablement strategy. This person also works with the client success team to expand the product footprint and increase ‘stickiness’, while identifying case study and webinar opportunities within our base to help drive growth. The Sr. Manager of Sales Enablement also influences product development, implementation, and marketing to build client ROI, generate client participation in industry activities, and help clients become vocal thought leaders. Applicants must be obsessed with the growth of the business and foster close working relationships with internal and external stakeholders to ensure the sales organization’s efficient operation and success.

Position Responsibilities:

  • Research industry trends and developments and collaborate with internal teams (sales/leadership/product development/Advisors/Board of Directors) to optimize sales tools, content and training so that the company's value proposition resonates with our target buyer personas
  • Develop and manage a Sales Enablement roadmap, infrastructure and training program
  • Implement the development, delivery and training of effective sales playbooks for field teams; create and regularly update playbooks based on seller feedback and shifting market demands
  • Roll out a comprehensive sales on-boarding program in tight collaboration with human resources
  • Partner with sales leadership and human resources to establish a sales competency and assessment framework to ensure that sales personnel are prepared to meet or exceed quota targets, including but not limited to demonstrations, overview presentations, deal inspection and management, and objection handling
  • Support sales leadership in driving significant sales productivity increases for field teams; introduce a sales framework that provides a standardized approach to deal management and incorporates known best practices of a high-performing sales team
  • Work with the VP of Marketing to develop a market segmentation approach and define appropriate marketing and sales strategies to gain market share across those segments
  • Conduct market research to understand the competitive landscape, develop sales combat cards, conduct training to drive competitive wins, and create competitor-specific campaigns to replace incumbents and gain net new clients in head-to-head competition
  • Utilize and leverage sales technology tools for reporting and benchmarking
  • Regularly spend time in the field with managers and reps to understand the “field reality” and build sales enablement deliverables to meet their needs
  • Create a repeatable, sustainable process for reference site creation and management to support the sales process
  • Inform product strategy of market and sales drivers
  • Collaborate with the leadership team to define a business development / channel management / alliance partner strategy that complements the company's business model

Position Requirements:

  • BS/BA Required. Masters or MBA degree preferred
  • Minimum of 8 years of sales/marketing/client management experience with healthcare technology B2B organizations

Knowledge/Experience

  • Direct Field Sales and Field Sales Management experience and proven track record required (quota carrying)
  • Experience creating and implementing successful sales process, methodology, and sales playbook initiatives
  • Experience building effective field sales on-boarding and sales training programs
  • Experience with CRM (such as Salesforce.com) and sales enablement platforms
  • Ability to create and track metrics which demonstrate constant increases in sales productivity
  • Understanding/experience in product development and/or services
  • Experience managing 3rd party relationships
  • Outstanding writing skills, and able to adopt the company's brand "voice" in all developed content
  • Highly analytical and able to derive meaning from data
  • Able to work and thrive in a fast-paced, rapidly changing environment
  • Excellent people and management skills to interact with staff, colleagues, clients, cross-functional teams and third parties – a team player!

Location: Remote

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