Senior Director of Sales Enablement

Drive Sales Excellence

The role of Director of Enablement for APJ offers a unique opportunity to drive sales excellence across one of the company's fastest-growing regions. As a strategic leader, you will combine your sales expertise with enablement best practices to accelerate team performance, reduce ramp time, and contribute to the mission of stopping breaches across the Asia-Pacific and Japan markets.

Fostering a culture of learning and growth is key to this role. While driving regional consistency in execution, the successful candidate will lean on their own sales experience to deliver coaching, mentoring, and enablement that develops team capabilities and drives productivity through best use of sales tools, skills, techniques, and methodologies.

• Provide coaching and mentoring that incorporates sales strategy, process, and proven sales methodology.
• Build and implement annual and quarter-by-quarter enablement strategies by working with key stakeholders, assessing needs, and leveraging quantitative and qualitative data.
• Make data-driven decisions to determine learning gaps and develop/deliver coaching plans to improve productivity.
• Align with leadership on strategy and focus areas and achieve buy-in around execution.
• Work with sellers and provide feedback to strengthen techniques and identify possible areas of improvement through coaching sessions, training, deal reviews, etc.
• Organize, coach/prepare, and evaluate for sales readiness assessments.
• Facilitate one-to-one and group coaching either virtually or in person to drive continual learning and up-skilling sales techniques.
• Ensure consistency of methodology and identify opportunities for improvements in existing training content.
• Collaborate, align, and work with leaders to build processes that reinforce key learnings.
• Continuous feedback, reporting, and ongoing communication of enablement strategy and programs to sales managers.
• Work closely with managers to help identify and nurture emerging leadership talent; using as a feedback loop to content or training gaps to be added to curriculum or programs.

Lead Enablement Programs:

Drive continuous improvement in sales productivity and ramp time. Collaborate with the broader enablement and cross-functional teams to develop/conduct employee training using a variety of instructional techniques and delivery methods. This includes facilitation of application-based learning.

• Build credibility and act as an experienced sales coach to mentor sales representatives and leaders on the mechanics of the sales process, sales methodology, and qualification frameworks (MEDDPICC).
• Transform sales mindsets and skill sets through a combination of onboarding, ever-boarding, and other enablement programs.
• Provide feedback to the curriculum design team to ensure content is up-to-date and relevant.
• Support build and monitoring of sales certification processes.
• Assist in content creation and drive consumption/utilization of training.
• Build repeatable programs to improve yield and actively monitor results.
• Create and develop necessary supporting assets and processes to increase sales productivity and standardize the sales motion.

• Degree: Bachelor's or Master's degree or equivalent experience.
• Communication & Facilitation Skills: Exceptional and engaging interpersonal communication style that transverses the virtual world; Experienced in communicating with business and technical personas.
• Sales Experience: 5+ years experience in SaaS sales or sales leadership–preferably in complex selling environments.
• Sales Methodology & Certifications: Recognized capabilities, certifications, and qualifications in leading sales methodologies, coaching frameworks, and MEDDPICC.
• Influencer & Change Agent: A high-energy individual with a sense of humor and ability to work with a wide range of personalities; Comfortable engaging with and communicating at all levels – must be able to conduct needs assessments with sales executive leadership and assess sales skills at an individual level and feedback to managers.
• Ability to align and influence others, establish direction, achieve consensus, and execute.
• A strategic, entrepreneurial, and outcome-oriented mindset.
• Personal drive: Effective time manager, capable of developing the strategy and executing on the tactics and supporting programs, while managing competing priorities. Superb organizational and project management skills.
• Travel: Willing and able to travel internationally, when necessary and safe, to facilitate various training programs.

Bonus Points:

• Familiarity with designing and implementing a Sales Methodology.
• Multi-lingual: English and other languages is a plus.
• SFDC/Clari Familiarity; Ability to define sales content to relevant sales stages & activities.
• Experience using cutting-edge enablement platforms with mobile learning, experiential learning, gamification, and robust tracking and reporting features.

• Remote-friendly and flexible work culture.
• Market leader in compensation and equity awards.
• Comprehensive physical and mental wellness programs.
• Competitive vacation and holidays for recharge.
• Paid parental and adoption leaves.
• Professional development opportunities for all employees regardless of level or role.
• Employee Networks, geographic neighborhood groups, and volunteer opportunities to build connections.
• Vibrant office culture with world-class amenities.
• Great Place to Work Certified across the globe.