Job Description The Head of Sales Enablement will be responsible for aligning and enabling global Gainsight employees on our mission of helping our clients deliver success to their customers, and sustainable growth for their companies. In this critical role, you will work directly with the Chief Revenue Officer and Chief Executive Officer, partnering closely with leaders across all functions to ensure that everyone in Gainsight understands our overall go-to-market messaging. You’ll work very closely with our global sales leadership team to enable our sellers to be the most effective sellers in the industry - increasing velocity, win rates and deal size. One of Gainsight’s values is Success For All, and therefore, the Director of Enablement will play a key role in the connection between employee success and customer success. What You'll Do Establish a dynamic global strategy that enables the revenue organization to drive a consistent narrative, value-driven commercial methodology, and efficient sales process. You’ll partner with regional enablement teams, creating opportunities for market-specific tailoring and success. Refine Gainsight’s commercial enablement program to educate all employees across the company on our high-level messaging and value proposition, so that everyone in the company is “playing from the same sheet of music,” and amplifying our message to the market. Iterate on GTM playbooks that help build confidence to scale our global field organizations. Develop playbooks that ultimately reduce seller effort (simplifying knowledge transfer, efficiently accessing key competitive intelligence, synthesizing requests of the sales team from cross-functional teams - e.g., product and marketing - for maximum impact). Manage sales productivity resources including references, job aids, and technology enablement Build out a repeatable process for partnership & feedback loops with Product Marketing & Revenue Marketing to evolve the way we sell, service, and support our customers. Develop a world-class commercial onboarding program that helps Gainsight onboard new sales employees globally, establishing and maintaining world-class ramp times. Create a required skill and competency framework, and associated ongoing learning program for the sales team to ensure each sales team member has the appropriate skills and attributes required to be successful in their respective roles Establish enablement as a strategic arm of our GTM strategy - Align enablement efforts with key KPIs and business outcomes and meticulously track ROI & impact like increasing rep productivity, quota attainment, and ramp times. Proactively identify challenges and obstacles in the sales process (aligned to how customers buy) and work with sales leadership to address them head on. Develop, install, monitor, and improve processes to support sales results (regular deal reviews, forecasting / pipeline cadence, etc.) Manage sales portal and learning management system Required skills What We're Looking For Minimum of 8 years of professional work experience with experience in sales enablement or product marketing Experience building and managing a growing team Experience producing within a quota carrying role and a keen understanding of the challenges faced by software sales professionals Experience planning, developing, and executing global sales kick-off events and quarterly / ongoing learning programs, including collaboration with senior executives Commanding executive presence; credible in front of a sales team and/or executive audience Strong ability to build internal networks and influence across functions Ability to understand business strategy and key purchasing criteria to create and deliver effective sales training Strong project management and organizational skills Exceptional presentation, communication and organizational skills Demonstrable experience in implementing processes, trainings and programs with a proven impact on the success of the Sales team Experience in a fast-growing SaaS company preferred
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