Senior Commercial Enablement Manager

4 weeks ago

London, United Kingdom Vortexa Full time

The Role:

As the Senior Commercial Enablement Manager at Vortexa, you will help ensure the success of our commercial functions by making sure you have a relentless focus on creating and managing impactful enablement of knowledge, best practices, tools, resources as well as processes that they need to succeed in their roles.

You will have the direct opportunity to lead and shape our enablement strategy, impacting a diverse range of internal stakeholders and departments.

This is an exciting opportunity to design and implement your vision for the future of enablement for commercial functions within a SaaS business, working in close collaboration with Product Marketing, Revenue Operations, and Sales Management to identify areas for improvement.

Detailed role & responsibilities:

  • Sales Enablement & Training: Develop and execute a comprehensive sales enablement program. This includes creating sales collateral, training materials, and hands-on coaching sessions to improve sales team performance and efficiency.
  • Provide effective onboarding and training programs for new and existing sales reps
  • Create and coordinate educational content for ongoing training
  • Sales Process Optimization: Analyse and optimise sales processes to ensure they are efficient and scalable. Implement best practices in sales operations to streamline workflows and reduce friction in the sales cycle.
  • Performance Analytics: Utilise CRM and sales analytics tools to track sales performance, identify areas for improvement, and make data-driven decisions to enhance sales effectiveness.
  • Technology Management: Oversee the selection, implementation, and management of sales enablement and operations technologies via CRM, sales engagement platforms, and data analytics tools.
  • Cross-functional Collaboration: Work closely with marketing, product, and customer success teams to ensure alignment across the revenue-generating functions of the business. 
  • Commercial Strategy Execution: Support the execution of commercial strategies, ensuring that sales objectives align with the overall business strategy. Participate in the development of go-to-market plans..
  • Change Management: Lead change management initiatives related to enablement and sales operations. Ensure smooth adoption of new processes and technologies by the sales team.
  • Work with sales leadership to develop, execute, optimise and assess enablement program
  • Determine sales enablement priorities with key commercial stakeholders
  • Communicate enablement strategy and KPIs to stakeholders
  • Build a trusted relationship with sales reps, pre-sales and customer success.
  • Serve as a liaison between sales, marketing and product teams
  • Facilitate content creation and use with sales and marketing teams
  • Gather and relay feedback to continuously iterate on the enablement strategy
  • Use performance data to identify knowledge or skill gaps across the sales team
  • Maintain sales enablement software to ensure it is easily accessible, providing the capabilities sellers need.
  • Gather, develop, and analyse information from multiple teams and develop efficient processes and reports to support the business and ensure effectiveness and adherence of the enablement program.
  • Responsible for the effective measurement, on-going cadence, support and optimisation of all commercial enablement programs.
  • Provides strategic and tactical support to sales management and the senior management team on sales execution.
  • Oversee sales operations function to ensure timely and accurate collection, analysis, formatting, management, and dissemination of sales data as it relates to the enablement program.
  • Collaborate with relevant teams to identify and implement process improvements.
  • Collaborate with the product marketing team to ensure timely updates and availability of sales collateral for training
  • Develop and regularly deliver effective sales training sessions.
  • Demonstrate proficiency in MEDDICC principles or other sales frameworks such as Challenger, SPIN, Sandler, SCOTSMAN, Force Management or VBSM
  • Management and Implementation of Sales tools 
  • Assist with Salesforce management alongside Salesforce Leaders 
  • Implementation of new Sales tools where necessary 
  • Demonstrable skills in cross-functional collaboration is key.

Requirements

  • Strong track record and ability to design, build, and execute commercial enablement programs and playbooks spanning multiple regions, teams, and departments.
  • Demonstrable experience working with various B2B software tools such as: Salesforce, Marketo, Gong, JIRA, ASANA, Salesloft, Lusha, Tableau, Vitally, Zapier, and Infinigrow. 
  • Experience working with Sales Frameworks and Playbooks such as MEDDICC or other.
  • Performance Analytics: Utilise CRM and sales analytics tools to track sales performance including end-to-end sales engagements from Discovery to Demos, Trials and negotiation to identify areas for improvement, and make data-driven decisions to enhance sales effectiveness.
  • Cross-functional Collaboration: Work closely with marketing, product, product specialists (Pre-Sales), revenue operations, and customer success teams to ensure alignment across the revenue-generating functions of the business. Facilitate communication and collaboration to achieve common goals.
  • Own onboarding for all commercial team members (new and existing) - ensuring team members are set up for success.
  • Exceptional project and program management skills ensuring initiatives are translated and executed in a timely manner with predictable results.

Benefits

  • A vibrant, diverse company pushing ourselves and the technology to deliver beyond the cutting edge
  • A team of motivated characters and top minds striving to be the best at what we do at all times
  • Constantly learning and exploring new tools and technologies
  • Acting as company owners (all Vortexa staff have equity options)– in a business-savvy and responsible way
  • Motivated by being collaborative, working and achieving together
  • A flexible working policy- accommodating both remote & home working, with regular staff events
  • Private Health Insurance offered via Vitality to help you look after your physical health
  • Global Volunteering Policy to help you ‘do good’ and feel better

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