Senior GTM Enablement Manager

The Role

Outreach is a leader in sales engagement software and one of the fastest-growing technology companies in the country. In order to sustain our success, we must continue to set up our internal teams for excellence. The Senior GTM Enablement Manager is responsible for equipping our GTM teams with the knowledge and resources they need to be efficient and effective. This role will own content creation, enablement tactics, training and productivity systems for our sales and customer success teams. They will partner closely with our senior leaders and their enablement partners. Our go-to-market teams are growing dramatically and this role has a direct impact on our ability to deliver value to our prospects.

Location: This position is hybrid in Seattle or Atlanta.

Your Daily Adventures Will Include

• Onboarding: Ensuring new reps deliver value as quickly as possible. Examples: Refining and managing segment-specific onboarding curricula.
• Skill Training & Coaching: Enabling reps to consistently articulate our value to customers. Examples: Reinforcing our sales methodology and supporting a manager-led coaching program, as well as driving programmatic efforts to improve our story-telling capabilities.
• Product Enablement: Equip reps to understand and position the value and capabilities of new product releases and how they connect to the buyer journey. Examples: Collaborating with the Go-to-Market team to create online and offline training and enablement content. This role will have a direct product level partnership and will need to effectively represent their GTM enablement partners.
• Competitive Enablement: Work with Product Marketing to enable reps to consistently articulate our differentiators against top competitors. Examples: Refining battle cards and other competitive job aids. Creating a rhythm for competitive enablement and feedback.
• Outreach Excellence: Ensure reps are demonstrating excellence with how they present, demo and use Outreach. Examples: Creating and managing Outreach content for Outreach reps, and promoting/monitoring internal best practices for various roles.
• Tool Training & Adoption: Getting the most possible ROI out of our rep-facing tool stack, by managing the adoption and optimal usage of enablement and productivity tools. Examples: learning management system, sales asset management, call analytics platform, sales intelligence platforms.
• Sales Motion Excellence: Ensure that sales teams have the content and tools to support conversations throughout the sales process. Examples: Drive the rollout of a refined sales stage process and the related pipeline management and forecasting approach.
• Internal Communications: Provide timely and easy access to all information reps need to do their jobs. Examples: Managing content management platform and creating/maintaining content on processes/motions/priorities.
• Continuous Improvement: Promote a culture of data-driven continuous improvement and recognition. Examples: Monitor enablement completion/usage data and sales production data to recognize top performers and to identify learning/performance gaps (and align with sales + success leadership to address those gaps).

Our Vision of You

• Bachelor’s degree in psychology, marketing, business, education or equivalent experience
• 3+ years developing learning programs for sales/revenue teams
• 3+ years of experience working in a SaaS organization
• Prior experience with different LMS platforms
• Familiarity with change management approaches (e.g. the ADKAR model)
• Ability to analyze outcomes and utilize data insights to drive decision-making
• Experience working in rapidly changing and dynamic environments
• Exceptional communication skills and successful history of cross-functional collaboration

Nice to Have’s

• Involvement in sales enablement groups (e.g. Sales Enablement Society)
• Prior experience in an enablement role supporting sales teams
• A passion for the learner experience and an understanding on how to apply best practices in building content for adult learning
• Ability to balance a focus on measurable outcomes with empathy for people, customers, and the business
• Understanding of different sales methodologies (e.g. Challenger Sale, Command of the Message)
• Experience using Outreach
• These names mean something to you: Kirkpatrick, Gagne, Bloom
• Experience designing battle cards