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Cobalt · 3 weeks ago

Sr. Program Manager, Revenue Enablement

United States

Full-time

Remote

Senior Level

$112K/yr - $169K/yr

5+ years exp

Cobalt is a pioneer in Pentest as a Service (PTaaS), focusing on modernizing penetration testing through a collaborative SaaS platform. The Sr. Program Manager, Revenue Enablement will drive sales efficiency by owning onboarding processes and ensuring the adoption of Solution Selling methodologies across the Revenue team.

Cloud SecurityEnterprise ApplicationsPenetration TestingSaaSSecurity

Responsibilities

Champion Solution Selling: You will own and reinforce Solution Selling across the Cobalt Revenue organization and drive adoptions across Cobalt as a whole. You will partner with Product Marketing, Product, Customer Success, and Sales as well as other cross-functional teams to ensure that all training materials are aligned to this framework

Translate Technical Knowledge into Value-Based Stories: You will teach the revenue organization how to identify the salient problems and pain points for a prospect and build a compelling narrative and vision for the future solution with Cobalt

Own Revenue Onboarding & WorkRamp: You will refresh and manage the end-to-end onboarding journey within our LMS, WorkRamp. You will deploy coursework to new hires, monitor their progress daily, and act as the primary point of contact for all tooling and curriculum questions during their ramp period

Certify & Coach New Reps: You will work directly with new Sales Representatives to ensure mastery of the Cobalt Discovery Deck. You will certify that they can clearly articulate our key differentiators and leverage specific customer success stories effectively before they engage with live prospects

Gap Analysis & Strategic Intervention: You will meet regularly with Revenue Leadership to assess team performance and adoption of Solution Selling. You will use data and observation to determine if skill support or product knowledge support improvements are required and design specific interventions to address them

Measure Impact: You will track the impact of revenue enablement activities to identify what is working and what isn’t in the system as a whole. You will correlate enablement programs to shortened ramp time. increased Win Rates, and increased ACV

Product Training Collaboration: You will partner with Product Marketing to build and deliver high-impact product training as new features and products are brought to market. Your goal is to translate technical features into value-based sales conversations and ensure customer success can guide customers on usage

Knowledge Management: You will manage the central repository of selling and customer success resources on Confluence. You are responsible for ensuring this source of truth remains current, organized, and easily accessible to the field

Master the Competitive Landscape: You will partner with Product Marketing to arm the sales team with the tactical talk tracks and "landmines" needed to unseat legacy incumbents and boutique firms. You’ll ensure every rep knows exactly where Cobalt wins and how to pivot when a competitor tries to commoditize the pentest

Analytical Problem Solver: You don’t wait for a training request to land on your desk. You’re the type of person who looks at the sales funnel, spots where deals are stalling, and builds a targeted workshop or tool to fix it. You understand that your success isn't measured by how many people attended a Google Meet, but by how much more effective the team is in the field

Qualification

Solution SellingCybersecurity experienceLMS ProficiencyContent ManagementGap AnalysisAnalytical Problem SolverResults OrientationTraining DeliveryTeam Collaboration