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Cobalt · 1 day ago

Sr. Program Manager, Revenue Enablement

United States

Full-time

Remote

Mid, Senior Level

$112K/yr - $141K/yr

5+ years exp

Cobalt is the pioneer of Pentest as a Service (PTaaS), modernizing the traditional penetration testing model. They are seeking a Sr. Program Manager, Revenue Enablement to enhance sales efficiency by owning onboarding processes and aligning training materials with Solution Selling methodologies.

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, RevOps, 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 Onboarding: You will oversee the onboarding process in our LMS, WorkRamp, by managing coursework for new hires and monitoring their progress daily. Acting as the main contact for questions during their ramp period, you will collaborate with new BDRs, AEs, SAs, and CSMs to ensure they master the Cobalt position and can effectively communicate key differentiators and customer success stories before engaging with live prospects

BDR to Sales Rep Development: Partner with the Business Development Representative (BDR) team to coach and prepare internal promotions for the Account Executive (AE) role when those opportunities arise

Product Training Collaboration: Collaborate with Product Marketing to deliver product training, simplify feature value narratives, and support customer teams. Work with RevOps to optimize processes and integrate tools like CRM and LMS for better adoption and workflows. Equip the sales team with key strategies to compete effectively against established rivals and niche companies, ensuring representatives understand Cobalt's strengths and can adapt to competitive challenges in penetration testing

Gap Analysis & Strategic Intervention: You will hold regular meetings with Revenue Leadership to assess team performance and Solution Selling adoption. Using data and observations, you’ll identify needs for skill support or product knowledge and create targeted interventions. Additionally, you'll monitor revenue enablement activities to evaluate their effectiveness and connect programs to reduced ramp time, improved Win Rates, and increased ACV

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

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

Revenue EnablementSolution SellingCybersecurityLMS ProficiencyContent ManagementAnalytical Problem SolverResults OrientationGritInnovationQuality at Speed & Scale