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Outreach · 10 hours ago

Senior GTM Enablement Manager

Atlanta, GA

Full-time

Hybrid

Mid, Senior Level

$95K/yr - $135K/yr

3+ years exp

Outreach is a leader in sales engagement software and one of the fastest-growing technology companies in the country. The Senior GTM Enablement Manager is responsible for equipping GTM teams with the knowledge and resources they need to be efficient and effective, focusing on content creation, enablement tactics, training, and productivity systems.

Artificial Intelligence (AI)CRMEnterprise SoftwareSaaSSalesSales Enablement

Responsibilities

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)

Qualification

Learning program developmentSaaS experienceData analysisLMS platformsChange managementSales methodologiesPassion for learner experienceExperience designing battle cardsExceptional communicationCross-functional collaboration

Required

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

Preferred

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

Benefits

Flexible time off

401k to help you save for the future

Generous medical, dental, and vision coverage for full-time employees and their dependents

A parental leave program that includes options for a paid night nurse, and a gradual return to work

Infertility/ assisted reproductive services benefit

Employee referral bonuses to encourage the addition of great new people to the team

Snacks and beverages in the Office, along with fun events to celebrate

Diversity and inclusion programs that promote employee resource groups like Outreach Women's Network, Latinx community, Outreach Black Connection, AAPI community, Pride/LGBTQIA+, Gender+, Disability Community, and Veterans/Military