Head of Sales Enablement
Kin + Carta Americas is looking for a passionate people leader to run the Kin + Carta Americas Sales Enablement function.
The Head of Sales Enablement will lead the strategic, ongoing process of equipping sales teams with the knowledge, skills and disciplines they need to effectively engage buyers to meet or exceed growth goals. The Head of Sales Enablement will prioritize and align people, processes, and tools to increase sales productivity by providing integrated content, training, strategies, playbooks and coaching services for salespeople and front-line sales managers.
Responsibilities
Leadership
- Lead the creation, deployment and continuous improvement of appropriate training, content, ceremonies, and pursuit practices and tools to support the sales force.
- Support frontline sales managers and sales leadership in effective sales management and sales coaching.
- Regularly spend time in the field with sales managers and sales reps to understand the “field reality” and build sales enablement deliverables to meet their needs.
- Partner with product managers and marketing to keep customer facing roles informed of product updates, competitive changes, positioning, etc.
- Build, monitor, and report success of the sales enablement program through sales effectiveness metrics and training adoption metrics; utilize data to identify and recommend areas of improvements.
- Support sales training, content and playbook integration efforts for Kin + Carta acquisitions.
- Participate in the selection and implementation/deployment of technologies to be used to increase sales efficiency and effectiveness.
Sales Training
- Responsible for all aspects of sales training curriculum, including content development and deployment, scheduling and coordinating outside instructor-led sales training, accreditation/certification processes, product training and skills assessments.
- Enable sellers to get the training they need and measure how effectively that training delivers bottom line results.
- Support product/offering launches by preparing and enabling the sales force to understand and sell our solutions.
- Lead and optimize sales onboarding to improve sales efficiency and reduce ramp time.
Content Development & Curation
- Lead the consistent development of sales collateral and curate the content for accessibility, discoverability, relevance and currency.
- Connect sellers to the most relevant content throughout the buyer’s journey.
- Provide flexible ways to access and present content to customers.
- Deliver analytics and visibility into customer engagement to optimize content for impact.
Playbook and Process Development
- Map our sales process with our customer’s buying process to understand and enhance the knowledge, skills, disciplines, content and tools required by our sales force to increase pipeline velocity.
- Develop and continuously optimize sales playbooks to incorporate sales methodology, process, best practices, tools, and play and sequence design.
- Develop and optimize the proposal development process to include managing contract reviews, pricing, non-standard deal evaluation, and approval processes.
We want all new hires to succeed in their roles at Kin + Carta. That's why we've outlined the job requirements below. To be considered for this role, it's important that you meet all Minimum Qualifications. If you do not meet all of the Preferred Qualifications, we still encourage you to apply.
Minimum Qualifications
- 3+ years of experience in sales enablement, sales training or related field
- Experience developing and curating sales content
- Knowledge of sales training best practices
- Bachelor’s Degree (Business, Marketing, Finance or Communications Preferred)
Preferred Qualifications
- 6+ years of experience in sales enablement, sales training or related field
- 3+ years of B2B enterprise sales or marketing experience
- Knowledge of modern B2B sales methodologies and buyer’s journey alignment
- Knowledge of sales management best practices, including sales coaching
- Superior strategic thinking and decision-making skills
- Adept at project management, setting and driving strategic initiatives
- Outstanding verbal, written, and presentation skills for executive audiences
Kin + Carta exists to make the world work better by delivering transformative digital growth for our clients. As a digital transformation firm, we apply creativity, data, and technology to help clients invent, market, and operate new digital products and services that turn prospects into customers, and customers into advocates. Kin + Carta seamlessly integrates the strategic consulting, software engineering, and marketing technology needed to help businesses 'Make It Happen'.
Consultants at Kin + Carta have the opportunity to: engage with the most cutting-edge emerging technologies, solve difficult problems for some of the world’s biggest companies, and work within a breadth of industries.
Kin + Carta is headquartered in Chicago and London with offices across four continents. Our culture and shared ways of working unite us globally, but it’s our diverse specialisms, our connections, and our courage that makes our firm a recognized best place to work.
We welcome our Kin to show up as their full selves every day. Because this is so important to us, Kin + Carta is proud to be an equal opportunity employer. If you need accommodations at any point in the application or interview process, please let us know.