Head of Sales Enablement

Are you interested in working with the World’s leading AI-powered Quality Engineering Company? Ready to advance your career, team up with global thought leaders across industries and make a difference every day?

Join us at Qualitest! We are looking for a Head of Sales Enablement to join our growing team in United States!

Note : This is a remote position in USA or Canada. Currently Global but focus is more on US and then looking to replicate best practices in other countries in future.

Overview :

Having more than tripled in size in less than 5 years, Qualitest is now at a stage where we need to recruit our first dedicated Sales Enablement leader.

We are looking for an experienced, collaborative, and empathetic Sales Enablement / Sales Training expert to help take our customer-facing growth and retention teams to the next level in a structured, organized, and holistic manner.

You will need to balance the genuine desire to help our sales professionals improve their sales, solutions, and tools / process knowledge and skills with the need to hold them accountable with sales certification, individualized development plans, and performance measurement methods.

This position will be responsible for five key areas :

• Collaboratively develop, maintain, and own Guided Learning Paths by Sales role (i.e. New Logo Sales, Account Managers, Solution Architects, etc.).
• Curriculum development & ownership of all sales / sales-related training curriculum including content development / collation, review / approval, delivery / publication, maintenance / currency, and IP adherence (if applicable).
• Training logistics & vendor management.
• Sales certification, individualized sales training / development plans, performance measurement, usage tracking (resources, courses, systems, etc.

learner experience.

Input to sales strategy and tactics via feedback collected from front-line sales members on what they need, customer objections, competitor trends, process friction, etc.

This role will focus on the US-facing teams (our largest market) but it is expected that output and deliverables can be easily leveraged by our international sales teams.

Over time, this role may evolve to be more global in nature. Key stakeholders and internal customers this role will work with include our Partnerships VP (who oversees partner enablement), Chief Sales & Marketing Officer (who manages our new logo sales team), Industry Sector Leaders (who manage our existing customers via account managers on their teams), Regional CTOs, HR, Heads of Sales Collateral, Analyst Relations, etc.

Key Skills :

• Able to collaboratively design what a company needs for sales enablement / training in the form of a framework and populate those requirements by working cross-functionally with internal and external experts who can develop content required to fulfill that framework.
• Works with subject matter experts, sales leaders, and training vendors to optimize, review, and approve sales enablement content, delivery, and assessments on a continual basis.
• Has the street cred to coach and mentor more junior sales reps, be viewed as a peer by experienced / mid-career sales executives, and able to convince senior sales leaders on enablement best practices, training program recommendations, and vendor selection.
• Organized, structured, and proactive, the right candidate is an energetic presenter who is a lifetime learner and loves to internalize knowledge so they can train others when needed.
• Able to observe, sense, and understand the strengths, developmental needs, or capability gaps of sales professionals, and propose / implement training programs to address each.
• Meticulous execution skills when it comes to planning and managing training events.

Experience :

• Immediately prior or very recent role as a Sales Enablement / Sales Training lead within an upper mid-market or larger technology services firm selling to large US enterprises ($1B+ annual turnover) or at a Sales Training service provider, delivering sales enablement programs / courses for clients who sell technology services to large enterprises.
• Delivered many training programs for Field Sales, Inside Sales, Account Managers (CSMs) and / or Solution Architects / Sales Engineers with in-house and vendor resources.
• Prior experience as a successful, quota-carrying sales professional required ideally both as an individual quota’d sales rep and a people manager of quota-carrying reps.
• Experience working at a global / digital systems integrator, software QA / QE (Quality Engineering) services firm, or similar professional services company selling to or servicing North American customers.
• Prefer candidates who can engage, understand, and ideally develop industry-tailored sales enablement across a number of sectors like Banking, Financial Services, Insurance, Manufacturing, Logistics, Energy, Utilities, Retail, Consumer Goods, Entertainment, Media, Tech, and Healthcare.
• Have evaluated, negotiated with, and procured services from Sales Training / Enablement vendors.
• A strong proponent and practitioner of at least one leading sales methodology and is able to evolve / leverage internal processes, sales motions, CRM systems and other selling tools to reinforce sales methodology training and policies.
• Have significant hands-on experience with Salesforce CRM either as a quota’d sales professional and / or sales enablement / training manager.
• Experienced in delivering live in-person and virtual sales training, with proficiency in video recording / publishing and professional-grade presentation development.
• 12-24+ years of relevant experience.

Education requirement :

• Bachelors Degree from a leading university or liberal arts college.
20 days ago