Director of Sales Productivity and Enablement

  • CB Insights
  • New York, NY, United States
  • Mar 25, 2022
Full time Business Development Sales

Job Description

Supercharge our world-class business development team.

Simply stated, the right Director of Sales Productivity and Enablement is the single highest-leverage hire we can make today within our business development organization.

Via our world class research which has been cited by the press over 3,000 times in 2017 coupled with our newsletter of over 300,000 subscribers, CB Insights generates over 25,000 inbound leads per month! Not to be outdone by inbound leads, we also have an extremely successful outbound SDR team that is obtaining well over 100% of quota.

As a result of all this success, CB Insights has more than doubled year-over-year revenue every year since 2013, with no plans on slowing down anytime soon.

So, what’s the “problem”?

There isn’t a problem, so much as there’s an opportunity. CB Insights has created a very lead-rich environment.  With an uptick in conversion through the various stages of our sales funnel, we could increase revenue by hundreds of thousands.

In brief, the CB Insights Director of Sales Productivity and Enablement will create and oversee all content (emails, call scripts, decks), cadences, onboarding, training and certification programs to support our business development teams. From sourcing to closing to retaining business, this person will partner with Marketing, Sales, Customer Success and Sales Operations in any capacity necessary to get the job done. While this is a leadership position, with the ability to grow a team as needed to achieve all goals, the right person is not afraid to roll up his or her sleeves and execute. Also, a command of the 4H’s is critical.

Key Responsibilities:

  • Study current sales and customer success cadences, processes, talk tracks and copy; you will spend the first month listening
  • Provide specific opportunities for improvement to all of the above based on findings
  • Develop and design comprehensive onboarding, training and certification programs
  • Conduct training, certification and recertification classes
  • Create relevant enablement materials in cooperation with marketing, product, customer success and outside vendors - including playbooks, videos, decks, fact sheets, etc.
  • Measure success of programs, iterating as needed
  • Hire as needed to scale sales enablement and training efforts

Required Experience and Qualifications:

  • 8+ years in a sales enablement/sales training role, preferably at a SaaS company
  • Hands-on experience in building and delivering original curriculum and training materials
  • Experience collaborating with a sales team and other key internal partners
  • Track record of success changing and influencing behaviors
  • Self-starter teammate who is not afraid to get his or her hands dirty in execution
  • On site enablement/sales training role

Perks and Benefits:

  • Subsidized health, dental, and vision insurance
  • 401k with up to 4% match
  • $1,000 continuing education stipend
  • Daily lunch stipend

Equal Opportunity Employer:  CB Insights is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.