Director, GTM Enablement

BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cyber security SaaS portfolio.

Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself.

The Role

Responsible for leading the enablement team focused on creating, operationalizing, and driving programs that directly impact the effectiveness of onboarding, and continuing education across the global sales organization. Work with executive sales leadership to define, develop, and drive programs, define metrics and use business insights to empower the sales organization to execute effectively & continue exceeding revenue targets and deliver customer success.

What You’ll Do

• Lead the team to build effective sales enablement programs to support a world-class B2B sales organization including all GTM roles (SDR, AE, Renewals, Sales Management, and Sales Engineering)
• Align with Sales, Marketing, and Product leadership to identify sales productivity gaps & prioritize work on key initiatives across the global sales team such as sales pitch certification, ongoing enablement/learning, and sales playbooks.
• Align with the program manager for the new hire training and onboarding to ensure effective ongoing execution programs.
• Understand the customer journey and ensure enablement deliverables that align with the journey and BeyondTrust initiatives Assist/ help your program managers in the creation and implementation of content, onboarding, and continuous training/development for the sales team.
• Increase velocity, win rates, deal size, and the overall productivity of the sales teams.

What You’ll Bring

• Bachelor’s degree or equivalent experience
• 7+ years of experience leading sales enablement teams
• Multi-National/International experience
• 10+ years of experience working with enterprise B2B teams
• 5+ years of experience working with and enabling external partners
• Excellent communicator
• High level of visibility and transparency within the team
• Has proven success in building a sales enablement function and working cross functionally to do so.

Role Skills

1. Strategic Thinking – this person should know how to leverage data, identify sales program opportunities, and calculate expected return value to the business. This person needs to be able to determine the future of our sales enablement programs rationally and logically. They will also need to communicate that strategy and implement it successfully. This will include terminating unsuccessful programs that may have strong internal advocates.
2. Collaboration – this person will need to build and leverage relationships with individuals from all levels, from an eLearning individual contributor all the way to SVP.
3. Leadership – this person will need to motivate a diverse team and work with them to achieve project timelines. They will be expected to drive collaboration cross-functionally.

Short Term Expectations

• Analyze the state of sales enablement, including our program offerings, program lifecycle, and interactions with others.
• Work with the team to establish basic metrics and KPIs for the success of sales enablement in coordination with sales leadership.
• Develop a 12-month sales enablement roadmap in collaboration with stakeholders from across the business, including sales, channel, marketing, and quote to cash teams.
• Continue partnership with HR to facilitate the enablement teams’ development of the SDR Academy (onboarding) program, including extending this program to AEs.
• Facilitate cross-functional communication between sales and their supporting teams including product marketing, SE, and others.
• Facilitate understanding and support of the enablement role within the Education and Enablement team and the wider organization.

Long Term Expectations

• Coordinate programs with the wider education team including the Learning Experience Design (LXD) team to ensure all programs have clear objectives, clear success metrics, and the ability to measure these metrics.
• Work with the Education Operations team to integrate success metrics into a dashboard for visibility to leadership.
• Facilitate development and implementation of a multi-prong approach to collect field knowledge from sales managers and reps to ensure programs align with field needs.
• Collaborate in the development of long-term tech stack planning including CMS, LMS, and intelligence tools.

Nice To Have

• Master’s or MBA
• Knowledgeable in Force Management sales methodology
• Track record of measurably improving sales productivity and performance
• Experience using Highspot or other content management system (CMS)
• Experience using Intellum Exceed or other learning management systems (LMS)

Who You Are

• Self-motivated
• Relationship-focused
• Innovative
• Disruptive
• Pragmatic
• Collaborative

Better Together

Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.

We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.

About Us

BeyondTrust is the worldwide leader in intelligent identity and access security, enabling organizations to protect identities, stop threats, and deliver dynamic access. We are leading the charge in innovating identity-first security and are trusted by 20,000 customers, including 75 of the Fortune 100, plus a global ecosystem of partners.

Learn more at www.beyondtrust.com.