Director, Sales Enablement

About SecurityScorecard:

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint.

Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital.

Position Overview:

The Director of Sales Enablement is responsible for the design & development of enablement assets, training, and initiatives to increase sales, customer success, and business development productivity and performance. A heavy focus will be required around quantitative and qualitative analysis to identify actionable insights, measure progress, and impact around created and needed training and enablement.

The Director of Sales Enablement will report directly into the VP of Learning, Development, & Enablement to help build and maintain all resources that equip the global sales, customer success, and business development teams to engage prospects and customers. This role will also partner with the Revenue Operations, Product Marketing, and Sales on needed initiatives.

Key Responsibilities:

We are looking for someone who wants to play an impactful role within our company and can keep up with the pace of a successful, growing, global organization.

Key Responsibilities:

• Cultivate strong and mutually respectful relationships across the organization.
• Collaborate and coordinate with various BUs to improve sales readiness & enablement and contextualize product information to enable effective sales execution.
• Partner with Sales, BDR, and Customer Success key stakeholders to solve complex problems and identify productivity improvement opportunities.
• Align SecurityScorecard’s sales process with changing customer buying processes to enhance the skills, knowledge and tools required to increase pipeline, opportunity velocity and conversion.
• Perform high-quality quantitative and qualitative analytics to identify and define best practices and create efficiencies that scale across the business.
• Analyze leading and lagging indicators in sales to identify gaps and opportunities to improve retention, upsell and new business generation.
• Create content, maintain an internal learning site for existing sellers and new hires to find concise & practical information.
• Design and facilitate training programs to support sellers’ needs and improve performance.
• Create use case “win stories” to highlight how customers utilize & benefit from our platform.

Interpersonal Characteristics:

• Bias for Action: Have an innate ability to quickly understand problems, decipher well thought out solutions and get buy-in to lead your team by example in execution.
• Curious: Interested in understanding complex problems to identify underlying drivers and create impactful, innovative initiatives.
• Growth Mindset: A growth mindset and strong passion about learning and development
• Adaptable: Willing to learn, try new ideas, and iterate based on impact.
• Ability to adapt quickly to evolving needs of a high growth sales team.
• You excel in a fast-paced environment, embrace operational rigor, are resilient, and are comfortable with ambiguity.
• Data Driven: Focused mindset with a passion for backing up hypotheses and arguments with data and analysis.
• Strong Communicator: A strong communicator in written and verbal with a natural ability to contextualize information.
• Effective Collaborator: Thrive in diverse and inclusive teams and collaborate effectively across the organization.

Qualifications

Minimum Qualifications:

• 3+ years’ experience in sales and/or sales enablement and operations roles, including 2+ years in a leadership capacity.
• Demonstrated sales coaching and sales enablement skills and experience.
• A history of building successful enablement programs and curriculums.
• Both quantitative and qualitative problem-solving experience, including turning quantitative analysis into actionable recommendations and business strategies.
• Experience developing strong relationships with Revenue leadership and supporting BUs to become a trusted advisor and business partner to all.

Additional Qualifications:

• Prior experience with Salesforce CRM is a plus.
• Relevant cybersecurity industry experience/knowledge a plus.

Benefits:

Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!

The estimated salary range for this position is $190,000-220,000 overall. Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits.

SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law.

We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact [email protected].

Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law.

SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position.