Expedient is in search of a dynamic and seasoned Director of Sales Enablement to join our team in our Indianapolis, Indiana market. You will play a pivotal role in developing and executing strategies to enhance the productivity, knowledge, and effectiveness of our sales teams. In this hands-on role you will collaborate with our revenue leadership team to establish a standard, repeatable sales methodology that yields quantifiable results that assist Expedient Account Executives and Client Advisors drive more revenue. As an individual contributor, you will be instrumental in ensuring that our sales teams are well-equipped for success.
Needed Skills & Experience
- 8+ years of experience with an in-depth understanding of the complexities of B2B sales in the IT Services industry
- Demonstrated leadership in sales enablement with expertise in Sandler sales methodologies
- Exceptional sales coaching and mentoring abilities, with a proven track record of managing and leading successful enablement programs
- Experience in developing onboarding programs for sales teams that accelerate their ramp
- Proficiency in designing and implementing impactful training programs, playbooks, and certification paths, with a track record of successful implementation and optimization
- Skill in facilitating and moderating interactive and informative discussions
- Proficient in using third-party tools to create interactive and engaging training.
- Proficiency in Brainshark, Salesforce, and the ability to optimize the usage of MarTech tools, such as 6Sense (ABM platforms), Marketing Cloud (Pardot), Mediafly (Sales Enablement Platform), LinkedIn Sales Navigator and ZoomInfo in the sales process.
- Ability to act as a change agent to champion change and innovation, someone who embraces change as we are constantly evolving and improving how we sell.
- Effective collaboration with cross-functional teams, including Product and Marketing, to align sales strategies and build consensus across departments.
- Establish key performance indicators (KPIs) and metrics to measure the effectiveness of sales enablement initiatives and to make data-driven decisions.
- Up-to-date knowledge of industry trends and product developments.
- Proven experience applying learning strategies to sales kickoff events.
- Dedication to cultivating a culture of continuous learning and sales excellence.
- Utilization of AI-driven strategies to enhance sales productivity.
- Willingness to be hands-on, act as a player-coach and to travel when required.
- Bachelor’s degree in organizational development, business, or a related discipline is preferred.
Responsibilities:
- Facilitate detailed needs assessments in coordination with Revenue Leadership (Sales & Partner/Channel), Revenue Operations, and Marketing.
- Collaborate with internal stakeholders to design and deliver the full lifecycle of training, from new hire onboarding, sales methodologies, product releases, marketing technologies, continuing education trainings, to post-training ad hoc support.
- Evaluate, measure, analyze, and report training effectiveness data and performance metrics (KPIs) for purposes of continuous improvement to curriculum.
- Design and execute trainings in diverse formats to support different learning styles such as in-person hands-on product workshops, virtual presentations, self-service recorded videos, guided role-plays.
- Establish certification programs and key performance indicators (KPIs) for sales representatives and external partners using the existing LMS platform (Brainshark).
- Collaborate closely with Product and Marketing teams to drive internal alignment on messaging.
- Build strong relationships with Revenue Leadership and other key stakeholders to act as a trusted advisor on all matters related to sales training and performance enhancement.
- Create and maintain sales playbooks and strategies for handling objections.
- Provide proactive, ongoing sales coaching and mentorship based on competency mapping.
- Foster a culture of continuous learning and sales excellence.
- Manage and administer the LMS platform.
- Collaborate with third-party providers and internal subject-matter-experts to maximize the value of the MarTech tools.
WORKING FOR EXPEDIENT
We prioritize ongoing education and continuous innovation to remain at the forefront of the information technology landscape. Our commitment to learning is reflected in our comprehensive employee training and tuition reimbursement programs, which are driven by our employees and funded by Expedient 100%.
For our full-time employees we offer an exceptional benefits package including three weeks of paid time off annually that increases with tenure plus your birthday off and a health holiday to be used for preventive care.
We offer parental leave, top-tier medical, dental, and vision, disability and life insurance, at an affordable rate, wellness engagement opportunities, and a 401(k) with a generous match.
We also recognize the importance of a comfortable and convenient work environment. We offer a hybrid work model for many roles, paid parking and other perks.Expedient is an equal opportunity employer. Qualified applicants will receive fair and equitable consideration for employment without regard to their race, color, religion, national origin, gender, protected veteran status, disability, or any other characteristic protected by law.
