Sales Operations Specialist optimizing trade marketing for BAT's FMCG operations. Ensuring data integrity, supporting the field force and providing operational activity coordination.
About the role
- Sales Enablement Manager to design, implement, and scale programs for enterprise SaaS sales teams. Focus on driving predictable revenue growth and aligning enablement with product marketing and sales.
Responsibilities
- Develop and execute a comprehensive enablement roadmap that aligns with go-to-market goals, product launches, and quarterly revenue objectives.
- Partner with Marketing and Sales Leadership to identify skill gaps and deliver targeted enablement initiatives for new and tenured reps including account executives, business development directors, BDRs, and customer service/success teams.
- Own the onboarding program for new sales hires, ensuring full productivity ramp within 90 days.
- Maintain and continuously improve sales playbooks, messaging frameworks, and objection-handling guides.
- Create a formal training and coaching program that includes:
- Deliver regular training on the Casepoint sales methodology, product positioning, and buyer personas.
- Create certification programs for product knowledge, discovery skills, proposal development, and RFP responses.
- Conduct coaching sessions with AEs, AMs, and BDRs on opportunity identification, SQL management, and storytelling.
- Reinforce new learning that comes from product launches or product updates
- Synthesize insights from sales, customer success, and customers to inform sales strategy and marketing approach
- Monitor market trends, regulatory changes, and emerging opportunities in legal technology and adjacent markets
- Develop deep expertise in customer personas, buying journeys, and decision criteria across corporate legal, law firms, and government segments
- Partner with RevOps to optimize CRM workflows (Salesforce), pipeline visibility, and reporting.
- Track enablement effectiveness through KPIs such as time-to-first-deal, win rate, average deal size, and ramp time.
- Use data-driven insights to improve onboarding, messaging adoption, and process adherence.
- Leverage existing sales enablement systems and ensure up-to-date materials for all product lines and buyer segments.
- Collaborate with Product Marketing to align messaging, case studies, and assets with buyer stages.
- Work with our proposal, security, and compliance teams to streamline documentation processes for RFP/RFI responses.
Requirements
- 5+ years of experience in sales enablement, product enablement, and sales training within an enterprise SaaS environment.
- 2+ years of sales experience and supporting sales teams selling to government agencies (federal, state, local) and corporate enterprise buyers.
- Strong teaching capability and demonstrated enthusiasm for upleveling coworkers.
- Proven success building and scaling sales onboarding and continuous learning programs.
- Excellent communication, facilitation, and project management skills.
- Proficiency in Salesforce CRM, Salesloft, etc.
- Proven track record selling/enabling complex, technical products to sophisticated enterprise buyers in competitive markets
- Strong collaboration skills with demonstrated success partnering with product management, sales, and marketing teams
- Exceptional storytelling ability—can translate technical capabilities into business value and craft compelling narratives
- Hands-on, execution-oriented mindset—not afraid to roll up sleeves and do the work yourself
- Track record of successfully launching products and driving measurable business results
- Strong analytical skills with ability to synthesize market data, customer insights, and competitive intelligence
- Excellent written and verbal communication skills, comfortable presenting to executives and large audiences
- Self-starter who thrives in fast-paced environments and can manage multiple priorities
- Bachelor’s degree in Business, Communications, or related field (Master’s a plus)
Benefits
- Health insurance
- 401(k) matching
- Paid time off
- Flexible work arrangements
- Professional development opportunities
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