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MANN+HUMMELRevenue Enablement Specialist
Revenue Enablement Specialist at MANN+HUMMEL in hybrid role. Empowering sales organization with training tools and support to excel in the competitive market.
About the role
- Design and maintain post-sales territory and account coverage models balancing revenue, opportunity potential, and capacity.
- Lead global account segmentation by ARR band, growth potential, industry vertical, and health score.
- Partner with Regional GMs and Account Management leadership to ensure territories reflect strategic industry priorities.
- Identify untapped opportunities and partner with Sales and CS leadership to operationalise playbooks to capture them.
- Model account potential and surface whitespace opportunities within existing accounts.
- Establish standard account planning frameworks—capturing current footprint, whitespace, key stakeholders, expansion opportunities, and risk signals.
- Build visibility into global account hierarchies, consolidations, and parent/child entity relationships in Salesforce.
- Partner with Enablement to train CSMs and AMs on best-practice account planning and execution.
- Lead analysis of churn causes and renewal risk drivers; collaborate with CS on proactive mitigation programs.
- Track renewal pipeline health and coverage, ensuring accurate forecast calls and process consistency globally.
- Build reporting on renewal velocity, slippage, and recovery performance.
- Develop frameworks for cross-sell and upsell motions with Product Marketing and Sales; define signals, triggers, and campaign integrations.
- Partner with Enablement and CS to launch and measure industry-specific growth initiatives (e.g., vertical playbooks or product adoption campaigns).
- Monitor expansion pipeline creation, velocity, and conversion rates to target.
- Define the post-sales operating cadence (renewal forecasting, expansion pipeline reviews, account planning cycles).
- Own tooling optimisation and post sales adoption across global CS, AM, and Sales teams in the existing tech stack including Gainsight, Salesforce, Gong, and Clari—driving integration, data quality and automation.
- Work closely with Enablement to embed data-driven insights into training, onboarding, and playbooks.
- Partner with Product Marketing on industry segmentation, customer stories, and adoption analytics.
- Collaborate with Finance on renewal and expansion forecasting accuracy and ARR reconciliation.
Requirements
- 5–8+ years in Revenue Operations, Customer Success Operations, or Sales Strategy within a B2B SaaS organisation.
- Experience owning territory design, segmentation, and coverage models for post-sales or account management teams.
- Proven success improving retention, expansion, and whitespace penetration through data-led programs.
- Hands-on expertise with Salesforce, Gainsight, Clari, Gong, and BI platforms such as Tableau, Power BI, or Looker.
- Strong analytical, systems, and storytelling skills; able to influence GTM leaders and executives with insights.
Benefits
- Equity with high growth potential, and a competitive salary
- Flexible working arrangements, we encourage you to create the best work blend while working from your home and the local SafetyCulture office;
- Access to professional and personal training and development opportunities; Hackathons, Workshops, Lunch & Learns;
- We encourage involvement in the community, open source work, attending talks and events, and experimenting with new technologies.
- In-house Culinary Crew serving up daily breakfast, lunch and snacks
- Wellbeing initiatives such as subsidised fitness programs, EAP services and generous parental leave policy
- Quarterly celebrations and team events, including the annual Shiplt! global offsite
- Table tennis, board games, gym sessions, book club, and pet-friendly offices.
Job title
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