Sales Enablement Manager

3 weeks ago

San Francisco, United States Abnormal Security Full time
Job DescriptionJob DescriptionAbout You

You have experience as a Sales Development Representative and/or Manager, and you want to bring that experience to help Abnormal optimize and accelerate the performance of our Sales Development organization.

You are passionate about pipeline generation and the foundational concepts and processes behind doing it well. You are not afraid to pick up the phone and call prospects, in fact just the opposite.

You are ready to bring all of your experiences, best practices, tips and tricks and in developing the next generation of great sales development representatives at Abnormal Security.

In this job, you will bring these skills
  • 2+ years of experience in Sales Development or a sales quota-carrying role
  • Experience with Value-based Sales Methodologies and/or qualification frameworks; e.g. MEDDIC, Force Management
  • Knowledge of business and technology-related challenges and solutions including email security and cybersecurity
  • Demonstrated ability to learn quickly and participate on projects with varied industry and business imperatives
  • Proven ability to build consensus and lead in a virtual/remote team environment
  • Exceptional business problem-solving aptitude combined with strong interpersonal skills
  • Outstanding oral and written presentation communication skills
  • Data-driven: constant optimization of activities and outputs

Preferred Qualifications:

  • Experience with local legislation pertaining to B2B messaging and delivery (ex., CAN-SPAM, GDPR, etc.)
  • Experience managing inbound, outbound, and hybrid SDR teams.
  • 1+ year in an enablement or coaching role
  • Experience in cybersecurity, or specifically email security, sales organization
  • Experience scaling teams globally at high-growth companies
Role Responsibilities
  • Own the SDR onboarding program, inclusive of curriculum development, live classroom sessions, and virtual training.
  • Develop and deliver focused enablement programs to our global SDR team to ensure world-class pipeline generation efforts across inbound follow-up and strategic outbound prospecting.
  • Partner with Enablement leadership to facilitate and lead monthly in-person bootcamp sessions to accelerate onboarding and continued development.
  • Provide 1:1 coaching to team members and contribute to team thought leadership by using your knowledge, consulting skills, experience, and analytical capabilities to help develop best practices and drive revenue growth.
  • Identify friction points within SDR workflows and resolve them with GTM operations.
  • Ensure messaging effectiveness by aligning with GTM leadership and Marketing campaign managers on sequence creation and performance.
  • Optimize and train the field on our relevant technology stack including, but not limited to, Outreach, SalesForce, Nooks, and more.
  • Monitor SDR performance and data trends, surfacing strong behaviors or areas of opportunity to leadership.
  • Aid in driving the shift towards an outbound culture of excellence with strong pipeline generation alignment between SDRs and AEs on named accounts.

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