Director of Revenue Enablement

5 days ago

Boston, United States Altana Full time

Brooklyn, NY ; Washington, D.C. ; Boston, MA ; San Francisco, CA

Altana provides the world’s only dynamic, intelligent map of the global supply chain - the Altana Atlas - using AI and machine learning models to connect with and learn from massive sets of public and private data. Through the Atlas, companies and governments can understand the distant origins of products well beyond their own direct suppliers; discover trading relationships and national security risks deep in their networks; measure labor and environmental impacts; identify related risks and opportunities; ensure effective compliance and enforcement with trade requirements; and collaborate to manage all of it.

We have built a fundamental understanding of how the world’s economy works, and the implications for global resiliency, sustainability and opportunity are enormous. Backed by leading investors and used by the world’s most important organizations (Maersk, US Customs and Border Protection, Boston Scientific, and more), Altana’s mission is to power a new era of globalization organized around trusted supply chain networks.

This is a lofty mission, and our success depends on building a diverse, global team and creating an environment in which they can thrive. We operate in accordance with our values: we focus on value creation, not capture; we foster diversity and embrace difference; we embrace reality; we get things done; we amaze our clients. When you join Altana, you’ll be joining a vibrant, collaborative team working together to solve complex problems with the potential for global societal impact.

The Opportunity at Altana

As the Director of Revenue Enablement, you will be responsible for increasing sales productivity by speeding up the ramp time of new hires, providing continuous learning opportunities, and delivering high impact sales training. You will be an instrumental player in achieving our aggressive growth objectives.

You Will

  1. Enable all members of the Altana Commercial Org, including Account Executives, Sales Engineers, Technical Account Managers, and partners.
  2. Design and manage programs for the revenue team's potential, including new hire bootcamp, manager enablement, product release training, market and persona enablement, professional development, and skills training.
  3. Utilize Highspot for sales playbooks and maintain a broad product understanding for effective sales enablement.
  4. Innovate and implement creative training methods for sales adoption and usage, including regular sessions, online programs, and mentoring.
  5. Plan and execute regular commercial meetings, sales kick-offs (SKOs), and collaborate with sales leadership to identify knowledge gaps and roll out targeted programs.
  6. Continuously assess sales enablement outcomes through business analytics, make necessary improvements, and measure program effectiveness.
  7. Leverage customer insight to advise on the sales process and assist sales teams in understanding customer needs.
  8. Architect an enablement communication strategy for revenue updates and upcoming enablement activities.
  9. Partner with revenue operations to source, implement, and manage technologies driving productivity.
  10. Build, develop, and lead a high-performing team of go-to-market enablement professionals, providing coaching and mentorship.

You Have

  1. Minimum of 6+ years in Sales Enablement or related experience, preferably in the tech industry.
  2. At least 3+ years of experience in managing and leading a sales enablement team.
  3. Proven experience with teaching sales org the MEDDPICC selling framework.
  4. Demonstrated success in creating and implementing effective sales enablement programs.
  5. Experience organizing and running sales kick-offs in a fast-paced sales environment, managing events with 500+ attendees.
  6. In-depth understanding of the SaaS sales cycle and expertise in software and technology principles.
  7. Strong project management skills, capable of managing multiple projects simultaneously.
  8. Ability to analyze and interpret data, making data-driven decisions, and familiarity with sales enablement technologies, CRM systems, and analytics tools.
  9. Proven ability to lead and motivate teams in a high-growth environment, coordinating cross-functional teams to align sales objectives.
  10. Exceptional communication skills, adept at communicating with individual sales team members through executive leadership, and proficiency in change management and innovation.

Nice to Haves

  1. At least 2+ years of prior experience of being in a quota-carrying individual contributor sales roles, preferably in a B2B SaaS environment.
  2. Prior experience with using Highspot as your central enablement platform.

This role can be based in any of our US Altana hub locations, with hybrid work flexibility: New York City, Boston, Washington D.C., or San Francisco.

Why it’s great to work at Altana
  1. We love to collaborate, and we win as a team
  2. We are committed to engineering excellence.
  3. We value personal and professional development.
  4. We learn from diverse backgrounds and perspectives.
  5. We impact the world, from enabling developing countries to identifying drug traffickers.

At Altana, we believe that a diverse workforce enables greater creativity, performance, and adaptability. We’re proud to be an equal opportunity employer and welcome you to join us as you are. Our employment opportunities and decisions are based on business needs and individual qualifications, without regard to race, color, religious creed, national origin, ancestry, age, physical or mental disability, medical condition, marital status, sexual orientation, gender identity or expression, genetic information, family care or medical leave status, military or veteran status, or any other characteristic protected by the laws or regulations in the areas in which we operate. We prohibit discrimination and harassment of any type, in any situation.

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