insightsoftware is a leading reporting, analytics, and performance management solutions provider. Over 30,000 organizations worldwide rely on us to support business needs in accounting, finance, operations, supply chain, tax, budgeting, planning, HR, and disclosure management. We enable the Office of the CFO to connect to and make sense of their data in real-time so they can proactively drive greater financial intelligence across their organization. Our best-in-class solutions provide customers with increased productivity, visibility, accuracy, and compliance. Learn more at insightsoftware.com.

Own the sales enablement plan for all lines of business and ensure that staff is enabled to deliver on pipeline and revenue targets.  Lead a team of global sales enablement specialists in the daily execution of the enablement strategies/tasks/responsibilities to the sales org.  Lead a global team of Business Development Managers and BDRs in the pursuit of pipeline goals by region, team, product and customer segments.  Drive to achieve all pipeline requirements (BDR and AE/AM) and share global best practices that help hit quarterly and annual pipeline demands across the business.  Partner closely with Marketing to mutually achieve GTM excellence. 

Primary Responsibilities: 

Sales Enablement: 

• Owns the development of sales content to aid sellers in the pursuit of pipeline and bookings 

• Implement and manage sales process execution and approach in alignment with sales technology (tech stack) 

• Owns optimization of the sales tech stack (SF, SalesLoft, 6Sense, Highspot, Qualified, etc.) 

• Determine sales enablement priorities with key stakeholders 

• Communicate enablement strategy and KPIs to stakeholders 

• Build a trusted relationship with sales reps and deliver training modules 

• Serve as a liaison between sales, marketing product and service line teams 

• Provide effective onboarding and training programs for sales reps and sales leadership 

• Coordinate and produce educational content for ongoing training 

• Gather and relay feedback to continuously iterate on the enablement strategy 

• Use performance data to identify knowledge or skill gaps across the sales team 

• Maintain sales enablement software and platforms to ensure it is easily accessible and providing the capabilities sellers need 

• Owns content design and delivery for Sales Kick Off and other large sessions 

• Drives strategic initiatives as needed in coordination with SLT, Product and Marketing 

Business Development: 

• Owns the creation of pipeline through the BDR, AE/AM channels across the sales org in line with stated goals by Marketing & Sales 

• Leads a team of BDR Managers and BDRs in the hunt for pipeline from net new and existing customers 

• Partners with Marketing and Sales leaders to align the efforts based upon the demands of the business 

• Owns the care and handling of MQLs (all varieties) and provides feedback to the business that drive improvements 

• Owns: Inbound lead strategy, outbound prospecting strategies, existing customer pipeline development 

• Manages Business Development Team by developing and tracking performance based upon agreed-upon KPIs of , upsell/cross sell opportunities, focusing on high quality opportunities  

• Manages team utilization and quality engagement and reporting with and from all Business Development- related platforms  

• Responsible for mentoring and coaching of BD team members. Ensuring sufficient subject matter expertise and growth of BD team members through training and corporate resources 

• Responsible for managing performance of BD team leaders, complete performance reviews of BD team leaders, tracking and reviewing performance-based metrics based on agreed-upon BD targets 

• Responsible for the team of BDAs/interns who drive data projects, CAPDB and special requests 

• Acts in a global best practice manner with strong dotted line accountability to BD teams in EMEA and APAC 

• Strong collaboration and execution with SLT specific to cross-sell/up-sell success through the ADR teams  

• Owns and communicates the progress, KPIs and results of pipeline creation to the sales org 

• Analytical with a strong, data-informed and strategic point of view 

• Highly organized, results-oriented and driven to find the most effective and efficient processes 

• Ability to perform in a fast-paced, ever-evolving and highly complex integrated environment - Strong leadership capability 

• Strong written and verbal communication skills 

• Strong intra- and inter-departmental collaborative skills 

• Intense creativity and critical thinking abilities, both strategic and tactical 

• Ability to work with recent technological applications relating to daily tasks 

• Minimum 3-5 years experience in a sales environment (software preferred) 

• Experience in Sales Enablement, leadership, coaching, business development 

• Experience leading entry level sales leaders 

• Sales process methodology fluency 

• Exhibits our core values: Results Orientation, Winning Attitude, Be One Team, Disciplined Execution, and Growth Mindset 

All your information will be kept confidential according to EEO guidelines.

We are an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status.

** At this time insightsoftware is not able to offer employment sponsorship **

** At this time insightsoftware is not able to offer sponsorship to candidates who are not eligible to work in the country where the position is located. **

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