Head of Sales Enablement

| Cambridge
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Wistia is the leading video and audio content marketing platform for B2B marketers. We have the opportunity to both simplify how marketers do their jobs, but also maximize the results that they are after. There has never been such a huge push to invest in content marketing like we are seeing today, including both video and podcast. Wistia is uniquely positioned to serve this rapidly growing market as an end to end platform that supports the creation, hosting, publishing and measuring of video and podcast content for marketers.
As the Head of Sales Enablement, the successful candidate will join the leadership team for sales at Wistia. They will lead the effort to ensure that the entire sales organization has the skills, knowledge and resources necessary to provide a top notch customer experience and achieve consistent quota attainment. This person will work collaboratively with sales management, people operations and marketing to drive revenue growth in a highly impactful and visible way within the organization.
Key Responsibilities

  • Develop an onboarding and skills development program within the sales organization that reduces ramp time while establishing customer centric, value added sales habits appropriate for the responsibilities of each level.
    • Work with sales managers to establish necessary core sales skills and develop a learning track and certification process to ensure that new hires achieve a common baseline of knowledge.
    • Establish a program for emerging leaders within each team designed to prepare individuals for promotion to the next level on the team.
    • Establish a learning culture, based on practice, peer collaboration and role plays
  • Lead and coordinate the sales execution of Go To Market campaigns
    • Partner with product marketing, sales managers and sales operations peers to ensure that the sales teams have the knowledge, content and tools to successfully execute
    • Turn marketing campaign messaging and assets into sales ready content, scripts and sequences
    • Facilitate trainings to ensure that the sales teams are prepared to successfully execute on campaigns, including campaign messaging, marketing assets and slide decks as well as process/tech stack adoption.
    • Collaborate with sales operations to ensure that supporting tools are configured properly to measure results of campaigns.
  • On going sales process, play book and methodology support
    • Partner with Revenue Operations to identify opportunities to drive pipeline velocity or sales efficiency through process improvement
    • Identify opportunity for sales managers to improve sales productivity and customer experience with their teams
    • Facilitate the sales playbook adoption, tech stack adoption and CRM hygiene through trainings and sales manager collaboration.
  • Run an annual cadence of sales team events designed to share learnings, build momentum and drive employee engagement, such as QBRs and Annual Kick Off.


Qualifications

Must Have:

  • Demonstrated success leading sales enablement programs supporting SaaS sales teams.
  • Excellent understanding of sales process and methodologies, such as MEDDICC and BANT
  • Excellent understanding of sales technology including CRM, Sales Engagement Platforms (Salesloft, Outreach etc), Revenue Intelligence (Chorus, Gong) etc.
  • Experience leading training programs including certification, learning content/LMS and running live trainings.
  • Strong communication, presentation and documentation skills
  • Strong cross functional collaboration skills
  • Passion for building diverse and inclusive teams

Nice to Have:

  • Experience with any of the following segments: Martech, B2B, SMB/Mid Market, PLG, Content Marketing Software

About Wistia
We try to ensure Wistia is an inclusive and diverse place where everyone feels happy, fulfilled, respected, comfortable, and welcome. We’re proud to be an equal opportunity workplace. We care a lot, so our benefits are actually benefits, not just the fun stuff like swag and snacks in the office (though we also have lots of those too!).
We know the biggest investment we can make is in our employees, so we provide:

  • A great compensation package
  • 401k with 3% company contribution, regardless of whether you contribute
  • Profit Sharing
  • Flexible hours
  • Fully paid healthcare coverage for you and your family (including dental) and a healthcare FSA
  • Up to 16 weeks paid family leave
  • Flexible vacation and sick leave
  • Transportation subsidies
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Technology we use

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Location

A couple blocks from Mass Ave in Central Square! We're spoiled with tons of delicious food options for all tastes and an unmatched view of the highly frequented Tudor St dog park.

An Insider's view of Wistia

How would you describe the company’s work-life balance?

Wistia provides a work-life balance superior to other companies that I have worked for. Management is considerate and encourages time spent away from our desk. Wistia truly cares about its employees both in and out of the workplace.

Patrick Bryant

Account Executive

What projects are you most excited about?

I'm really excited about the work my team and other teams at the company are currently doing to modernize integral parts of our codebase. I'm learning a lot about working with legacy code, identifying patterns that can be improved in the code, and recreating user stories in different frameworks and technologies.

Suruchi Devanahalli

Engineer II

How has your career grown since starting at the company?

I started at Wistia as a Customer Champ, truly the beginning of my career. I was encouraged to keep learning about what interested me, which led me into quality engineering. And now I'm grateful that Wistia gave me the chance to grow into that role working on making our product more robust for our customers.

Melany Vázquez Heredia

Quality Engineer

How do you empower your team to be more creative?

At Wistia we strongly encourage each individual to bring their entire self to work. We debate which state makes the best pizza, which snack deserves the “king of all snacks” title, and more. Approaching work this way in a carefree yet respectable way helps create an environment that is a great incubator for new ideas.

Uzoma Egbuchulam

Manager of Customer Support

How do you collaborate with other teams in the company?

My favorite way of collaborating with others teams is by creating a space where ideas flow and feedback is encouraged. I always communicate project goals—having everyone aligned early on is essential to any project I work on. I also remind myself that, yes, they are on another team in theory, but we're all still one team at the end of the day.

Vanessa Luis

Growth Marketing Manager

What are Wistia Perks + Benefits

Wistia Benefits Overview

Wistia makes a point to invest in our people. That's why we cover 100% of healthcare for employees and all of their dependents. It's why we provide 16 weeks of parental leave not just for primary parents, but also for secondary parents. It's why we offer unlimited PTO. Take a look at some more of our perks and benefits.

Culture
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Highly diverse management team
Unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Company sponsored family events
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Volunteer Time
Sabbatical
Wistia offers a month long sabbatical to employees who reach the 10 year mark.
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Game Room
Wistia has a ping pong table in the common space, giant connect4 and a shuffle board on the rooftop deck, and we even to regular game nights for the board game lovers out there!
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
Recreational Clubs
From Skiistia to runners there's an interest group for everyone at Wistia.
Relocation Assistance
Wistia offers relocation assistance when moving is required for the job.
Fitness Subsidies
Employees are eligible to get cash back for gym memberships through our health care provider.
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Continuing Education stipend
Time allotted for learning
Customized development tracks
Paid industry certifications
All Wistians have access to a learning and development budget for taking courses/certifications and also for attending conferences.

Additional Perks + Benefits

Wistia is a People First company. We believe in taking care of our people and rewarding them for helping to make Wistia awesome. We take play seriously, but what really makes us stand out is the way that we work. There is no team more creative and collaborative than Wistia (our biased opinion). Want to get an idea of what we mean? Binge some of our video content, and you might start to feel like you know us.

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