Sr. Manager, Carbon & Biologicals Sales Enablement

| Remote
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We’re an international AgTech startup pioneering an ambitious mission in a high-growth industry where agriculture meets technology to solve our toughest climate and economic challenges. Through the use of data-driven insights, natural microbiology, and innovative digital technologies, Indigo is partnering across the supply chain, ultimately cultivating a scalable climate solution and enhanced partner ecosystem that beneficially serves farmers, consumers, and the planet alike.

Our mission is unique, and therefore our teams are too: from multigenerational farming experts who understand the land as though it were an extension of themselves, to cutting-edge technologists and scientists on the frontier of innovation, our teams are a reflection of the range of the stakeholders we serve: the Earth, the Farmer, and the Consumer.

The Sr. Manager, Carbon & Biologicals Sales Enablement leads the Indigo Carbon & Biologicals sales enablement strategy and operationalizes it. This role will work cross-functionally to drive sales expertise for Indigo’s grower-facing teams and external channel partner account managers as we shift to a higher degree of channel sales. This role will serve as the subject matter expert in coaching and training team members to positively impact sales skills and company growth. This person will proactively find gaps in processes and develop solutions to enhance productivity and delivery. The role partners with sales leaders within Indigo and external channel partner account managers to provide a framework for continuous improvement and growth. The role is part of the Commercial Operations (sales) team within Carbon & Biologicals.

Responsibilities

Strategy and Business Development:

  • Defines sales enablement strategy in conjunction with Indigo’s global sales organization and agronomic seasons
  • Works collaboratively with sales, sales operations, marketing, partners, and other key stakeholders to ensure strategic alignment across all functions to increase sales results and productivity.
  • Supports the buying and selling processes at all stages, from lead generation to win/loss.

Enablement:

  • Leads the creation and deployment of appropriate training, content/sales messaging identification in partnership with key stakeholders, processes, practices, and tools
  • Supports product and offer launches by preparing and enabling the sales team to understand and sell our solutions, coordinating closely with the offer launch operations teams
  • Owns training, content, processes, practices, and tools needed to support salespeople throughout the buyer’s journey.
  • Responsible for continuous learning programs for sales, including quarterly all hands, regional training sessions, and on-demand courseware.

Data Integrity & Insights:

  • Utilizes relevant field research and hyper-local instrumentation data to close gaps on objections and equip sales teams with regionally specific solutions.
  • Responsible for tracking and analysis of courseware, certifications, and content usage, using metrics and observation to improve the sales process efficiency and effectiveness.

Sales Leadership:

  • Motivate internal and external leadership teams and accelerate the adoption and execution of effective management disciplines, including the establishment of a coaching program.
  • Success is measured by the impact on sales productivity, sales cycle length, win/loss, sales and channel onboarding time, and sales enablement tool usage.

Competencies

  • Highly organized, able and comfortable working in a matrixed environment
  • Expert ability to consult or provide guidance on complex matters to other stakeholders, for example, aggregating field feedback to our offer teams in an actionable format
  • Strategic, forward-facing vision to proactively start new initiatives
  • Ability to equip and gain the trust of the field team, establishing deep conviction of Indigo’s Carbon & Biologicals offers, with the support of the sales leads
  • Clear ability to understand the buyer journey for new offers in the market and the importance of a well-defined sales process and importance of the sales process
  • Strategic, data-driven thinker
  • Project management all-star
  • Excellent listener & communicator – empathetic

Qualifications

  • Extensive knowledge of sales enablement best practices (analysis, instructional design, delivery, implementation, and evaluation)
  • Experience defining and running sales enablement initiatives, ideally with prior experience working in the agriculture industry
  • Content marketing experience or developed pitch materials in past
  • 5+ years in tech, ideally a sales position
  • Agriculture experience preferred, either from on-farm experience or industry experience (will still consider Enablement Gurus & Masterminds without Agriculture experience)
  • Excited by Indigo’s mission; believes that Indigo can fundamentally change the agriculture industry and the world; can clearly articulate passion for our mission and values
  • Sales metrics management experience with a CRM, preferably SalesForce
  • Experience with ‘Training the Trainer’ and modeling TSPR (Teach, Support, Practice, and Review)

Indigo is committed to living our values, specifically “creating a work environment where everyone feels respected, connected, and has opportunities to learn and grow.” As part of living our values, we strive to create a diverse and inclusive work environment where everyone feels they can be themselves and has an equal opportunity of succeeding.

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Technology we use

  • Engineering
    • JavascriptLanguages
    • PythonLanguages
    • RLanguages
    • TypescriptLanguages
    • GraphQLLanguages
    • ReactLibraries
    • ReduxLibraries
    • ExpressFrameworks
    • Node.jsFrameworks
    • MySQLDatabases
    • PostgreSQLDatabases

Location

On the edge of Charlestown, we are within walking distance to restaurants and bars. The Sullivan Square T and bus stop is also right next door! We are currently working remote/hybrid with the exception of our fantastic Biotrinsic team who work from the office and lab space here.

An Insider's view of Indigo

What projects are you most excited about?

Our mission is to provide agronomists with unbiased real-time data we are collecting across thousands of acres at the ground level and from space. It's such a thrill to be working on the data and analysis perspective of this massively cross-disciplinary team that helps agronomists initiate data-powered conversations to provide substantial results.

Jyoti

Principal Data Scientist

How does the company support your career growth?

Since joining Indigo in 2018, my manager has always provided me with great feedback and room to focus on growing my skills from a dedicated API Engineer to having a strong full stack foundation. Simultaneously I’ve been encouraged to pursue a Tech Lead Manager role; a position I now occupy thanks to my hard work and the company's trust and support.

Jazmin

Tech Lead Manager

What are Indigo Perks + Benefits

Health Insurance & Wellness Benefits
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Onsite Gym
Retirement & Stock Options Benefits
401(K)
Company Equity
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Vacation & Time Off Benefits
Generous PTO
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Stocked Kitchen
Some Meals Provided
Parking
Recreational Clubs
Relocation Assistance
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Lunch and learns
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