Senior Manager GTM Enablement



United States
Posted on Sunday, July 7, 2024

At ReversingLabs, we are providing the world’s largest threat intelligence repository to protect software development and power advanced security solutions, keeping the most advanced cybersecurity organizations and Fortune 500 enterprises informed and ahead of the threats. Our software supply chain security and threat intelligence solutions have become essential to advancing enterprise cybersecurity maturity globally.

Notable breaches such as SolarWinds, CircleCI and 3CX have elevated software supply chain security as a top initiative across every organization developing or purchasing software. Only ReversingLabs delivers the software package analysis speed and intelligence needed to protect against this critical area of risk.

Our vision is clear. Arming every company with end-to-end insights to ensure development releases securely, IT purchases safely, and the SOC can effectively detect, isolate and respond. We are seeking extraordinary talent for this game changing opportunity to help forge this transformational journey at ReversingLabs.

You, as the Senior Manager GTM Enablement will lead all aspects of field enablement sales and presales roles globally, including onboarding, ongoing education, product training, sales process, sales skills, required certifications and other curriculums across these organizations. You will work with Sales, Product Marketing, Sales Operations and other organizations to design, build and deliver impactful training & enablement programs aligned to the company's growth objectives. You enjoy being a forward thinking, strategic planner, and having a passion for sales teams development.

What You Will Do

  • Drive and enhance the existing process of enablement and learning within the organization.
  • In close collaboration with Product Marketing, create product education around new features, functionality, enhancements and messaging for existing and new solutions.
  • Develop product competency in Sales teams and maintain a detailed project and event planning calendar in line with product roadmaps.
  • Own content of New Hire Onboarding for all ReversingLabs products
  • Analyze performance and skill set of sales teams to determine needs for additional training to close skill gaps.
  • Work with SMEs in the area of products and help fine tune messaging to ensure it resonates with sales.
  • Ability to provide necessary follow-up training and enablement programs to help change behavior and ensure training 'sticks'.
  • Design & Develop continuing education curriculum for sales and presales roles, including Account Executives and Sales Engineers.
  • Develop collaborative relationships with key business leaders, SMEs and other learning staff to identify learning opportunities.
  • Leverage existing content management to design, develop, deliver and maintain blended curriculums.
  • Drive educational aspects and content preparation around key sales enablement initiatives: sales certification, sales kickoff, demos, sales process, sales stories and other training interventions as needed.
  • Measure outcomes and build dashboards and reports on the business impact of enablement programs.
  • Other duties as assigned

What We Are Looking For

  • 6+ years of combined sales enablement, direct sales, and/or project management experience at a SaaS or tech company; cybersecurity preferred.
  • Proven track record in designing and delivering blended-learning programs, as well as familiarity with key sales skills: value selling, storytelling, sales negotiations, objection handling, presentation skills.
  • Comfortable working in a high pace environment with multiple priorities.
  • Sound understanding of all stages of the sales process
  • Outstanding ability to establish and nurture collaborative relationships with senior leadership.
  • Experience in corporate risk or cybersecurity is a plus.
  • Familiarity with Sales Productivity tools: Salesforce, Clari, LinkedIn Sales Navigator, SalesLoft or similar and Sales Methodologies (Miller Heiman, Challenger, etc.)
  • Capability to balance between thinking strategically and tactically, with innate ability to execute projects.
  • Excellent written and verbal communication skills and experience writing, editing, and presenting to multiple levels of an organization.
  • Bachelor's degree or equivalent work experience required.