Director, Sales Enablement

What is the opportunity?  

Reporting to Senior Vice President of Sales Transformation, we are looking for a highly skilled Director, Sales Enablement content expert to lead the development of sales enablement strategy, assets and collateral, enabling the ongoing transformational growth within our sales organization. If you have a passion for enabling high performance sales teams and developing world class enablement solutions, we want to hear from you.

This role will support the acceleration of Zafin’s growth trajectory, focusing on continuous productivity improvement across our teams. You will build content and programs to ensure we all deeply understand our market, our prospects, and customers - and that we have the knowledge and skills needed to help customers achieve measurable business value from the Zafin suite of solutions.

Mode of Work: Hybrid

What will you do?

• Build strong relationships with product marketing and product management to fully understand Zafin’s products, how they are unique, aligning content development to that.
• Develop Sales Enablement Content Strategy and Roadmap in close collaboration with the sales enablement team, product marketing, product management, and sales leadership.
• Deliver, manage and scale continuous learning content and programs for our sales organization globally.
  • Conduct needs assessments, define required programs, then create materials to promote learning through self-study, practice, and performance support to increase the effectiveness of our sales organization.
  • Create program assets as required – examples: sales plays, messaging frameworks, facilitation materials, microlearning job aides, e-learning, ROI tools.
  • Produce physical and digital educational material – examples: videos and case studies.
  • Management of content strategy and execution for sales enablement tools (example: Gong).
• In collaboration with Zafin’s industry team and through ongoing research, document specific pain points for target personas, craft relevant and engaging content to be leveraged throughout the buyer journey.
  • Develop buyer persona-based materials enabling sales teams to have consistent, effective, and engaging sales conversations with prospects and customers, aligning content to sales stages and Zafin sales methodologies.
  • Create Sales Playbooks and other relevant supporting materials: Document repeatable sales motions / processes to be deployed globally.
• Sales Onboarding Program. In conjunction with the sales enablement team:
  • Participate in gathering of stakeholder requirements
  • Plan, create and maintain materials to reflect stakeholder needs and product updates.
  • Define measurement KPIs, focus on continuous improvement on time to results.
• Develop and deliver ongoing learning programs, such as Webinars, Lunch & Learns focused on continuous learning and reinforcement.
• Collaborate with the sales enablement team on the creation of reporting dashboards to measure the effectiveness of all programs.

What do you need to succeed?

Must Haves:

• 10 years of enablement experience in a B2B technology company with a demonstrated ability of delivering results in a fast paced and multiple stakeholder environment.
• Sales experience with a strong understanding of what it means to drive revenue in a sales role, and the pain points that can be alleviated by effective sales enablement.
• Excellent verbal, written, presentation and interpersonal communication skills; ability to quickly build solid partnerships.
• Proven ability to interact effectively with a diverse group (executives, managers, subject matter experts).
• Strong data analysis skills to synthesize complex data from diverse sources (qualitative and quantitative) and be able to make logical and persuasive recommendations.
• Excellent analytical, problem-solving, and critical thinking skills.
• Strong knowledge of sales processes, methodologies, and processes to increase revenue.
• Strong proficiency in Salesforce.com, PowerPoint and Excel.
• Post-secondary education in business, education, or a related field.

 Nice to have:

• Cross functional experience in Sales Operations or Product Marketing an asset.
• Professional qualifications / certifications in Finance.
• 1 or more years of exposure to SaaS products.