Head of Sales Enablement

Team & position summary

As the Head of Sales Enablement at TRM Labs, you will play a pivotal role in empowering our sales team to achieve their revenue targets and drive scalable growth. You will be responsible for developing and executing a comprehensive sales enablement strategy that equips our global sales team with the tools, training, and resources they need to be successful. This role requires a blend of strategic thinking, sales acumen, and a passion for coaching and developing high-performance sales teams.

The impact you will have:

• Develop and lead the overall sales enablement strategy, aligning it with business goals and sales objectives. This includes onboarding, continuous learning, and skill development for all sales roles.
• Lead the design and execution of a world-class onboarding program for new sales hires, ensuring that they are ramped up quickly and prepared to contribute to revenue targets.
• Design and deliver training programs that drive sales effectiveness, including product training, sales process improvements, objection handling, and competitive positioning.
• Empower and coach sales leadership, serving as a trusted advisor to enhance their effectiveness in guiding their teams, providing strategic feedback and insights on sales techniques, processes, and strategies.
• Collaborate with Marketing, Product, and Sales Leadership to create and maintain sales collateral, playbooks, and other resources that enable the sales team to articulate TRM Labs' value proposition effectively.
• Identify, implement, and manage sales enablement tools and platforms that streamline the sales process and improve productivity (e.g., content management systems).
• Define and track key performance metrics to measure the impact of enablement programs on sales productivity and success. Provide regular reporting to the leadership team with actionable insights.

What we’re looking for:

• Proven experience (8+ years) in sales enablement, sales operations, or sales training in a high-growth SaaS or technology company, ideally in the cybersecurity or fintech space.
• Strong understanding of and experience implementing sales processes, methodologies, and best practices, with the ability to translate these into effective enablement strategies.
• Experience with managing sales enablement tools and platforms, such as Seismic or Highspot.
• Proven experience in change management and organizational behavior, with a track record of guiding teams through transitions and driving adoption of new processes, messaging, and systems.
• Excellent communication, presentation, and facilitation skills, with a passion for developing and coaching sales professionals.
• Strong analytical and problem-solving skills, with the ability to use data to drive decisions and measure the impact of enablement efforts.
• Ability to collaborate effectively with cross-functional teams and influence at all levels of the organization.
• Experience in a fast-paced, high-growth startup environment is highly preferred.
• Bachelor's degree in business, marketing, or a related field; advanced degree is a plus.

About the Team:

• Our team is truly remote! We practice async communication and collaboration through various methods such as slack channels and documentation (Notion, etc.). It's important to note that the primary method for communication for this role with all relevant stakeholders will be through slack (text, voice notes, and video messages across DMs and various channels). Additionally, we are involved in a variety of live recurring meetings throughout the week. A few times a year, we come together in-person to collaborate with an opportunity to engage in-person more often if you're near a hub.
• As a globally distributed team, members may observe different timezones. However, most of the team will overlap between the hours of 11am - 5pm EST for meetings and collaboration. All team members, regardless of location must have at least 6 hour overlap with EST business hours.

Learn about TRM Speed in this position:

• In the first week after rolling out a new RevOps process, Account Directors surface that it’s negatively impacting their ability to spend time selling, so you immediately work with RevOps and suggest 2 to 3 options to pivot.
  • You never let feedback go unaddressed, acting as the voice of the sellers to address challenges and find a solution that meets both the needs of the business and the Sales team.
• You drive a high touch onboarding for new sellers, customizing a 30-60-90 day plan for each new hire in coordination with their Sales Manager and setting up live trainings from other teams.
  • You make sure that new sellers have the resources, training, and guidance to reach quota attainment quickly.
• You’re onboarding a new sales enablement platform and rather than the normal 6 month implementation and rollout that they recommend, you work with them to launch and enable sales in 1 month
  • You focus on the most critical parts of the platform to launch those first so that you can test adoption and learn before rolling out everything.