Director - Sales Enablement

Sales Enablement Function Mission Statement:

To maximize the effectiveness of our sales organization by equipping our sales team with the knowledge, skills, processes, and tools to solve customer challenges and drive revenue growth consistently.

About the Role:

The Director of Sales Enablement will lead a team focused on empowering the Global Sales and Channel organization. In this role, you will transform and scale our Sales Enablement initiatives to maximize the effectiveness of our sales organization. Your mission will be to ensure that sellers are equipped with the training, tools, content, and “work backwards methodology” to power customer success and solve customer challenges. You will play a pivotal role in driving alignment between our go-to-market strategies and sales execution mechanisms putting the strength of our ecosystem to work on behalf of our customers. You will develop and execute a comprehensive sales enablement strategy to support the entire Global Commercial Organization including lead demand generation, inbound/outbound, account management, partners and sales operations.

What will you do?

Strategic Planning and Execution:

- Develop and implement a comprehensive sales enablement strategy that supports Dropbox's commercial objectives.

- Collaborate with cross-functional teams to align sales enablement initiatives with broader company goals.

- Drive quarterly prioritization and assessment of enablement initiatives to ensure alignment with business needs.

Role-Based Enablement:

- Design and deliver tailored training programs that address the specific needs of various sales roles, including Account Executives (AEs), Account Managers (AMs), Partner Success Managers (PSMs), Customer Success Managers (CSMs), and Technical Solution Sales (TSSs), as well as other roles.

- Create role-specific content and ongoing learning initiatives to enhance the capabilities of the sales team.

Sales Training and Development:

- Oversee the creation and execution of training materials and resources that support the sales team in achieving their targets.

- Implement progressive and situational learning opportunities to ensure continuous skill development.

- Coordinate global to regional training programs to maintain consistency and effectiveness across different markets.

Communication and Change Management:

- Develop strategic communication plans to articulate the importance of enablement initiatives and ensure their successful adoption.

- Foster clear, consistent, and predictable communication that integrates cross-functional GTM priorities.

- Manage change initiatives to drive adoption of new tools, processes, and best practices at all levels of the organization.

Systems and Tools Optimization:

- Evaluate and optimize sales enablement systems and tools to enhance efficiency and effectiveness.

- Ensure the sales team has access to the best technologies and resources to support their performance.

Performance Measurement and Improvement:

- Establish metrics and KPIs to measure the effectiveness of sales enablement initiatives.

- Analyze data to identify areas for improvement and implement strategies to increase conversion rates and overall sales performance.

- Provide regular reports and insights to senior leadership on the impact of enablement programs.

Collaboration and Leadership:

- Lead a team of enablement professionals, providing guidance, mentorship, and support to ensure their success.

- Partner with sales leaders to identify skill gaps and develop targeted enablement solutions.

- Collaborate with marketing, product, and other internal teams to ensure alignment and maximize the impact of enablement efforts.

What are we looking for?

Must have:

- Minimum of 15 years experience in a high-performing sales environment with at least 5 years in sales enablement or an equivalent leadership role

- Bachelor’s degree in Business, Education, Marketing, Communications, or a related field

- Strong analytical skills for establishing success criteria and determining ROI of enablement initiatives and sales effectiveness programs

- Strong executive presence and communication skills

- Experience with best-in-class CRM software, LMS and sales enablement platformsExperience with SaaS-focused sales organizations

- Proficient at building cohesive teams in a matrixed environment amongst product, marketing, sales and technology to deliver end-to-end sales enablement programs

- Experience leading large-scale enablement initiatives across high velocity sales, inclusive of Account Management, Account Reps, Technical Solutions Sales, Customer Success Managers, and Partner roles

Good to have:

- Deep understanding of outcome-based, value-driven sales methodologies and account management strategies in the tech industry

- Mentorship and modeling the skills and behaviors to lead with a clear vision, build a high-performance culture and drive winning results

- Model DBX Values, including diversity inclusion (DEI)

North Star Metric: The one North Star metric for the team is Sales Quota Achievement

Why join us?

- Shape the Future: Be part of a fast-paced, high-growth B2B SaaS company driving the future of customer engagement. Your work will directly impact millions of users worldwide as you tackle challenging, cutting-edge projects.

- Innovate at Scale: Leverage cutting-edge technologies to drive innovation and make a tangible impact on our global clients.

- Collaborative Culture: Work with a diverse, talented team from around the world, where teamwork is prioritized and individual successes are celebrated within the context of collective achievements.

- Unlimited Growth Potential: Benefit from a culture of continuous learning and professional development, with ample opportunities to expand your skills and advance your career.

- Dynamic and Impactful Work: Thrive in an environment where accountability, results, and driving real outcomes are key to both personal and professional success.

- Celebrate Success: Enjoy a culture that values celebration, innovation, and fun, making every step of the journey rewarding.

About CleverTap:

CleverTap is the leading all-in-one customer engagement platform that helps brands unlock limitless customer lifetime value. CleverTap is trusted by over 2000 brands like Domino’s, Levis, Jio, Papa John’s, Zomato, Kotak Bank, Jio, Air Asia, Carousell, TD Bank, and Tesco to help build personalized experiences for all their customers. The platform is powered by TesseractDB™ – the world’s first purpose-built database for customer engagement, offering speed and cost efficiency at scale.

Backed by top-tier investors such as Accel, Peak XV Partners, Tiger Global, CDPQ and 360 One, the company is headquartered in San Francisco, with presence across Seattle, London, São Paulo, Bogota, Mexico, Amsterdam, Sofia, Dubai, Mumbai, Bangalore, Singapore, Vietnam, and Jakarta.

For more information, visit clevertap.com or follow us on:

LinkedIn: [https://www.linkedin.com/company/clevertap/>

X: [https://twitter.com/CleverTap>

If you think you’d be a good fit for this role, we’d love for you to apply!

CleverTap is dedicated to establishing an inclusive culture that welcomes individuals from diverse backgrounds, encouraging them to contribute their unique perspectives to our workplace.

We are committed to cultivating an empowering environment, enabling each of us to reach the peak of our professional careers.

We're excited to showcase what we have to offer!