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Sales Enablement Senior Manager

Conshohocken, Pennsylvania, United States

Onbe, a fast-growing FinTech, bringing innovation to a rapidly growing global marketplace, stands for “on behalf.” Because that’s exactly how we work: on behalf of our clients, as their comprehensive payments partner. We transform the way payments are imagined — as an opportunity for innovation, a source of insight to customers, and a way to connect with partners around the globe!

Summary: The Sales Enablement Senior Manager is a key leadership role responsible for the overall sales enablement strategy and program at Onbe. Sales enablement empowers the sales team with meaningful content and training plans to improve velocity in the system, increase win rates, and ultimately drive durable growth by aligning the Sales and Marketing efforts in the organization

The position can be 100% remote or hybrid at one of our hub locations, with the requirement to travel within the United States a few times a year for team meetings, company events, or local gatherings.

Responsibilities: 

  • Build and scale a comprehensive sales training program, including onboarding, ongoing training, and skills to progress careers. This will include BDRs, Sales Executives, and Account Executives for both pre- and post-sale.
  • Accelerate sales enablement program for Onbe, complete with the curriculum, playbooks, battle cards / strategy guides, trainings, and other materials to drive sales success and growth, in close partnership with product and partner marketing.
  • Partner with Product and Marketing to design and maintain battle cards, messaging to support value propositions and product offerings, and trainings needed to support the sales process, and deliver a continuous loop of feedback on success and usefulness to drive quality signings.
  • Provide sales teams with necessary tools, resources, and collateral to support effective selling, including training on ROI, objection handling, and deal sizing logic.
  • Identify and monitor KPI metrics to quantify impact and effectiveness of enablement programs, special events, and sales tools and resources. ·
  • Work with RevOps counterparts to analyze sales performance data and call recordings to identify areas of improvements and implement trainings and programs to improve.
  • Design and maintain sales playbooks, ensuring they are up-to-date and relevant. Work with leadership to define account expansion and net new business strategies, identify operational gaps and opportunities, suggest solutions and prioritize initiatives
  • Provide ongoing support and coaching to sales representatives to enhance their effectiveness.
  • As needed, support collateral or sales enablement for key partners acting as resellers of Onbe offerings.
  • Serve as an internal thought leader on the topic of sales excellence and actively contribute to the organization's definition of best practices.
  • Work with leadership to plan impactful sales events and trainings, taking a lead role in both recommending agenda, curriculum, and content as well as executing logistics and planning.
  • Listen to recorded calls, analysis win/loss reasons, and other tactics to determine gaps in the messaging and partner with the Product and Marketing team to evolve/refine collateral
  • Maintain roadmap of training gaps to be leveraged as you plan content for the annual Sales Kick Off (SKO)
  • Create and manage the metrics needed to assess the success of content mastery

Qualifications:

  • 7+ years of experience leading sales teams or sales enablement programs.
  • Experience engaging with teams on the buyer journey and end-to-end customer lifecycle to streamline touchpoints and maximize win and retention rates.
  • Versed in sales process and sales methodologies such as MEDDICC, Challenger, Solution Selling, and Command of the Message. Experience with qualification methodologies such as BANT and CHAMP a plus.
  • Understanding of SaaS sales cycles, sales process, and sales leadership coaching.
  • Passion for developing others.

The base salary range for this position is budgeted for $122,000 to $142,000 with eligibility for an annual bonus. The actual base salary offered depends on a variety of factors, including but not limited to the qualifications of the individual applicant for the position, years of proven experience, specific and unique skills, level of education attained, certifications or other professional licenses held, business needs, and market demand. Our competitive benefits include medical, dental, vision, wellness, 401(k) matching, open paid time off, generous parental leave, and more! Our job titles may span more than one career level. All candidates are encouraged to apply.

#LI-Hybrid

At Onbe, a diverse group of people, ideas, and perspectives are key to achieving phenomenal things. For over 25 years, our focus has remained on building a culture of openness and ingenuity, where employees come together to innovate and build disbursement solutions that make the lives of our clients and their consumers and workforces easier and better. Our definition of success includes celebrating differences and affirming belonging. To that end, we ask employees to come to Onbe as they are and contribute their diverse perspectives, identities, and experiences.

We believe that the recruiting phase is only the very beginning of diversity and inclusion. At Onbe, we’re constantly evolving the way we celebrate diversity every day and in everything we do. With several internal committees that are dedicated to mental and physical wellness, diversity, inclusion, and community outreach, we are committed to making a culture that is inclusive to all.

Onbe is proud to be an equal opportunity employer. We seek out ways to create a mindful workforce that embraces diversity and celebrates a culture of inclusion. We do not discriminate against employees or job applicants on the basis of race, color, ancestry, national origin, sex (including pregnancy), gender identity, sexual orientation, marital or family status, religion, age, disability, genetic information or military service. Our equal opportunity policy applies to all decisions of employment including hiring, placement, promotion or advancement, termination, layoff, recall, transfer, compensation, training and leaves of absence

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