Sales Enablement Specialist



Sales & Business Development
Boston, MA, USA
Posted on Friday, April 5, 2024

Job Description:

DataRobot is the leader in Value-Driven AI, a unique and collaborative approach to generative and predictive AI that combines an open platform, deep expertise and broad use-case experience to improve how organizations run, grow and optimize their business. The DataRobot AI Platform is the only complete AI lifecycle platform that interoperates with an organization’s existing investments in data, applications and business processes, and can be deployed on prem or on any cloud environment. Global organizations, including 40% of the Fortune 50, rely on DataRobot to drive greater impact and value from AI.

The Sales Enablement Specialist (Revenue Enablement Specialist) will train, coach, and drive the right behaviors on the Sales and Customer Success teams. This individual will work with new hires and seasoned account reps to help with onboarding, coaching/methodology, prospecting, product whiteboarding/demonstrations, and advanced career preparation. This individual will also act as a liaison between field reps and DataRobot’s enablement, marketing, and product teams.

This role involves collaborating with various stakeholders, including sales and success representatives, subject-matter experts, marketing teams, and service proposition leads, to develop compelling and relevant content that aligns with the sales strategy and objectives. This could include developing training guides, battle cards, and other sales resources, transforming raw content into polished first drafts, and managing revenue enablement training content, ensuring updates are managed in alignment with ongoing changes to our product and service offerings.

Key Responsibilities:

  • Support the onboarding process, including creating, updating, and facilitating new hire training as needed in partnership with Field Leaders, including conducting regular audits/assessments and determining how best to reduce time to value.

  • Support the onboarding experience by conducting role plays, certifications, and other training exercises to ensure that new starters are primed to perform in role once they complete onboarding.

  • Implement, maintain, and provide training on agreed-upon core competencies (skills, tools, product, process, methodology)

  • Serve as a point person for new hires throughout the ramp period to best assess the learning and development needs or changes within the onboarding process.

  • Implement standardized best practices sharing for the team to help uncover and qualify new opportunities.

  • Build relationships with Revenue leaders and reps.

  • Support the creation and support of enablement activities based on departmental strategy and priorities

  • Support sales enablement programs for the sales team and members of other customer-facing teams

  • Determines and evaluates sales training needs for Sales teams

  • Support the development of sales training curriculum and programs

  • Organizes, manages, and delivers sales training sessions

  • Assist in identifying enablement priorities and programs to help further our growth

  • Partner with company-wide subject matter experts and stakeholders to support developing and delivering programs and content related to:

    • New products or product updates

    • Improvement of current GTM processes

    • Role-related skill development

    • Onboarding for specific roles

  • Drive adoption of new skills through coaching, follow-up communications, and measurement.

  • Manage multiple projects in parallel for on-time delivery

  • Conduct field listening exercises and analyses using interviews and surveys to understand how we can continually optimize our programs to better support the GTM teams

  • Deliver effective minimally viable products in the short term that can be iterated on and scaled

Knowledge, Skills, and Abilities:

  • Understanding of the sales mindset and the training and retention concepts

  • Ability to work cross-functionally and collaboratively with stakeholders in GTM departments

  • Ability to learn quickly and work independently in a busy-but-fun environment

  • Ability to pivot quickly when necessary without sacrificing quality

  • Superior communication, writing, presentation building (Google Suite), and detail orientation skills are a must

  • Excellent organizational and program management skills

  • Ability to translate complex information and ideas into intuitive and practical visual explanations

  • Experience clearly communicating and successfully presenting information internally and externally

  • Use and manage Global enablement tech stack with Tooling, Systems, and Marketing Operations.

  • Involvement and participation in sales enablement groups or communities (ideal)

  • Intermittent travel required as needed (20%)

Requisite Education and Experience / Minimum Qualifications:

  • Bachelor’s degree, or equivalent experience

  • Minimum of 2 years of experience in sales enablement, revenue-facing roles, sales training, or sales support, and a demonstrated knowledge of best practices, methodologies, and technologies in each of these areas

The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more!

DataRobot Operating Principles:

  • Wow Our Customers
  • Set High Standards
  • Be Better Than Yesterday
  • Be Rigorous
  • Assume Positive Intent
  • Have the Tough Conversations
  • Be Better Together
  • Debate, Decide, Commit
  • Deliver Results
  • Overcommunicate

Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box. We’d love to have a conversation with you and see if you might be a great fit.

All U.S. DataRobot employees must be fully vaccinated against COVID-19. If there is a medical, religious, or other legally protected reason that prevents you from receiving an available COVID-19 vaccination, and you are selected as a candidate for consideration, we have a process in place to evaluate requests for accommodation.

DataRobot is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster and EEO poster supplement for additional information.

All applicant data submitted is handled in accordance with our Applicant Privacy Policy.