Senior Sales Enablement Manager, Public Sector

Dataminr
Washington DC
30+ days ago
Dataminr
Dataminr
dataminr.com

Job Description

-COVID-19 Hiring Update-

As the health and safety of our candidates and our employees come first, we're excited to provide virtual experiences for interviews and new hire on-boarding.

Who we are:

Dataminr puts real-time AI and public data to work for our clients, generating relevant and actionable alerts for global corporations, public sector agencies, newsrooms, and NGOs. Our leading AI platform detects the earliest signals of high-impact events and emerging risks from vast amounts of publicly available information. Our real-time alerts enable tens of thousands of users at hundreds of public and private sector organizations to learn first of breaking events around the world, develop effective risk mitigation strategies, and respond with confidence as crises unfold.

Dataminr is making its mark for growth and innovation, recently earning recognition on the Deloitte Technology Fast 500, Forbes AI 50 and Forbes Cloud 100 lists. We also earned accolades for 'Most Innovative Use of AI' from the 2020 AI & Machine Learning Awards.

Join our team and help the world manage risk in real time. You'll work with 600+ talented people across seven offices, united by our passion to collaborate, make a difference, and have fun while doing it!

Who you are:

Reporting to the Sr Director of Sales and Customer Success Enablement, the Senior Sales Enablement Manager, Public Sector will lead all aspects of field enablement for Dataminr Public Sector sales roles globally, including onboarding, ongoing education, product training, sales process, sales skills and other curriculums across the Public Sector organization. The Sales Enablement Manager will deliver personalized curricula to sales teams, will work with sales and product leadership to evaluate team members on knowledge of product, services, and ability to deliver information and value. Must be forward thinking, a strategic planner, and have a passion for training and enablement.

This is a new role in the Sales Operation and Enablement Organization. You will be able to shape the role, influence others and apply your knowledge, experience and best practices to drive sales enablement programs for the Public Sector team and Dataminr's First Alert product.

Responsibilities

  • Drive and enhance the existing process of enablement and learning within the Public Sector Line of Business to increase sales productivity and support transformation of the sales organization.
  • Adapt New Hire Onboarding to the enablement needs and legal requirement of the Public Sector.
  • Be knowledgeable about Public Sector buyer personas, understand how they buy and their buying criteria and transfer that knowledge to sales enablement initiatives.
  • Analyze performance and skill set of sales teams with sales leadership to determine needs for additional training and growth.
  • Manage continuing education development of sales teams (Sales Development, Account Executives and Account Managers) ; support initiatives for Customer Success teams.
  • Work with cross functional leadership - product management, marketing, sales operations and sales enablement colleagues to design, develop, deliver and maintain blended curriculums on product positioning, product direction, product messaging strategies, sales tools, sales plays and plans that optimize technical knowledge.
  • Assist with First Alert product education around new features, functionality, and enhancements surrounding product launches to incorporate marketing strategy into enablement curriculum.
  • Contribute to educational aspect and content preparation around key sales enablement initiatives: sales certification, Sales Kickoff, Demos, and other training interventions as needed.
  • Assist in the development of the master plan and calendar for sales enablement activities throughout the year.
  • Measure and report on business impact of enablement programs.
  • As an individual contributor, be an integral member of the sales enablement team.
  • Collaborate in the design, development and deployment of Global Sales Enablement initiatives targeting all of Dataminr customer-facing roles and Line of Businesses.

Desired Skills and Experience:

  • 7+ years of combined sales enablement, direct sales, and/or project management experience at a SaaS or tech company.
  • US and International Public Sector Expertise of selling and/or developing enablement solutions and programs in a fast moving environment is a must.
  • Track record of developing sales training programs, processes, and methodology that are unique to the multiple Public Sector needs and requirements (Federal, Civilian, State & Local and International).
  • Proven experience in designing and delivering blended-learning sales enablement programs, as well as familiarity with key sales skills: value selling, sales process, leadership development, sales coaching, sales negotiations, presentation skills.
  • Sound understanding of all stages of the sales process, from lead generation, deal maturation and post sales phases.
  • Ability to establish strong relationships with leadership teams.
  • Understanding of Sales Methodologies (Miller Heiman, Challenger, etc.)
  • Experience with Sales Productivity tools: Salesforce, Clari, LinkedIn Sales Navigator, SaleLoft or similar
  • Fully proficient in LMS (WorkRamp or similar) and content authoring tools.
  • Strong organizational skills and attention to detail; comfortable managing competing priorities and working under tight deadlines and under pressure.
  • The capability to balance between thinking strategically and tactically with innate ability to execute projects.
  • Excellent communication skills and experience writing, editing, and presenting to multiple levels of an organization.
  • Previous experience in SaaS sales in a quota carrying role and the ability to understand the challenges that the sales teams encounter daily is a bonus.
  • Experience working in an environment with regulations around confidentiality, privacy and security of protected data is a plus.
  • Bachelor's degree or equivalent required.

Why you should work here:

  • We recognize and reward hard work with:
    • company paid benefits for employees and their dependents, including medical, dental, vision, disability and life insurance
    • 401(k) savings plan with company matching
    • flexible spending account for out-of-pocket medical, transit, parking and dependent care expenses
  • We want you to be your best, authentic self by supporting you with:
    • a diverse, driven, and passionate team of coworkers who want you to succeed
    • individual learning and development fund and professional training
    • generous paid time off; including sick leave and 100% company paid parental leave
    • remote working friendly perks such as expanded telehealth options for mental and physical well being, virtual yoga, meditation and health and fitness app reimbursements

…and this is just to name a few!

Dataminr is an equal opportunity and affirmative action employer. Individuals seeking employment at Dataminr are considered without regards to race, sex, color, creed, religion, national origin, age, disability, genetics, marital status, pregnancy, unemployment status, sexual orientation, citizenship status or veteran status.

#LI-DNP

Source

https://www.indeed.com/jobs

Not sure if you qualify?

Uvaro is here to help you land great jobs like this one.

Upgrade your skills

Other Jobs

Uvaro

We’re on a mission to help the world’s professionals lead more fulfilling careers - from their first job to their last. At Uvaro, we’ve created a better way to help everyday people launch and grow successful and rewarding careers in tech. We’re growing quickly, and we’re looking for an Admissions Consultant to help us realize our vision. That’s where you come in! If you are looking to work in a fast-paced, highly collaborative environment that delivers life-changing impact every day, then we should talk. The Admissions Consultant is responsible for helping qualified applicants take ownership of their careers b y enrolling in Uvaro. This dynamic position requires the ability to run a best-in-class customer-centric sales cycle. If you are a dedicated problem-solver and are ready to make a huge impact in a growing company, we would love to hear from you! The successful candidate is: * Impact driven and motivated by helping others * An active and empathetic listener * A conversationalist with highly developed interpersonal skills * Effective at problem solving and solution selling * Excellent at motivating others * Highly adaptable * Proactive, self-motivated, and takes initiative * Self-disciplined  and works autonomously  * Performance-driven * A collaborative worker and team player In this role you’ll:  * Manage inbound leads process, and use tech stack (HubSpot, SalesLoft, Gong) to execute outbound calls/emails to program candidates * Understand Uvaro’s offerings and effectively map applicant needs and goals to our solutions * Nurture program candidates through a combination of rapid-response to inbound applications and reaching out through email, LinkedIn, and other platforms * Host regular information sessions with program candidates * Assess candidate qualifications using automated and manual tools, and by conducting phone and video interviews * Enroll qualified candidates into the Uvaro program by preparing enrollment packages, answering questions, assisting them with our ISA program manager, and ensuring all paperwork is completed in a timely manner prior to the program start date * Enter, update, and maintain daily activity and prospect information into Hubspot * Achieve and exceed monthly quotas and objectives * Work closely with sales and marketing team members to achieve company goals * Follow up on campaigns and provide detailed feedback on the success of each campaign * Ensure that all new leads are processed within agreed upon SLAs * Schedule meetings between program candidates and members of our other teams, such as Customer Excellence In the first six months you’ll: * Be fully integrated with our company * Be working independently * Be ramped on our tech stack, internal tools, and processes * Be running info sessions for potential candidates independently * Have already seen some of your program candidates graduate the program * Begin ramping on new tools as we upgrade our systems What we’re looking for: Don’t worry if you don’t have all the qualifications listed below - we are particularly interested in someone who adapts quickly to change and learns quickly, so if you don’t meet some of the criteria below but think you’re up for the challenge, please still reach out - we’d love to talk to you! * 1+ years of successful sales development experienced experience in B2B software or B2C services is a plus * Demonstrated strong written and verbal English communication skills  * Ability to work occasional evenings or weekends * Demonstrated success of achieving monthly goal attainment * Experience handling a sales pipeline in a CRM system (Salesforce, Hubspot) * Proven history of being adaptable and having a growth mindset What We’re Offering * Competitive compensation, health benefits, and equity * Flex work schedule and unlimited vacation policy * A remote-first work environment, and the opportunity to work with a close-knit, international team * The opportunity to get in early at a promising startup in the emerging field of tech-enabled education * A dedicated team with a values-driven culture, with a proven history of investing in individual growth and career development. * An unprecedented opportunity to grow your network by placing employees at virtually every high-growth tech company in North America If this opportunity excites you, and you believe you’re the right fit, we want to hear from you! At Uvaro, we understand the value of having a diverse and inclusive team. That’s why we believe in providing equal opportunity regardless of race, national or ethnic origin, colour, religion, age, sex, sexual orientation, gender identity or expression, marital status, family status, genetic characteristics, disability, and conviction. Please let us know if you require accommodation during the recruitment process.

 
Remote, or Waterl… / Remote
Uvaro

Do you feel inspired to identify and develop the next generation of diverse, talented sales professionals? Want to directly impact the growth of the SaaS industry at the same time? We’re on a mission to help the world’s professionals lead more fulfilling careers - from their first job to their last. At Uvaro, we’ve created a better way to help everyday people launch and grow successful and rewarding careers in tech. We’re growing quickly, and we’re looking for an experienced Sales Manager to help us realize our vision by leading our Admissions team. We are looking for a dedicated team lead to coach our sales team, ensure the team's targets are met, and work closely with the executive team. To be successful as a team lead, you should have excellent sales and mentorship skills, as well as exceptional organizational skills. If you are goal-driven, thrive in a fast-paced environment, and are ready to make a huge impact in a growing company, we would love to hear from you! In this role you’ll:  * Become a mentor to the sales team — nurture relationships with each representative in order to help them achieve their goals; provide proactive feedback and ongoing coaching to improve attainment * Lead by example — host regular information sessions with prospective students, manage inbound leads, and use sales engagement tools to execute a development cadence to potential students. * Work closely with other teams — pull reports and analyze data for your team and for management; collaborate with the marketing team to execute go-to-market campaigns; partner with the instruction team to ensure we’re signing up and onboarding potential students in a way that maximizes their chances of success. * Collaborate with senior management — jointly define sales and activity goals on a monthly, quarterly, and annual basis; refine and execute go-to-market strategies * Recruit and train new sales staff, assign specific tasks to members of the sales team, and monitor the team's sales performance. * Maintain data integrity — ensure you and your team enters, updates, and maintains daily activity and prospect information in our CRM and Sales Engagement platforms. * Achieve and exceed monthly quotas and objectives — achieve your own targets,  motivate the sales team, and create an atmosphere of shared success and healthy competition among the staff In this first 6 months you’ll: * Work closely with the leadership team to master the language we use to tell the Uvaro story * Master how to lead productive weekly sales kick-offs and close-outs * Leverage a best-in-class sales stack (including HubSpot, Gong, Kiite, SalesLoft, Vidyard, PandaDoc, Zoom and more) to reach out to your prospects * Help a high-performing team of sales professionals level-up their own sales acumen * Learn how to speak fluently about technology and education in your sales process What we’re looking for: Don’t worry if you don’t have all the qualifications listed below - we are particularly interested in someone who learns quickly, so if you don’t meet some of the criteria below but think you’re up for the challenge, please still reach out - we’d love to talk to you! * Experience successfully leading teams of sales or sales development professionals in technology or education businesses. * Someone with an insatiable curiosity, and the desire to dig into the data, processes, and systems we use to drive success. * Someone with a high EQ and history of demonstrating sound judgement, who is excellent at both motivating candidates to see the benefits Uvaro will bring to their careers, and at identifying potential barriers to candidates’ success in the Uvaro program * A strong sense of adaptability as things change quickly and you’ll need to keep up! * Someone who believes in the positive work Uvaro does to eliminate barriers in the tech industry and empower remarkable students * An enthusiastic team player, with a  desire to take initiative and work autonomously knowing you have the full support of the team * Experience working in a high-velocity sales environment using a CRM  (Salesforce, Hubspot, etc.) and a Sales Engagement platform (Outreach, SalesLoft, etc) * Excellent interpersonal skills and experience dealing directly with individual customers * Exceptional organizational and time management skills * Superb communication skills with ability to uncover underlying concerns or fears * Detail and results-oriented who works well under pressure What We’re Offering * Competitive compensation, health benefits, and equity * Flex work schedule and unlimited vacation policy * A remote-first work environment, and the opportunity to work with a close-knit, international team * The opportunity to get in early at a promising startup in the emerging field of tech-enabled education * A dedicated team with a values-driven culture, with a proven history of investing in individual growth and career development. * An unprecedented opportunity to grow your network by placing employees at virtually every high-growth tech company in North America If this opportunity excites you, and you believe you’re the right fit, we want to hear from you! At Uvaro, we understand the value of having a diverse and inclusive team. That’s why we believe in providing equal opportunity regardless of race, national or ethnic origin, colour, religion, age, sex, sexual orientation, gender identity or expression, marital status, family status, genetic characteristics, disability, and conviction. Please let us know if you require accommodation during the recruitment process.

 
Remote, or Waterl… / Remote
Uvaro

Sales Instructor We’re on a mission to help the world’s professionals lead more fulfilling careers - from their first job to their last. At Uvaro, we’ve created a better way to help everyday people launch and grow successful and rewarding careers in tech. We’re growing quickly, and we’re looking for an experienced instructor to help us realize our vision. That’s where you come in! If you are looking to work in a fast-paced, highly collaborative environment focused on the leading edge of education and technology, then we should talk. Course Instructors deliver Tech Sales programming in online, one-to-many, live, classroom settings, to customers around the world. They work closely with Career Instructors and across the Uvaro team and network to provide holistic industry skills development and career support. Through program delivery, guest instructor coordination, live role-playing, personal brand amplification, and live sales coaching, Course Instructors help customers stand out as Top Talent in the highly competitive Tech Sales industry. Course Instructors work collaboratively on Uvaro’s Customer Excellence team to set up our customers for success through the 12 week tech sales course, and then launch careers and play active roles as part of Uvaro’s Graduate community. Course Instructors work with customers in group and, from time-to-time, individual settings, to discuss career goals and will collaborate with Career Instructors to assist with coaching on hiring techniques based on industry experience. If you are a creative problem-solver, who thrives in a fast-paced environment, and are ready to make a huge impact in a growing company, we would love to hear from you! Don’t worry if you don’t have all the qualifications listed below - we are particularly interested in someone who adapts quickly to change and learns quickly. If you don’t meet some of the criteria below but think you’re up for the challenge, please still reach out - we’d love to talk to you!    In this role you will: *  Present course material live, in-class, 5 days/week, and facilitate group discussions to help develop understanding of material *  Review and adapt course material prior to class, and fold in new lessons to meet the unique needs of Uvaro’s customer cohorts * Homework management (deliver instruction for course assignments, collect course assignments, track submissions, evaluate submissions, and provide feedback in a timely manner) * Manage customer expectations and maintain record of  customer activity as it relates to course requirements and class performance in CRM tool(s). * Manage customer performance and address performance challenges proactively for customers who are not meeting Uvaro’s standards for program engagement * Leverage Uvaro’s, and your own network to coordinate Guest Speakers/Instructors in class as industry experts, to speak to novel concepts, and to address identified knowledge gaps in customer population *  Amplify customers’ success at every opportunity by supporting their personal brand development and growth efforts on online platforms and in online communities * While delivering the program, meet regularly with the Customer Excellence team to evaluate and adapt to customer needs * Engage in regular communication with customers (via Slack, email, Zoom, phone) outside of set class time to provide best-in-class customer support * Act as a key contributor to Slack community and Uvaro Graduate Network * Engage with network at industry and community events to build personal and Uvaro brand   What we are looking for: * Recent experience working as a B2B SaaS Sales Professional is required (3+ years preferred) *  Professional history as an adult learning instructor or teacher is an asset (2+ years preferred) * A history of conducting group presentations and facilitating group discussion in remote and online environments * Passionate about the Sales Industry * Exceptionally team-oriented *  Enthusiastic, has endurance, is consistently an energy giver in group settings *  An articulate and clear communicator * A strong group facilitator and presenter *  A compassionate and empathetic teacher, with knowledge of and/or experienced in adult learning theory and instruction *  Driven to help others develop new skills and transform their lives as a result *  Highly adaptable and resilient working in a highly variable environment *  Professional with an eye for detail and quality (communication consistency, presentation material) * A relationship builder whose network never seems to stop growing * Competent at helping others set goals * Capable of holding people accountable to their commitments and having expectation-levelling and class performance-related conversations * Self-disciplined, positive, and maintains a growth mindset *  Highly organized and punctual * Technically adept with standard business tools (ex. CRM, Slack, video communication tools, GSuite, Microsoft Office) * Experience coaching other professionals in a formal capacity is a bonus * Remote work experience is a bonus *  Start-up experience is a bonus *  Technical competence with business tools (CRM, GSuite, Slack, MicrosoftOffice, video communication tools) What We’re Offering: * A remote-first work environment, and the opportunity to work with a close-knit, international team * The opportunity to get in early at a promising start-up in the emerging field of tech-enabled education * A dedicated team with a values-driven culture, with a proven history of investing in individual growth and career development. *  An unprecedented opportunity to grow your network by placing employees at virtually every high-growth tech company in North America If this opportunity excites you, and you believe you’re the right fit, we want to hear from you! At Uvaro, we understand the value of having a diverse and inclusive team. That’s why we believe in providing equal opportunity regardless of race, national or ethnic origin, colour, religion, age, sex, sexual orientation, gender identity or expression, marital status, family status, genetic characteristics, disability, and conviction. Please let us know if you require accommodation during the recruitment process.

 
Remote, or Waterl… / Remote