The GTM Enablement Lead is responsible for developing and executing GTM readiness plans, collaborating with sales and marketing teams to enhance the effectiveness of the sales organization, creating training programs, and measuring performance metrics. This role focuses on supporting critical growth initiatives by ensuring the sales team is well-prepared to implement strategies effectively.
Role Description
The GTM Readiness Enablement Manager will play a pivotal role in supporting the sales organization’s critical growth initiatives. This position is responsible for ensuring that the sales team is fully equipped and ready to execute go-to-market (GTM) strategies effectively. The ideal candidate will have a strong background in sales enablement, a deep understanding of GTM processes and strategies full funnel, and the ability to drive cross-functional alignment and readiness.
Please note, Dropbox is currently only authorized to hire candidates from the following provinces: Alberta, British Columbia, Ontario, and Saskatchewan.
Responsibilities
GTM Strategy Implementation:
- Develop and execute global GTM readiness plans that align with overall business investments, annual planning, compensation/quota changes, sales strategy and growth levers.
- Collaborate with sales leadership, GTM Strategy & Growth, Business Intelligence, and Portfolio teams to understand, develop, and optimize enablement programs to support critical growth initiatives.
- Identify key areas of improvement and implement initiatives to enhance sales team effectiveness and efficiency.
- Create certification mechanisms to validate readiness (completion → competency → performance) of the sales team.
- Work cross functionality with Sales, Marketing and Product teams to develop content and training programs to support new products launches across the GTM ecosystem.
Training and Development
- Integrate GTM readiness into core sales training and development programs by role to enhance the skills and knowledge of our sales teams.
- Coordinate with regional delivery specialists to land training materials, in-person hands-on product workshops, sales playbooks, and other resources to support the sales team's success.
- Collaborate with Sales, Marketing and Product teams to develop collateral, presentations, and other materials that support and are optimized for the voice of the field.
Performance Measurement and Analytics
- Define key performance indicators (KPIs) and metrics to assess the effectiveness of GTM Readiness initiatives.
- Utilize data and analytics to track sales performance, identify trends, and provide actionable insights to sales leadership.
- Regularly report on sales enablement activities and outcomes to senior management.
Requirements
- Bachelor's degree in business administration, marketing, or a related field.
- Competency in using data to drive performance outcomes and make informed decisions.
- Proven experience in sales enablement, sales operations, or a similar role, preferably in a global or multinational organization.
- Strong understanding of sales processes, methodologies, and best practices.
- Demonstrated ability to design and deliver effective sales training programs.
- Excellent project management skills, with the ability to prioritize and manage multiple initiatives simultaneously.
- Analytical mindset with the ability to utilize data and metrics to drive decision-making.
- Strong leadership and interpersonal skills to effectively collaborate with cross-functional teams.
- Excellent written and verbal communication skills.
- Proficiency in using sales enablement tools and technologies, CRM systems, and other relevant software.
Preferred Qualifications
- 8-10+ years of experience in sales enablement, with a proven track record of leading successful enablement programs that align with GTM strategies.
- Demonstrated success working cross-functionally, with excellent stakeholder management skills and the ability to build strong relationships across departments.
- Experience working with Channel Partners is a plus.
Compensation
Canada Pay Range
$169,600—$229,400 CAD
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