Director of Sales Enablement

The Director of Sales Enablement is responsible for developing and implementing programs that enhance the productivity and effectiveness of our sales team. Reporting to the SVP of Sales, this role focuses on equipping sales professionals with the tools, training, and resources needed to drive revenue growth. The Director will collaborate cross-functionally to design and execute onboarding programs, sales training initiatives, and process improvements that optimize performance. This individual will play a critical role in ensuring the sales team has the most up-to-date strategies, content, and insights to successfully engage with prospects and customers.

This position is hybrid, located in Arlington, VA, and offers a blend of remote work and in-office collaboration. While much of the work can be done from home, candidates should be able to join us on-site as needed to support team collaboration and strategic planning.

MarginEdge: Where hospitality meets technology

As a team built by former (and current!) restaurant operators, our mission is to bring operators the same energy, attention to detail, and passion that they bring to their guests. Our culture is deeply rooted in service, partially because that’s where so many of our team come from (including everyone on our Business Development team), but also because we believe it is just the right way to run a business. We design our software with profound empathy for the complexity of running a restaurant, and the goal of making the magic just a little easier for operators by taking the complex (read: very annoying) back office tasks off their plate, while empowering them with real-time data.

Our founders share a deep history in both owning and operating restaurants and in building successful tech companies. We are venture-backed and serve 10,000 restaurants across the US and Canada.

What type of responsibilities will I have?

• Partner closely with the Sales Leadership team to develop, communicate and drive an integrated enablement annual and quarterly plan
• Collaborate closely with Revenue Operations to ensure the sales team is effectively trained on available sales tools, processes, and any system updates, driving adoption and optimizing efficiency.
• Be a trusted advisor to, and take direction from the SVP / MarginEdge and the Director Sales
• Build credibility and trust with sales leaders
• Manage stakeholders cross-functionally to design and deliver an aligned enablement plan
• Maintain strong understanding of revenue targets and product
• Analyze and interpret key sales metrics, to identify gaps & define the most relevant enablement programs required to improve sales metrics
• Demonstrate thought leadership and expertise in latest enablement and learning trends, tools, programs and technologies
• Achieve high quality standards and customer satisfaction scores on delivered programs
• Participate in regular meetings:
• Weekly sales meeting, owning communication of the “How Do We Sell More?” section
• Weekly Sales Management Meeting
• Weekly One : One with SVP / MarginEdge and Director of Sales
• Bi-Monthly One : One with each Sales Rep - “How can we well more?” This direct line to the “feet on the street” and the people picking up the phones is critical.
• Have a seat at the Product, Marketing and Sales tables for new product or feature development
• Develop, execute, assess and optimize all sales enablement/learning and development programs that drive outcomes
• Develop, archive and maintain up to date sales assets (i.e. scripts and talk tracks, FAQs, Competitive Landscape document) and training materials
• Coordinate all aspects of new Sales Cohorts, on-going learning and new product training programs (i.e. travel, meals, guest speakers, printing/shipping of materials, swag, etc.)
• Deliver and manage a blended learning model to include classroom, webinars, self-paced, and event-based training, leveraging conventional and new learning technologies
• Identify the success metrics of training initiatives, consistently measure and adjust
• Engage and listen to prospects and clients; gathering best practices (i.e. objection handling) in areas; share with the team to improve performance
• Continue self-education around sales enablement technologies and processes, modern sales methodologies and sales training (analysis, instructional design, delivery, implementation, and evaluation) as well as best practices in all areas
• Tie everything back to revenue / increasing sales / “How do we sell more?”. “Sales needs a new process to help them get meetings with x% more people to get x% more meetings, that will results in x% more revenue”

What qualifications or skills are required?

• 5 years of experience in a fast-paced, high-performing sales environment—preferably within SMB sales—focused on Sales Enablement, Learning & Development, and go-to-market best practices.
• Easily moves between tactical and strategic roles
• Demonstrated ability to develop and execute on learning programs that drive outcomes
• Able to build strong working relationships internally and externally
• Fast learner, who is driven by new challenges and experiences
• Strong presentation skills, with the ability to present topics clearly and succinctly
• Able to work successfully in a high-energy, fast paced, rapidly changing environment
• Analytical skill set with ability to work closely with a wide range of stakeholders
• Outstanding executive communication, collaboration and influencing skills at a senior level
• Proven track record of producing and managing enablement events, driving adoption, and measuring the impact of enablement programs at scale

Nice to Haves:

• Strong understanding of the restaurant industry. Restaurant Operations experience is a HUGE plus.

What’s it like to work for MarginEdge?

Imagine the fun of a great restaurant - surrounded by a team of people (including some that you help to manage!) who care about hospitality, care about quality, and care about each other - then subtract the long nights, weekends, drunk customers at the bar...et voila, MarginEdge!

We work hard, we work fast and we fuel our work with a commitment of transparency from leadership, straight talk and trust between teams. We believe that the best people do their best work when they feel empowered - so whether you are remote or in our office (likely eating a catered lunch from our clients in our baller, brand new penthouse HQ in Ballston) you get to work with your manager to call your shot on what works best for you. Did we mention it has a full commercial kitchen and is walking distance (covered walking, that is) from the metro?

Benefits (Shut the Front Door, They are Amazing)

In order to fuel this rocket ship, we need to build a team as passionate about our work and product as we are. We believe that top talent (that’s you!) should feel deeply connected to their work, appreciated for the time they give to building our organization and have the balance necessary to give their best during work hours and all those after-hours too. We do this by offering a suite of kick ass benefits not only to be competitive and catch the eye of super smart people (that’s you again!) but also provide the foundation for a career you love and a life outside of work you love just as much.

• Unlimited Paid Time Off (and we mean it, we encourage your healthy work life balance!)
• Medical, Dental, Vision, and Short/Long-Term Disability Insurance (preventative care for the win)
• Health Savings Account with employer match (dependent upon your medical plan selection)
• Commuter benefits with employer contribution (excluding limos and helos - for now)
• Generous Life Insurance Plan
• Short- and Long-term Disability
• Company-Paid Holidays
• 401(k) and matching
• Stock Options to buy into everything we are doing to support this industry
• 12-week fully Paid Parental Leave
• Lunch catered twice a week at our HQ in Arlington (we exclusively cater from our clients, too!
• A wellness program that sponsors healthy activities such as step challenges and provides discounts to gyms and fitness classes.

Check out our 100% “Recommend to a Friend” rating from anonymous employee reviews on Glassdoor.

Oh, and our recognition in the Washington Post as a top small businesses to work for in 2021, 2022, 2023 and 2024!

And most important, what our customers think about our work on Capterra and G2 Crowd.

Our Fine Print is Bold: We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran, marital, disability status or any other characteristic protected by law. You be you. While we are proudest of our commitment to exceptional culture and creating a truly excellent work environment, we see our benefits as an extension of that belief. Our benefits package is designed to be exceptionally competitive and a reflection of our commitment to a best-in-class workplace for all.