What are the responsibilities and job description for the Senior Sales Enablement Business Partner position at Motive?
About the Role:
Motive’s Enablement Team plays a critical role in the strategic implementation of key business initiatives. Every team member has a crucial part in helping us fulfill our mission: To ensure that new and existing frontline team members are equipped with the information, skills and behaviors they need to win in their roles.
The Enablement Business Partner for Expansion Sales will be accountable for enablement initiatives for our Account Executives across our Expansion Sales team. You will monitor/analyze rep performance, diagnose root causes, and manage the execution of training to address performance gaps. You will work with our Instructional Design, Content and Onboarding Teams, supplementing and guiding their efforts as needed to ensure OKRs are achieved and the performance of reps in your segment are meeting or exceeding expectations.
Success criteria for this role includes but is not limited to rep performance improvement (based on before/after evaluations), ramp time evaluations (for onboarding), and stakeholder/trainee satisfaction surveys.
What You'll Do:
- Build and nurture strong relationships with Expansion AEs to ensure training content, methodologies and materials exceed their needs
- Source and continually monitor multiple sources of performance data (existing dashboards, interviews, focus groups, team meetings, etc.) to skillfully identify performance gaps
- Lead launch of initiatives across the Expansion segment including methodologies (i.e BANT), Products, Processes, etc.
- Create training calendar, roadmap, and competency maps for all roles supported and tactfully manage competing priorities to ensure all stakeholder needs are met
- Design optimal learning experiences, using sound adult learning theory and strong learning objectives while catering to various learning styles
- Be a thought leader with stakeholders (all levels, reps through managers) on Sales best practices and with Enablement on L&D and/or Instructional Design
- Co-Design, build out and evaluate onboarding program for new Expansion AEs
- Define Metrics: For Onboarding, establish ramp-up metrics & benchmarks, for Ongoing, define metrics we will use to measure impact (before/after comparisons or Correlation of attainment)
- Coach managers to optimize their team’s performance
What We're Looking For:
- 2 years of progressive responsibility in Enablement, L&D or Training roles in a high growth, B2B, SaaS organization
- Progressive experience in Expansion or upper-mid-market SaaS sales (including some management)
- Excellent communicator, presenter, facilitator, coach and influencer
- Verifiably successful experience in Sales or Business Development
- Strong Analytical skills, ability to pull reporting and visualize data
- Demonstrated ability to lead through ambiguity and actively build solutions for gaps that are slowing or blocking our ability to achieve results
- Expert ability to build relationships, influence, and promote a work environment focused on team development and constant coaching
- Expertise in ADDIE, Kirkpatrick’s evaluation model, Maslow’s hierarchy of needs, Bloom’s Taxonomy, and other adult learning theory
