Sales Enablement Manager, Grata
Search engine to find & research private companies
Open for applications
Search engine to find & research private companies
101-200 employees
Open for applications
101-200 employees
Company mission
To unlock the middle market by providing unparalleled information and access to drive the private economy.
Role
Who you are
- 5+ years of experience in sales and sales enablement role, preferably for a SaaS company or subscription based financial research service
- You are an avid learner and thought leader. You have led or contributed to key sales development initiatives providing insight into best practices of our the selling process, value articulation
- You have proven success as a coach and teacher having developed and delivered sales training programs in scaling organizations, lifting win rate
- You have superlative oral and written communication skills combined with the ability to quickly understand and interpret complex subjects for any audience
- You have experience collaborating with product and marketing teams; translating new features and messaging into selling talk tracks
- You excel through organization, exhibiting and creating high standards for timeliness, accountability, responsiveness and follow-up
- You’ve been part of a fast growing team with high velocity sales, short sales cycles and rapidly growing customer base
What the job involves
- Grata is growing quickly and we are looking for our first entrepreneurial Sales Enablement Manager to help drive scalability and repeatability across our sales team
- As a part of our fast-growing sales team, you should be a firm believer in our unique product offering and take a consultative approach to developing the content, processes and tools required to support our expansion
- Partner with Sales leadership, the broader Sales, Marketing, Relationship Management and Product teams to drive the productivity and effectiveness of the sales team
- Responsibilities include content creation and refinement, training and coaching, sales process optimization and enablement technology oversight
- Success will be measured through uplift of win rates, average selling price and sales velocity
- The sales enablement manager will organize and drive effective onboarding processes for new AE’s and BDR’s so they can be successful in their new position as quickly as possible. AE and BDR ramp to full production is a key success factor for the role
- Lead ongoing situational learning programs for both account executives and business development representatives, joining calls and coaching to the use of content, questions and active listening to improve individual AE performance and consistency across the team
- Design workflows and playbooks to enable the sales team within our varied client end markets and use cases
- Create, manage and refine materials for each of the sales team’s interactions, organizing content and data to support our value based discussions. Monitor the effectiveness of our content across our market segment archetypes, personas and sales stages to improve sales performance
- Lead the ongoing review and future selection of our enablement tool set, including sales interaction platforms (Q1), content management and future full feature sales enablement platforms
- Collaborate closely with key stakeholders including Sales, Product, Customer Success, Marketing and Finance, building a team over time to create a best in class enablement capability
- Our Sales Enablement Manager is a key member of the Sales team, contributing to both the existing productivity of the team and the near term scalability of our sales efforts
Our take
Grata offers investors a way of locating and targeting private companies through its B2B search engine. The engine leverages Machine Learning (ML) and Natural Language Processing (NLP) to collect distributed company data, giving potential stakeholders greater insight into middle-market businesses.
It’s remarkable that, despite the middle market making up 99% of all US businesses, it’s long been a very difficult sector to gain any real insight or access to. Now that millions of small and medium enterprises (SMEs) are going online, however, a solution like Grata’s makes it much easier to find key information as investors weigh up their options.
While the likes of SourceScrub, which focuses on the financial services industry, are also making inroads in the B2B search engine niche, the fact that Grata is both industry-non-specific and market-focused could play to its advantage. That being said, it also scales up the challenge for the company’s tech to provide actionable insights for dealmakers.
With plenty of funding at its back, the company is looking to continue to refine its machine-learning capabilities moving forward. It has also been working to expand its customer list, which already includes the likes of Providence Equity, Denali Growth Partner, and One Medical.
Freddie
Company Specialist at Welcome to the Jungle
Insights
9% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Feb 2022
$25m
SERIES A
Apr 2021
$6.3m
SEED
Total funding: $34.5m
Company benefits
- Company-sponsored health, dental, and vision plans
- Flexible Time Off
- 12 weeks of parental leave for all employees
- Stock options for all employees
- 401K plans
- Weekly happy hours
- Monthly lunch and learns
- Hybrid work environment
- Dog-friendly office
- Monthly social events
Company HQ
Midtown Manhattan, New York, NY
Leadership
Andrew Bocskocsky
(Co-Founder & CEO)Before co-founding Grata in 2016, they founded and led Gramercy360, a Technology Consulting, Strategy and Development firm.
Nevin Raj
(Co-Founder & COO)Private Equity, Investment Banking and Business Analyst who, before co-founding Grata, spent periods at investment firms Riverside Partners and Jefferies, as well as McKinsey & Company.
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