Senior Director Sales Enablement, SmartBear
Office located in Somerville, MA
Software testing & monitoring
Be an early applicant
Software testing & monitoring
501-1000 employees
Be an early applicant
Office located in Somerville, MA
501-1000 employees
Company mission
To be the first choice for software development teams of all sizes – giving them tools to immediately impact the delivery of tomorrow’s applications.
Role
Who you are
- 8+ years of experience in sales enablement, sales operations, or a related function within a SaaS or technology company; with 2+ years of experience leading a sales enablement team preferred
- Proven track record of leading and scaling sales enablement programs for midmarket or enterprise-level sales teams
- Strong understanding of sales methodologies (e.g., SPIN, MEDDIC, Challenger) and how to integrate them into a sales organization
- Experience with CRM systems (e.g., Salesforce) and other sales tools (e.g., Outreach, Gong, Highspot)
- Exceptional communication and leadership skills, with the ability to collaborate across multiple departments and influence without direct authority
- Analytical mindset, with experience using data to drive decisions and improve sales effectiveness
- Ability to thrive in a fast-paced, rapidly changing, high-growth environment
- Prior sales or sales management experience preferred
What the job involves
- As the Senior Director of Sales Enablement, you will play a critical role in driving our sales team's success by building, scaling, and optimizing our sales enablement programs
- You will be responsible for creating strategies, programs and resources that empower our sales force to improve efficiency, increase revenue, and maintain a high level of customer engagement
- This position will work closely with Sales, Marketing, Product, and Customer Success teams to align content, training, and tools to the broader business objectives, while directly overseeing a sales enablement team who executes and delivers them
- Develop and Implement Sales Enablement Strategy:
- Design and execute a comprehensive sales enablement strategy that supports the needs of a fast-growing SaaS business, ensuring alignment with revenue and business goals
- Create frameworks for scalable sales training programs, onboarding, and ongoing development that equip sales reps with the knowledge and skills needed to excel
- Partner with sales leadership to design sales methodologies, tools, and processes that enhance sales effectiveness
- Facilitate both onboarding and continuous learning for sales teams, covering key areas such as product knowledge, sales methodologies and deal strategies, and market trends
- Implement data-driven coaching strategies and performance feedback mechanisms
- Collaborate with Product Marketing and other internal teams to create, curate, and manage sales collateral, including case studies, playbooks, pitch decks, and objection-handling scripts
- Ensure that all content is relevant, timely, and tailored to different segments of the sales funnel
- Evaluate and recommend new sales technologies to improve productivity and align tools with sales objectives
- Optimize the use of existing CRM and sales tools to ensure seamless integration into daily workflows
- Partner with Product, Marketing, and Customer Success teams to ensure alignment on messaging, product updates, and market positioning
- Work closely with sales leadership to analyze performance, identify gaps, and implement improvements in sales processes
- Define and track key performance indicators (KPIs) for sales enablement effectiveness, including ramp-up time, quota attainment, and win rates
- Regularly report on program success and make recommendations for continuous improvement to senior leadership
- Stay informed on industry trends, competitor activities and customer needs
Our take
SmartBear delivers a portfolio of trusted tools to give software development teams enhanced visibility into end-to-end quality. It does this through innovative test management and automation, API development lifecycle tools and application stability APM software.
The company’s active peer-to-peer community is trusted by many millions of developers, testers and software engineers at organizations such as Adobe, FedEx, and Microsoft. Te company’s adaptable software features a growing list of integrated tools including SwaggerHub, ReadyAPI, Zephyr, TestComplete, and more.
The company has seen substantial international growth and has offices across the globe. Its partnerships with businesses such as BCT and Lemontree have further fuelled its accelerated international expansion. The company also continues to develop its suite, most recently through the integration of AI - which is supported both by internal development and the acquisition of QMetry.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (1 round)
Mar 2020
$22.1m
GROWTH EQUITY VC
Total funding: $22.1m
Company benefits
- Wellness Reimbursement
- Company Sponsored Events
- Full Medical, Dental & Vision Plans
- 401k Match
- Paid Community Service Day
Company values
- Smart - Yes, it’s in the name, but it’s who we are. We’re looking for a well-furnished minds
- Open - Supporting open source communities is in our DNA, and so are the principles behind it: respectful collaboration, empathy, and the free exchange of feedback
- Driven - It took ambition to get us where we are, and we don’t forget that. We move fast and we need innovative people who want to keep up
- Curious - The desire to learn new things. Asking questions and listening not because you have to, but because you want to
- Accountable - Taking action and being responsible for the success of our customers is paramount
Company HQ
Assembly Square, Somerville, MA
Articles
Leadership
Frank Roe
(CEO)Has been with the company since 2018, serving initially as CRO before becoming CEO in 2020. Is also a Board Member at LastPass, Strategic Board Advisor at Appsurify and was VP of Sales (Cloud Apps) at Oracle.
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