Sales Lead, Modash

• Experienced building and leading a sales onboarding and/or enablement program from the ground up (not just inheriting one)
• Experienced in B2B SaaS with consultative sales
• Great at absorbing information and writing - you can take something complex and turn it into something clear that anyone on the team can use
• Someone who can coach and give honest, direct feedback - not sugarcoated, but constructive
• Self-sufficient - you solve problems, make decisions, ship, measure, iterate. You don't need to be managed
• Good at researching problems, coming up with solutions, and actually executing on them

Desirable

• Hi! I’m Matthias, and I’m leading Sales at Modash
• I’m looking for a Sales Onboarding & Enablement Lead for the first time
• Below is the context for why we’re hiring, what you’ll own, and things you probably want to know
• Our sales team is ~10 people across the Toronto area and Europe. We want to double output over the next 18 months, which means ramping the current team and hiring a lot more people. Two big gaps led us here:
• Onboarding - We need to take our current process & build it into a system that’s able to turn all newly hired Account Executives into high-performing champions in a short amount of time
• Enablement - We don't currently have anyone owning the creation, quality, and accuracy of the internal resources and training materials that help our entire sales team deliver consistently the best possible customer experiences
• We’ve reached the high growth stage where the only way for us to succeed is to have a dedicated person spending 100% of their time perfecting these systems
• I believe onboarding/enablement goes hand in hand & can be handled together by the right person!
• Scope of the role & example projects:
• The background above covers the broad scope pretty well, but here I'll elaborate a little more on what these initial projects might look like for you
• Example 1: Build and run the onboarding program:
• You'll create an onboarding program that gets new AEs up to speed fast
• That includes:
• Defining structure, curriculum, pacing, and setting weekly expectations
• Creating onboarding materials (docs, call library, exercises, quizzes, role-plays - we trust you to figure out what works best)
• Running the day-to-day: 1:1s, call reviews, shadowing, role-playing, and feedback loops
• Example 2: Define how we measure onboarding success:
• You'll figure out what "on track" actually looks like for a new AE and build a simple system to track it week by week, so nobody's guessing whether things are going well
• What you'll actually be tracking:
• Call quality (are they running good calls? asking the right questions? setting solid next steps?)
• CRM hygiene (are deals tagged, valued, and documented properly?)
• Growth habits (are they prepping for 1:1s? asking for help when stuck? thinking ahead on deals?)
• The point is simple: every new AE should know exactly where they stand, and so should we. No guessing
• Example 3: Build and maintain the sales knowledge base:
• You'll own all of our sales enablement resources:
• Identify gaps and create resources (playbooks, objection handling, best practices, explainers, battle cards)
• Keep everything up to date as our processes and experiments change
• Make sure our AI tools always pull from the latest stuff
• Actually get the team to use it (not just build it and hope for the best)
• Team structure:
• You'll report to me (Matthias) and work closely with marketing and success on enablement projects
• A few more things that may be useful to know about the team:
• Our AEs are split across North America & Europe. 70% of the AEs are in NA. For this reason, we are looking to hire you to Toronto area, Canada as well
• We are fully inbound driven - Marketing is responsible for delivering 100% of our call-bookings. This means our AEs spend all their time on calls and giving customers the best experience possible
• Today we primarily focus on selling influencer marketing software to consumer brands (i.e Stanley 1913, Victoria’s Secret, NordVPN etc…)
• Sales cycles can be anything from 0 to 6 weeks or 2 to 6 months based on the complexity & size of the deal. (I.e closing a small Shopify Store vs closing large enterprise deals)
• We have on the team fully dedicated to Sales Operations who can help with anything technical or data related
• The team uses Hubspot, Notion & Avoma to manage deals, plus some custom internal tools