Sales Enablement Manager

Location: Austin, Texas, preferred (remote considered) 

Overview:  

SailPoint is seeking a highly motivated, innovative, and results-oriented Sales Enablement Manager to join our dynamic global Sales Enablement team within the rapidly evolving identity security market. This is a pivotal role focused on driving behavioral change within our sales organization and broader deal teams, enabling them to consistently execute complex sales cycles and achieve ambitious targets. 

About this Role: 

As a Sales Enablement Manager, you will be instrumental in advancing our enablement maturity curve by designing and implementing systematic and programmatic initiatives that empower our teams with the knowledge, skills, and tools they need to succeed. You will be adept at engaging with stakeholders at all levels, from executive leadership to individual contributors, articulating the value of enablement to intrinsically motivate participation and drive desired outcomes. 

This role requires a deep understanding of complex sales cycles, the nuances of multi-threaded selling to strategic champions, and the importance of a "high and wide" approach within enterprise organizations. You will be a process-oriented individual with a strong grasp of the technology landscape required for effective sales training and enablement.  

Collaboration is key, as you will work closely with a talented team of global sales enablers, supporting both strategic and enterprise sales segments, and understanding the critical role of the entire deal team – from DSRs to CSMs – in delivering exceptional customer experiences and achieving company goals. Crucially, we are looking for someone who is inherently savvy and consistently seeks out opportunities to drive efficiency within enablement. This necessitates thinking outside the box, strategically leveraging AI-powered tools and methodologies, and operating as a massive team player. The ability to effectively read people and understand their individual needs, underpinned by exceptional emotional intelligence, is considered a core differentiator for success in this role. 

Key Responsibilities: 

• Advance Enablement Maturity: Design and implement innovative and scalable enablement programs that strategically move the organization to the next level of enablement effectiveness, focusing on measurable behavioral changes. 

• Programmatic Excellence: Develop and execute systematic and programmatic enablement initiatives aligned with sales priorities, operational excellence best practices, product launches, and market trends within the identity security space. 

• Stakeholder Engagement: Effectively communicate and collaborate with high-level stakeholders (Sales Leadership, Product Marketing, etc.) and individual contributors to understand needs, gain buy-in, and drive program adoption. 

• Value-Driven Motivation: Clearly articulate the value proposition of enablement initiatives to intrinsically motivate sales professionals and deal team members to actively engage in learning and development. 

• Behavioral Change Focus: Design learning experiences and resources that are proven to drive tangible changes in sales behaviors and improve key performance indicators. 

• Tailored and Scalable Solutions: Identify opportunities for both hyper-personalized one-to-one coaching and scalable programmatic solutions to address diverse learning needs. 

• Complex Sales Expertise: Demonstrate a strong understanding of complex sales cycles, multi-threaded selling strategies, and the importance of engaging strategic champions within target organizations. 

• "High and Wide" Approach: Develop enablement strategies that support a comprehensive understanding of customer organizations and facilitate broad engagement across relevant stakeholders. 

• Enablement Efficiency: Proactively identify and implement strategies to enhance the efficiency of enablement processes and programs, including the exploration and adoption of AI-powered solutions. 

• AI Leverage: Explore, evaluate, and strategically implement AI tools and technologies to optimize content creation, personalize learning experiences, automate administrative tasks, and enhance overall enablement effectiveness. 

• Team Player Mentality: Collaborate effectively and proactively with the global enablement team, sharing best practices, contributing to team goals, and fostering a supportive and high-performing environment. 

• Emotional Intelligence: Utilize exceptional emotional intelligence to understand individual learning styles, motivations, and challenges, tailoring enablement approaches for maximum impact and building strong rapport with stakeholders. 

• Enablement Technology Proficiency: Leverage and optimize various sales enablement tools and technologies (e.g., LMS, sales content platforms, CRM integrations, communication tools) to deliver effective and engaging learning experiences. 

• Process Optimization: Contribute to the development and refinement of enablement processes to ensure efficiency, consistency, and scalability across all programs. 

• Global Collaboration: Work closely and collaboratively with a global team of sales enablement professionals to ensure consistent and impactful support for strategic and enterprise sales teams. 

• Holistic Customer Experience: Understand the interconnectedness of the entire customer journey and ensure enablement programs contribute to a positive and value-driven experience from initial contact through post-sales success. 

• Performance Measurement: Define and track key metrics to measure the effectiveness of enablement programs and demonstrate their impact on sales performance and behavioral change. 

Qualifications: 

• Bachelor’s degree in Business Administration, Sales, Marketing, Education, or a related field. 

• Minimum of 3-5 years of experience in sales enablement, sales training, or a related role within a B2B technology environment, preferably within the identity security space. 

• Proven experience in designing, developing, and implementing impactful sales enablement programs that drive measurable results and behavioral change. 

• Deep understanding of sales methodologies, complex sales processes, and the dynamics of collaborative deal teams. 

• Demonstrated ability to effectively communicate and present to audiences of all levels, from individual contributors to executive leadership. 

• Strong understanding of adult learning principles and instructional design methodologies. 

• Demonstrated savviness and a proactive approach to identifying and implementing efficiency-driving strategies within enablement. 

• Experience exploring and leveraging AI tools and technologies to enhance enablement effectiveness. 

• Exceptional team player with a proven ability to collaborate effectively within a global team. 

• Incredible emotional intelligence with a strong ability to read people, understand their motivations, and tailor approaches accordingly. 

• Proficiency in utilizing various sales enablement technologies and platforms. 

• Excellent project management, organizational, and time management skills. 

• Strong analytical skills and the ability to interpret data to drive program improvements. 

• Exceptional collaboration and interpersonal skills, with the ability to build strong working relationships across cross-functional teams. 

• A proactive, innovative, and results-oriented mindset with a passion for enabling sales success. 

 Experience working within a global sales organization is a plus. 

 Familiarity with the identity security landscape and its key concepts is highly desirable.