销售赋能总监
Director, Sales Enablement
在 Sanity.io http://Sanity.io，我们正在打造AI驱动的内容运营的未来。我们的AI内容操作系统让团队能够按照业务需求建模、创建和自动化内容，加速数字化发展并提升内容运营效率。SKIMS、Figma、Riot Games、Anthropic、COMPLEX、Nordstrom和Morningbrew等公司正在使用 Sanity 来驱动和自动化他们的内容运营。
Sanity 正在扩大销售团队，赋能是让我们新销售更快上手并让现有销售变得更优秀的方式。作为销售赋能经理，你将全面负责该职能：入职与培训、持续技能提升、我们使用的销售方法论，以及衡量这些是否有效的指标。你将采用以AI为核心的理念，构建和维护现代化的赋能体系。这是一个具有战略意义的领导职位，同时有实际操作的职责。你将制定赋能策略，建立背后的计划和运营模式，并紧密关注工作，确保所构建的内容能转化为销售业绩。随着该职能的不断扩展，你将建立必要的能力与资源，以有效在组织内提供赋能。
你将负责以下工作：
- 构建以AI为核心的赋能策略
- Sanity 赋能项目基于 Sanity。你将成为利用 Sanity AI 能力来维护和构建世界级赋能系统的专家。
- 利用AI和自动化，你将构建实时上下文感知的智能体，在销售流程中直接为销售代表提供精准的买家内容、异议处理脚本和竞争洞察。
- 分析销售团队需要加强的能力，识别优先级最高的差距。
- 利用绩效数据并与销售领导合作，确定赋能可以产生最大影响的领域，并将其转化为季度赋能路线图。
- 全面负责入职与培训
- 全面负责新员工的入职与培训策略，从第一天到第一个销售线索和第一笔成交订单。
- 设计基于里程碑的培训计划，包含明确的认证标准和销售准备度的衡量指标。
- 构建并扩展持续赋能
- 建立自动化、可扩展的赋能方式，逐步减少对现场、由总监主导的交付的依赖。
- 负责强化训练、认证和更新，包括
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At Sanity.io http://Sanity.io, we’re building the future of AI-powered Content Operations. Our AI Content Operating System gives teams the freedom to model, create, and automate content the way their business works, accelerating digital development and supercharging content operations efficiency. Companies like SKIMS, Figma, Riot Games, Anthropic, COMPLEX, Nordstrom, and Morningbrew are using Sanity to power and automate their content operations.
Sanity is scaling its Sales team, and enablement is how we get new sellers productive faster and make the sellers we already have better. As Director, Sales Enablement, you'll own the function end to end: onboarding and ramp, ongoing skills development, the methodology we sell with, and the measurement that shows whether any of it worked. You will take an AI-first mindset to build and maintain a modern Enablement system. This is a strategic leadership role with a hands-on mandate. You’ll set the enablement strategy, build the programs and operating model behind it, and stay close to the work to ensure what we build translates into seller performance. As the function continues to scale, you’ll build the capabilities and capacity needed to deliver enablement effectively across the organization.
WHAT YOU WOULD DO:
- Build an AI-first enablement strategy
- The Sanity Enablement program is built on Sanity. You will become an expert in leveraging Sanity AI capabilities to maintain and build a world class enablement system.
- Using AI and automation, you will build real time context aware Agents that deliver exact buyer content, objection-handling scripts, and competitive insights reps need directly inside their workflow.
- Diagnose the capabilities the Sales organization needs to strengthen and identify the highest-priority gaps.
- Use performance data and partnership with Sales leadership to determine where enablement can have the greatest impact and translate into a quarterly enablement roadmap.
- Own onboarding and ramp
- Own the new hire onboarding and ramp strategy end to end, from day one through the first pipeline and first closed deal.
- Design milestone-based ramp plans with clear certification criteria and measures of seller readiness.
- Build and scale ongoing enablement
- Build an automated, scalable approach to all enablement that reduces reliance on live, Director-led delivery over time.
- Own reinforcement, certification and refresh, including product launches, pricing changes and process rollouts.
- Own the playbooks, battlecards and talk tracks sellers actually use, built for a technical buyer.
- Partner with Product Marketing and Product so what we teach matches current messaging and where the product is going.
- Own the sales methodology
- Own adoption of and adherence of MEDDPICC and our qualification framework.
- Own the process work that makes selling repeatable, including stage definitions, deal inspection and win/loss.
- Enable managers, not just sellers
- Build the coaching guides, call review frameworks and manager toolkits that let front line leaders reinforce skills day to day.
- Make coaching a habit across the sales org rather than an event.
- Prove it works
- Define the metrics enablement is accountable for, including ramp time, win rate, quota attainment and pipeline generated, and build the reporting behind them with RevOps.
- Make seller ramp time a primary measure of enablement effectiveness, alongside broader seller performance outcomes.
- Lead the team
- Lead a small team covering instructional design, outbound enablement and technical enablement.
- Develop the team and create clear ownership and accountability across enablement programs and priorities.
ABOUT YOU:
- Based in: [OPEN - North America / Europe]
- 8+ years in sales or revenue enablement at a B2B SaaS company, including 3+ years leading an enablement team.
- Direct experience with building AI workflows and Agents to automate and eliminate manual work with demonstrated efficiency results.
- Direct experience with Gong and to gain deep insights into opportunities. Use AI workflows based on Gong data.
- You've built an enablement function, not only run programs inside one
- A strong facilitator with real presence. You can run a bootcamp, a skills workshop and a deal review, and have sellers take you seriously
- Fluency in a qualification framework such as MEDDPICC and Command of the Message, and a view on when methodology helps and when it gets in the way
- Comfortable in the performance data, and able to tie a program to a number rather than to attendance
- Hands-on with the enablement stack: LMS, content management, conversation intelligence such as Gong, and Salesforce
- You've partnered with Sales leadership as a peer and pushed back when the diagnosis said something different from the request
- A track record of improving ramp time, win rate and quota attainment
- Bonus: experience enabling teams that sell to developer or technical buyers, and prior quota-carrying experience
WHAT WE CAN OFFER:
- A highly-skilled, inspiring, and supportive team
- Positive, flexible, and trust-based work environment that encourages long-term professional and personal growth
- A global, multi-culturally diverse group of colleagues and customers
- Comprehensive health plans and perks
- A healthy work-life balance that accommodates individual and family needs
- Competitive stock options program and location-based salary
WHO WE ARE:
Sanity.io http://Sanity.io is a modern, flexible content operating system that replaces rigid legacy content management systems. One of our big differentiators is treating content as data so that it can be stored in a single source of truth, but seamlessly adapted and personalized for any channel without extra effort. Forward-thinking companies choose Sanity because they can create tailored content authoring experiences, customized workflows, and content models that reflect their business.
Sanity recently raised an $85m Series C led by GP Bullhound and is also backed by leading investors like ICONIQ Growth, Threshold Ventures, Heavybit and Shopify, as well as founders of companies like Vercel, WPEngine, Twitter, Mux, Netlify and Heroku. This funding round has put Sanity in a strong position for accelerated growth in the coming years.
You can only build a great company with a great culture. Sanity is a 200+ person company with highly committed and ambitious people. We are pioneers, we exist for our customers, we are hel ved, and we love type two fun! Read more about our values here! https://www.sanity.io/blog/our-sanity-values
Sanity.io http://Sanity.io pledges to be an organization that reflects the globally diverse audience that our product serves. We believe that in addition to hiring the best talent, a diversity of perspectives, ideas, and cultures leads to the creation of better products and services. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, or gender identity.