Director, GTM Sales & Customer Success Enablement

Why we have this role:

ID.me is looking for a Customer Success and Sales enablement leader who has experience building out Enablement organizations in fast-growing SaaS companies. This leader will own the strategy, and execution for all go-to-market enablement programs. This role is essential to driving success metrics like revenue generation, customer retention, accurate forecasting, pipeline conversion and velocity, quota attainment, time to new-hire productivity, and Sales and Customer Success employee engagement.

Things this leader will do:

• Hire, manage, and coach world-class Sales and Customer Success enablement teams.
• Design, develop, and implement a robust and scalable sales and customer success enablement strategy, including, but not limited to: skills frameworks, onboarding plans, ongoing enablement and training programs, sales methodology training,, and high-level product enablement..
• Map the sales and customer success process with our customer’s buying journey to understand and enhance the skills, knowledge, process, and tools required by our teams to increase velocity and conversion rates at each stage in those processes.
• Develop, deploy, and manage the organization’s sales and customer success certification program including needs analysis, performance tracking, manager appraisals, and other feedback loop mechanisms.
• Managing the sales and customer success enablement content management system like Highspot or Seismic, ensuring content is up to date, and easily and readily accessible at the point of need.
• Create engaging learning activities, assessments, certifications, and exercises from start to finish in the designated content management system.
• Establish strong partnerships and alignment with key stakeholders at all levels of the organization including Customer Success, Marketing, Product, and Sales to ensure ongoing effectiveness and successful implementation of new programs / products.
• Spend time gathering insights and leveraging frontline sales and customer success managers as agents of enablement.
• Measure and evaluate the ROI of enablement programs ensuring that everything we do has a direct impact on key business metrics.

What this leader will demonstrate:

• Accountability and a commitment to consistency and credibility, evidenced not only by on time delivery of initiatives but also a smoothly running enablement program.
• Data-driven decision making and detail-oriented problem-solving.
• An ability to build trusted relationships across a diverse range of stakeholders.
• An effective use of data and insights to improve business performance and outcomes.
• Ownership of processes and projects from discovery / design phase to implementation and ongoing management.

How this leader will grow:

• This is an opportunity to build a team from the ground up including hiring and developing a team and creating new processes and standards from scratch.
• This is an opportunity to build meaningful relationships with senior leaders and drive revenue impact for ID.me.
• This is an opportunity to become a thought leader in driving performance of go-to-market teams through enablement and training.

What we are looking for:

• 8+ years experience in SaaS
• 4+ years leading a team of sales and or customer success enablement professionals working at a fast-growing SaaS company
• A strong understanding of the Sales and CS roles
• Experience creating Sales and Customer Success Enablement Programs for high-growth startups
• Experience with creation, facilitation and delivery of enablement content, including, but not limited to: presentations, decks, and videos
• Experience with managing a content management system like Highspot or Seismic
• Experience enabling first-time sales and customer success leaders, specifically on sales processes, methodologies, technology – including building frameworks that managers can use with their teams
• Sales methodology certification

At ID.me, we believe that an in-office culture fosters professional growth and development, mentorship, collaboration, and accelerated innovation. This position will be in-office based at one of our locations in either McLean, VA or Sunnyvale, CA. Working in an office together allows our culture to thrive and our team members to establish real connections with their coworkers and the opportunity for lifelong friendships. Our work is critical to protecting online identity and we’re confident that working together is how we’ll change the world.