Note: The job is a remote job and is open to candidates in USA. VertexOne is the recognized leader in SaaS platforms for utilities across North America. The Sales Enablement Manager will build, lead, and scale an enablement function that supports revenue growth across the Sales organization, Client Success team, and Partner channel.
Responsibilities
- Design and deliver a structured onboarding program for new Sales hires — covering VertexOne's product portfolio, ICP, sales process, MEDDPICC qualification framework, forecasting model, and competitive positioning — with a defined ramp target of full productivity within 90 days
- Develop role-specific learning paths for Account Executives by product segment (VXconnect/Digital, VXretail, and VXcis/Regulated), Sales Managers, and Business Development Representatives — calibrated to each segment's buyer profile and competitive environment
- Design and facilitate the quarterly QBR Sales Enablement half-day session (part of the newly defined 3-day QBR structure) — delivering deal coaching, competitive updates, product training, and messaging reinforcement for all Sales reps
- Establish certification programs that ensure consistent MEDDPICC adoption, product knowledge across all VXconnect packaging tiers (Influence, Empower, Empower+), and understanding of the commercial box — what Sales can and cannot commit to today versus what is on the product roadmap
- Create and maintain an ongoing coaching and skills development program using Gong call review — identifying deal coaching moments, reinforcing MEDDPICC qualification discipline, and surfacing patterns from win/loss data for manager and rep coaching sessions
- Own the MEDDPICC reinforcement motion — working with Revenue Operations to ensure Salesforce fields are completed, tracking adoption rates weekly, and delivering targeted coaching to reps and managers where adoption falls below threshold
- Develop and maintain the full suite of Sales productivity assets: MEDDPICC-aligned battle cards, persona-specific talk tracks, objection-handling guides by competitor and by stage, product comparison 1-pagers for each VXconnect package, and deal review prep templates
- Lead commercial box compliance training — ensuring every Sales rep understands the current availability status of VXconnect features, roadmap items not yet in product, and the required escalation process before any non-standard capability is committed to a prospect
- Build and maintain competitive intelligence across the primary competitive set (utility self-service portal vendors, Oracle's own engagement layer, and homegrown utility portal alternatives) — with quarterly updates and a formal win/loss analysis program that captures reason codes in Salesforce and surfaces patterns quarterly
- Partner with Jimmy (GTM & Sales Enablement, Marketing team) to ensure product launch readiness — coordinating Sales training, updated battle cards, new talk tracks, and sales FAQ documents with each VXconnect product release cycle
- Build the first formal MyMeter training program for the Client Success team — covering product fundamentals, client support processes, escalation paths, and documentation standards
- Develop the VXconnect Client Success onboarding guide — a structured knowledge resource enabling CSMs to support clients through deployment, post-go-live adoption, and expansion conversations without relying on implementation team escalation for routine questions
- Build the implementation-to-CS handoff playbook — the formal protocol that connects Sales, Delivery, and Client Success from the moment a deal closes, covering client readiness assessment, organizational change management education, RACI templates, and executive sponsorship requirements
- Create CS expansion enablement content — playbooks that help CSMs identify VXconnect upgrade opportunities within the existing VXsmart and VXengage installed base, with scripted cross-sell conversations, ROI frames, and escalation paths to the Sales team
- Develop churn prevention playbooks for CS leadership — covering early warning signals, proactive intervention scripts, and executive escalation guides for at-risk accounts, calibrated to the churn patterns visible in the current client base
- Work with Tina Santizo and the CS leadership team to establish a CS enablement cadence — quarterly training, product release briefings, and a knowledge-base maintenance process ensuring CS materials remain current as VXconnect evolves through its release cycle
- Design and build the VertexOne Partner Academy — a structured multi-track certification program giving partners the knowledge, messaging alignment, and product credibility to represent VXconnect effectively in front of utility buyers
- Launch three certification tracks within the Partner Academy: (1) VXconnect Product Certification — covering the three-tier package architecture (Influence, Empower, Empower+), persona-based feature set, integration requirements, and commercial box constraints; (2) Partner Sales Enablement Certification — covering ICP qualification, utility sector objection handling, co-sell motion mechanics, and deal registration process; (3) Partner Implementation Certification — covering deployment readiness requirements, integration prerequisites, timeline expectations, and the partner's role in client readiness
- Build and maintain a partner portal with current access to product documentation, competitive positioning, demo environment guidance, pricing guides, co-sell playbooks, and event briefing packets — ensuring all partner-facing content is updated with each product release cycle
- Deliver partner-specific onboarding for each newly signed Tier 2 and Tier 3 partner — covering product knowledge, sales motion, deal registration, and co-sell mechanics before the partner begins active prospecting
- Design and deliver the partner QBR content and joint Sales enablement sessions for Tier 2 and Tier 3 partners — ensuring partners have current product, competitive, and messaging updates each quarter
- Ensure commercial box discipline extends to the partner channel — partners must be trained on exactly what VXconnect can commit to delivering today and what is on the roadmap, preventing the partner channel from creating implementation risk by overselling unbuilt features
- Drive MEDDPICC adoption from the current 2.3% baseline toward the organizational target — with weekly Salesforce compliance tracking, targeted rep coaching, and manager reinforcement tools
- Reinforce the four-tier forecast model (Commit, Likely, Exclude, Horizon) through training, deal review facilitation, and consistent coaching that ensures forecast categories are earned through deal evidence rather than rep optimism
- Collaborate with Spencer Ball (Revenue Operations) to reinforce CRM compliance standards — Next Steps field population, Original Close Date locking, weekly opportunity update discipline, and the elimination of 'Other' values in required picklist fields
- Identify and address skill gaps visible in the CRM audit data: with 29.6% average field population rate and 86 of 157 fields below 50% population across 1,115 audited opportunities, there is a clear and documented training gap in pipeline hygiene that enablement must systematically address
- Define and track key enablement metrics across all three audiences: onboarding ramp time (Sales), MEDDPICC field completion rates (Sales), MyMeter training completion and CSM confidence scores (CS), and Partner Academy certification completion rates and co-sell pipeline contribution (Partners)
- Build and maintain the win/loss analysis program — capturing structured reason codes in Salesforce at every Closed Won and Closed Lost opportunity, aggregating patterns quarterly, and delivering actionable insights to Sales leadership, Marketing, and Product
- Measure enablement program effectiveness through pre/post assessment scores, quota attainment by tenure cohort, and Sales stage conversion rates — with a monthly enablement update to the CRO
- Present quarterly enablement performance reports to senior leadership covering program completion rates, measurable productivity improvements, and recommendations for the next quarter's enablement priorities
- Serve as the connective tissue between Sales, Client Success, Partners, Marketing, Product, and Revenue Operations — ensuring all customer-facing teams have the knowledge and content they need to execute consistently
- Partner with the VP of Marketing and Marketing team to align enablement content with active campaigns — ensuring Sales and CS teams know what prospects and clients have seen before engaging them
- Partner with the incoming VP of Partnerships to build the Partner Academy infrastructure in parallel with the partner program launch — ensuring certification programs are ready before new Tier 2 and Tier 3 partners go live
- Act as a trusted advisor to Sales Leadership, the CS Leader, and the CRO regarding capability gaps, development opportunities, and program effectiveness across all three audience groups
- Champion a culture of continuous learning and data-driven performance improvement across the entire revenue organization
Skills
- Bachelor's degree in Business, Marketing, Communications, or related field
- 7+ years of experience in Sales Enablement, Revenue Enablement, Sales Operations, or related revenue-focused functions within a B2B SaaS or enterprise software company
- 3+ years directly leading or owning enablement programs and content — with demonstrated responsibility for building content, facilitating training, and measuring outcomes rather than coordinating existing programs
- Proven experience enabling multiple audience types — not exclusively a direct Sales team. Experience with CS, partner, or channel enablement is a meaningful differentiator
- Hands-on content creation experience — you write battle cards, talk tracks, playbooks, and training modules yourself, not through delegation to a content team that does not exist in this organization
- Demonstrated experience driving adoption of a formal sales methodology (MEDDPICC, MEDDIC, Challenger, Sandler, or equivalent) beyond launch — with measurable adoption rate improvement over time
- Strong understanding of sales processes, forecasting models, pipeline management, and CRM best practices — including the ability to read Salesforce data and identify training gaps from field population reports
- Experience designing and facilitating QBR-style sessions, training workshops, and certification programs for field-facing teams
- Exceptional presentation, facilitation, written communication, and one-on-one coaching skills
- Proven ability to influence and collaborate across Sales, CS, Marketing, Product, and Operations stakeholders without direct management authority over any of them
- Experience building partner enablement programs, partner certification academies, or channel partner training curricula — this is the most differentiated preferred qualification for this specific role
- Experience within utility technology, energy technology, customer information systems (CIS), billing, payments, customer engagement platforms, or adjacent B2B infrastructure software
- Deep familiarity with MEDDPICC as a practiced methodology — not just conceptual knowledge, but direct experience implementing MEDDPICC in Salesforce and coaching reps on its application in deal reviews
- Experience with Salesforce for call coaching and win/loss pattern analysis
- Familiarity with Salesforce enablement reporting — building and reading dashboards that surface MEDDPICC field completion rates, stage conversion metrics, and quota attainment by cohort
- Experience enabling Client Success teams — CSM product training, expansion playbooks, churn prevention content, or implementation handoff documentation
- Experience in a PE-backed or high-growth organization with a defined exit horizon — understanding that enablement programs must move quickly and produce measurable results within quarters, not years
- Experience with HubSpot or similar marketing automation platforms to understand the MQL-to-SQL handoff process that Sales reps are expected to navigate
Benefits
- Comprehensive medical, dental, vision, disability, life insurance
- Health Savings Account (HSA)
- Flexible Spending Account (FSAs)
- 401K match
- Flexible PTO
- Employee recognition platform with monetary rewards
- 100% Remote work environment
- Initial work from home stipend
- Leadership/Coaching training programs
- Free access to Bizlibrary for unlimited professional development
- Employee Assistance Program (EAP) with counseling sessions available 24/7
- Health and wellbeing programs
- Paid parental leave
- Employee bonus referral program
- Employee Discount Program
Company Overview