Job Overview:
The Sales Enablement Manager: Process, Tools, and Analytics is responsible for defining/refining the Coursera sales process (steps, gates) and building sales playbooks to assist the revenue team in executing each phase of the sales process. E.g. funnel management, opportunity management, account research, contracting, pricing…You will also partner with RevOps to audit the sales tech stack for utility, explore additions, and optimize usage by the revenue team and work with peers to review data and measure enablement program effectiveness. As an enablement manager, you will act as a liaison in the EMEA region, engaging with local sales management and serve as the eyes/ears of enablement in the region.
This role reports into the Revenue Operations team within Coursera’s Enterprise Solutions.The Enterprise Solutions team serves global organizations, including leading companies, governments, and nonprofits, who seek to upskill or retrain their workforce with the world’s best education. This team is made up of three sub-teams: Sales, Customer Success, and Revenue Strategy & Operations.
Responsibilities:
The Sales Enablement Manager: Process, Tools, & Analytics is responsible for
- Sales Process. Analyze the existing sales process, identify areas for improvement, and collaborate with key stakeholders to design and implement enhancements.
- Sales Tech Stack Usage. Partner with RevOps to optimize team members' usage of the sales tech stack and explore new innovative tools.
- Sales Playbooks. Develop and maintain a library of high-impact sales playbooks to support process execution.
- Metrics & Analysis. Collaborate with RevOps to provide insights into seller performance, identify trends, gaps and potential solutions. Partner with peers to measure impact of enablement initiatives.
- Regional Field Liaison. Partner with in-region sales leaders to apply sales enablement programs, share best practice, and collect feedback.
Occasional travel (<25%) is required to attend key revenue team meetings and enablement events.
Basic Qualifications:
Qualified applicants will possess:
- Bachelor’s degree in Business, Marketing, or related field
- 5+ years of proven experience in Sales Enablement, Sales, RevOps or a related role within a B2B SaaS environment
- Demonstrated experience using sales data to refine sales processes, identify trends/gaps, and to measure enablement impact
- Experience with driving value from sales tools. E.g. CRM, conversational intelligence, account intelligence, outreach, social selling, LMS, customer success…
Preferred Qualifications:
Additional consideration will be given to applicants with:
- Experience in developing and implementing role-based sales playbooks or similar resources.
- Experience with individual performance tracking and behavioral assessments.
- Experience using data tools to identify patterns in a sales environment.
- Experience with measuring both leading (behavioral) and lagging KPIs.
If this opportunity interests you, you might like these courses on Coursera:
