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Sales Enablement Manager

Airbase

Airbase

Sales & Business Development
Bengaluru, Karnataka, India
Posted on Saturday, March 23, 2024

About Us:

Airbase is the top-ranked modern spend management platform for businesses with 100-5,000 employees. It’s the best way to control spending, close the books faster, and manage financial risk. Airbase software offers modules for Guided Procurement, Accounts Payable Automation, Expense Management, and a flexible corporate card program on a single collaborative platform. It can be implemented in full or as individual modules. Airbase automates all spending workflows and guides the process for all purchases — procure, pay, close. It brings efficiency to complex business processes like multi-stakeholder compliance and accounting needs like multi-subsidiaries, amortizations, and purchase orders. Flexible intake and approval workflows ensure oversight across all stakeholders and spend compliance. Airbase integrates with your other business systems and seamlessly syncs to popular general ledgers. Employees and accounting teams love using Airbase.

Awards and Recognition: We’re proud of what we’ve been able to accomplish and what the future holds. Here are some of the most recent highlights.

  • Innovative Leadership: Category Leader in Vendr’s 2023 SaaS Trends Report.
  • Deloitte Fast 500: Secured 45th place nationally, showcasing rapid growth and technological innovation in the financial sector.
  • Forbes' America's Best Startup Employers: Ranked #212 out of 500 for workplace culture and employee satisfaction.
  • Stevie Award Winner: Most Innovative Tech Company of the Year, 3 years in a row.
  • High Customer Ratings: Rating of 4.67 on G2 Crowd & 4.7 on Gartner Peer Insights.
  • IDC, Forrester, and Spend Matters Reports: Featured prominently in major industry reports for impact and thought leadership in procure-to-pay solutions.
  • Fintech Top 250 by CB Insights: Innovative approach to financial technology.
  • SaaS 1000 Fastest-Growing SaaS Companies: Recognized for YoY revenue growth.
  • Controllers Council Award: Our Controller was named Controller of the Year in the Startup/Private Category, showcasing excellence in financial leadership.
  • US Fintech Awards: Finalist for Accounting Tech of the Year.
  • Global Presence: Featured on the Nasdaq Tower in Times Square.

Working at Airbase:

We strive to build and nurture a culture where employees feel energized and connected to the work each day. Our core values are woven through our teams, leading to an overall sense of trust, transparency, and confidence. Being globally dispersed, we support our employees with modern communication tools and intentional remote practices that keep everyone working collaboratively. As a fast-growing startup, we look to hire employees who are focused and have a strong sense of ownership to help us maintain our commitment to excellence and innovation.

About the role:

Airbase is looking for an enthusiastic, solution-oriented, self-starter to join our growing Revenue Enablement team as a Sales Enablement Manager. In this role, you will be responsible for launching and operationalizing training, coaching, and onboarding programs for our Sales and Business Development teams.

We are looking for someone to help upskill our AEs and SDRs/BDRs through their deep understanding of outbound sales efforts, sales process and methodologies, and new hire experience. You will play an integral role in accelerating the performance of our sales teams and support their ongoing growth.

There is no perfect candidate and we welcome those who are looking to grow in their Enablement career. The ideal candidate has experience in a customer-facing role as well as past experience (either full-time, or in a project capacity) in Sales, Sales development, Operations, and/or Enablement. This role will start in a more generalist capacity and will have opportunity for further specialization in the future as desired. To be successful, you will have a creative streak balanced with an understanding of efficiency and data-driven decision-making. You have a desire to build consistency and predictability within customer-facing teams, and are experienced with complex, technical products.

This role reports directly to the VP of Product Marketing & Enablement with high visibility across the GTM departments (Revenue, Marketing, Partnerships). You will work closely with front-line managers across Sales and Business Development, building strong cross-functional relationships to ensure close alignment on initiatives. Your projects will involve content providers and enablement peers throughout the company, and you will help to coordinate and organize program delivery for internal and partner teams. Airbase is an early-stage, high-growth company, which means this role has huge potential for impact and personal growth.

This role is required to be on-site in the Bangalore office. Transportation, snacks, and meals will be provided. Working hours are 6 pm IST - 3 am IST.

What you'll do:

  • Develop content and facilitate training for new hire onboarding to ensure new AEs and SDR/BDRs deliver value quickly and achieve their targets.
  • Provide direct coaching within a framework to support frontline SDR/BDRs and AEs with sales skills, messaging adoption and success in required enablement programs.
  • Partner with Product Marketing by surfacing knowledge gaps around our product, competitors, messaging and personas to identify new training opportunities; expand existing product training with role-specific messaging and learning assets.
  • Partner with managers and Revenue Operations to ensure reps effectively leverage sales tools.
  • Collaborate with Partner team on building process documents and training materials that enable reps to effectively leverage partner ecosystem, and Partners to sell and deliver with us.
  • Partner with enablement peers in other teams and content creators to build, maintain and continuously improve enablement programs across the company.
  • Co-manage the holistic certification strategy of AEs, SDR/BDRs and Partner sellers across product and commercial skillsets.
  • Build playbooks and self-serve learning resources to reinforce coaching/training and drive best practices.
  • Structure and manage the knowledge base of content and self-serve training for ongoing reference by pre and post-sales teams.
  • Approach all of your efforts with a data-driven goal in mind (ex. reducing ramp time, growing average deal size, improve open rates and call connects) and support continuous improvement of our programs.

Who you are:

  • Relatable, humble, and open to rapid iteration.
  • Relationship focused and willing to work within an office environment, working both with local and remote teams.
  • Proven ability to drive results amongst mid-high performing groups.
  • Comfortable working autonomously within a dynamic environment, reaching out for guidance as needed.
  • Excel in both live and virtual training environments, comfortable with small to large groups.
  • Creative and motivated by impact-driven storytelling.
  • Strong educational instincts and ability to adapt to different types of personalities.
  • Comfortable with qualitative and quantitative reporting and performance measurement of programming.
  • Committed to your own growth and development.

What we're looking for:

  • 3+ years in a customer-facing sales role as an AE and SDR/BDR.
  • 1+ years experience in training and supporting Sales teams.
  • Proven experience over-achieving targets and improving performance.
  • Experience selling B2B SaaS in Mid-Market, or Early Enterprise markets.
  • Proven experience with improving operational effectiveness in a sales environment.
  • Understanding of unique challenges reps face in a high-growth corporate environment.
  • Excellent communication and presentation skills in one-on-one and group settings.
  • Experience creating and/or managing a knowledge base or LMS for self-serve enablement.
  • (Nice to have) Experience with/certification in instructional design.
  • (Nice to have) Experience selling to Finance/Accounting profiles or familiarity with fintech.
  • (Nice to have) Participate in professional groups related to your field (ex. Modern Sales Pros, The Enablement Squad, WISE, Sales Enablement Society, etc.).
  • (Nice to have) Experience using an Enablement toolstack (ex. Gong, Salesforce, Outreach, LinkedIn, WorkRamp, Guru, Notion, Spekit, Highspot, Seismic, Showpad, Confluence, etc.).

Benefits:

  • Compensation: Competitive cash compensation including meaningful equity packages.
  • Flexibility for Remote roles: Enjoy the freedom of remote work, with the option to work from anywhere in India.
  • Commuter Benefits for In-Office roles: Company transportation service or monthly allowance options.
  • Health and Wellness Benefits: Medical and accidental insurance, along with comprehensive health check-ups, dental plans, and gym memberships through Cult-fit. Employees are covered starting on their first day of employment and can extend coverage to dependents including spouse, children, and parents (including parent in-laws).
  • Life Insurance: Airbase provides you with a life insurance policy on us.
  • Responsible Time Off: Enjoy a generous allocation of personal days, separate sick leave, and additional perks such as holidays.
  • Parental Leave Policy: Generous parental leave policy available, please check with us for more information.
  • Home Office Stipend: A one-time stipend of up to $500 for home office essentials, along with a recurring stipend of $250 every 2 years as needed.
  • Baby Bonus: Planning to expand your family? You’ll receive a $500 bonus for Air-babies!
  • Provident Fund Matching