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Growth Enablement Manager

Sales Enablement - San Francisco

Gong.io helps salespeople have better conversations by using AI and machine learning to pinpoint what the top performers are saying and doing differently. Those behaviors can then be replicated across the entire team to increase quota attainment and slash on-boarding time of new team members. Customer-facing teams at hundreds of companies like LinkedIn, GE and ZipRecruiter use Gong to improve their customer experience in millions of conversations every day.

THE CHALLENGE
Our Growth Team is responsible for the upsells and renewals of our current customer base. As a strategic member of our growing Sales organization, you’ll partner with our Director of Sales Enablement to build and constantly improve Gong’s Growth Team onboarding and enablement training programs. We are committed to setting our team up for success, and education is a critical component of everything we do. We’re looking for a Growth Enablement Manager to jump in and work closely with every member of our sales team. You’ll partner with sales leadership on a monthly basis to set priorities and make key training decisions for both our veteran and new “Gongsters.” This is an impactful opportunity to shape the development programs of a successful high-growth startup as we move up-market.

WHAT WE’RE LOOKING FOR
We’re looking for someone with prior sales experience in a growth (upsells and renewals) role and/or new business who has a proven track record of developing sales training programs and has been an integral part of establishing or improving onboarding experiences. This person has a knack for coordinating large scope projects and articulating the smaller tangible steps towards completion. They’re highly organized, excited by helping others learn new skills and have a desire to build engaging training sessions and content. Additionally, experience working cross-functionally will be necessary for go-to-market efforts across customer success and product marketing.

THE TEAM
Gong’s Sales organization is a tight-knit team. We’re growing like crazy. The enablement team is currently a team of three and we’re looking to make our next hire. 

WITHIN 1 MONTH, YOU'LL:

  • Attend Gong Academy, our company-wide onboarding program, and complete 3-4 key certifications that will help solidify your company, buyer, and product knowledge.
  • Complete the AE onboarding track and certifications.
  • Observe & audit Gong Academy by identifying at least a few areas for improvement and developing a smoother process and experience.
  • Learn the Gong product; be able to discuss the Gong story and understand the decisions and intentions that shaped the product as it is currently.
  • Listen to countless demo calls per segment to learn Gong’s benefits/value, a rep’s style and strengths, and understand common objections and differentiators.
  • Understand the ins and outs of Guru, our knowledge management system, and become familiar with how to create cards.
  • Learn how to use Lessonly and start building sessions.

WITHIN 3 MONTHS, YOU'LL:

  • Complete the CS onboarding track and certifications.
  • Be scheduling and running the Growth AE Onboarding track while continuing to fine-tune the process and flow. 
  • Build sessions in Lessonly and ensure that lessons and paths match our onboarding program. 
  • Use Gong to diagnose the strengths and weaknesses of the team; you’ll then build your first training session, in conjunction with GAE leadership, based on your assessment of the most time-sensitive area of weakness.
  • Shadow top-performing reps to understand how they build their own pipeline and close deals, in order to replicate these behaviors throughout the rest of the team.
  • Demonstrate your competitive landscape knowledge by strategizing on deals with reps and creating a condensed training program that specifically highlights winning sales tactics for navigating a complicated and crowded industry.
  • Understand the "why" behind our closed-won and closed-lost rates.
  • Create a report for closed-won or closed-lost deals and create a hypothesis for why these deals are successful/unsuccessful after listening to Gong calls and interviewing the reps.
  • Schedule 3 external meetings (or coordinate with GAEs) with Gong’s customers and power users, to understand why they chose Gong and how they see us differentiated in the market; use this information to amend or create new trainings or onboarding sessions.
  • Capture CS tribal knowledge within Guru and manage our CS content to maintain accurate information.

WITHIN 6 MONTHS, YOU'LL:

  • Achieve a reduced ramp time for new GAE sales reps.
  • Partner with sales managers to create a feedback loop to ensure Gong Academy - Growth Track and training programs are efficient and closing any gaps that may have been uncovered.
  • Help facilitate the 30/60/90 plan and exams to provide the proper knowledge checkpoints.
  • Build a growth sales training playbook in Lessonly to coincide with Gong Academy - Growth Track. 
  • Coordinate and/or lead Growth AE Learn sessions to manage the GTM releases and ongoing reinforcement training.
  • Continue to build out programs across sales fundamentals, buyer knowledge, product knowledge, time-management, sales operations, and personal skills that would be beneficial for Growth AEs.
  • Leverage our sales methodology, Sandler, to strengthen trainings and collateral to ensure it aligns across the sales org. 
  • Regularly listen to prospect/customer calls per week.
  • Implement sales funnel stage-specific training to increase conversion rates.

WITHIN 12 MONTHS, YOU'LL:

  • Be blown away by how much you have accomplished. 
  • Become an expert in the GAE sales motion and be able to anticipate the needs of the business. 
  • Successfully coach and mentor GAEs to take control of their own careers and manage up by weaving Gong’s philosophy of career development--”own your growth”--into coaching conversations and training.
  • Partner with remote Sales Managers or AEs to establish a scalable remote training program.
  • Have successfully helped eligible reps prepare for promotions on-time.
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A Word from Our Founding Gongsters

“We hire the best and invest in making them awesome. At Gong, you’ll be working with the sharpest minds in business, engineering, and research. Together, you’ll be challenged to be all that you can be, both as an individual and as a team player.”

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