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Director, GTM Enablement

Deputy

Deputy

San Francisco, CA, USA
Posted on Saturday, November 18, 2023
Deputy is a global leader in smart scheduling and workforce management. With more than 330,000 workplaces in over 100 countries using Deputy to streamline scheduling, communication, engagement, and onboarding for millions of shift workers, we empower businesses with the tools and insights to simplify compliance and build thriving workplaces in every community.
Our team, which sits across three continents, is driven by an empathy-first approach. We believe that our best work comes from putting our own employees’ experiences and the experiences of the managers, shift workers and business owners we support at the forefront of what we do.
At Deputy, we are passionate about our purpose. If you're ready to positively impact the future of work for the world’s 2.7 billion shift workers, we invite you to join our team.
This Role
The Revenue Operations and Growth Strategy team at Deputy has the mission to proactively deliver intelligence, scalable operations, and enablement to efficiently maximize revenue and customer experience across all GTM functions (Marketing, Sales, Customer Success, and Support). The GTM Enablement team is an integral part of the Revenue Operations and Growth Strategy organization. GTM Enablement is responsible for developing and executing strategies that enable our go-to-market teams to achieve their revenue targets, improve sales efficiency, and enhance customer acquisition and retention. You will collaborate closely with cross-functional teams, including marketing, sales, customer success, partnerships, and support to align GTM initiatives with overall business objectives.
Deputy is going through an inflection point and you will play a big role in this transformation by enabling all customer-facing teams. As Director, GTM Enablement, you will be responsible for the development and execution of the sales, services, and partner enablement programs in alignment with our go-to-market strategy; this may be at a regional or global level. Responsibilities include leading a team of enablement managers; as well as acting as an individual contributor leading or participating in cross-functional teams to design, develop, and roll out enablement projects. This role interacts with senior management, partners, and operational teams to provide the field and partners with the knowledge, skills, tools, and assets to achieve business objectives across the Company. This role reports to the VP; Revenue Operations and Growth Strategy.

Responsibilities

  • Establish enablement as a strategic arm of Revenue Operations and Growth Strategy- align enablement efforts with key performance indicators & business outcomes and track ROI & impact like ramp-up time, productivity, goals & quota attainment.
  • Collaborate with GTM leadership to design and deliver ongoing training programs, coaching, and mentoring to improve sales, success, and support techniques and ensure consistent messaging. Evaluate our existing GTM motion and put together a shared plan around methodology and playbooks.
  • Sales Enablement: Design and implement comprehensive sales enablement programs to equip our sales teams with the knowledge, tools, and resources they need to engage prospects, close deals, and meet revenue targets effectively. This includes developing sales playbooks, training materials, and building on the Deputy Sales Methodology.
  • Customer Success and Support Enablement: Partner with customer success and support teams to develop programs and resources that drive customer satisfaction, retention, and expansion. Provide guidance on customer onboarding, adoption, and ongoing engagement strategies.
  • Go-to-Market Processes: Streamline and optimize go-to-market processes, ensuring smooth handoffs between marketing, sales, and customer success teams. Implement frameworks and tools to improve pipeline management, forecasting accuracy, and overall sales productivity.
  • Cross-functional Collaboration: Foster strong collaboration and alignment between go-to-market teams and other departments. Work closely with Marketing to develop and execute integrated marketing campaigns that generate high-quality leads and support revenue goals.
  • Leadership and Team Management: Lead and develop a high-performing team of go-to-market enablement professionals. Provide coaching, mentorship, and guidance to drive individual and team success.
  • Partner with stakeholders and their associated teams, to develop and implement effective capabilities across the organization to drive the sales, implementation, and support of the company’s products and services.
  • Partner with Marketing and Product teams to ensure sales and services are enabled in a timely, relevant manner with product launch/ release, pricing, packaging, competitive intelligence, and content.
  • Support the definition and implementation of practices vital to scale global sales and services across multiple products, geographies, and segments.
  • Facilitate the successful implementation of new programs through sales, services, and partner organizations by ensuring well-defined, efficient, and measurable enablement programs are rolled out.
  • Partner with GTM leadership to ensure ongoing sales excellence through the Value Selling methodology and adoption and adherence to sound processes.

Qualifications and Requirements

  • A dynamic individual with a demonstrated ability to achieve results in a demanding and fast-paced environment
  • Globally minded leader who finds ways to balance central and regional decision-making thoughtfully and creates space for regional autonomy and variation.
  • An exceptional coach that can bring out the best in their teams and is committed to professional development of their team members and leaders.
  • Strategic – has a vision for GTM Enablement that they use to influence/partner with cross-functional VP’s. Sets and owns global GTM Enablement strategy.
  • Strong relationship-builder with the ability to lead and influence in a highly cross-functional, matrixed organization comprising Sales, Marketing, Product, Finance, Support, and Customer Success teams
  • Values soft skills (relationship building, stakeholder management, leadership capabilities, etc.) just as much as the hard skills (enablement best practices, quantitative acumen, project management etc.)
  • Has experience and a strong point of view on GTM Methodology, including how CS, Sales, Marketing, and Partnerships work together
  • Change-oriented leader with a strong bias toward action
  • Data-driven mindset with proven experience utilizing metrics & insights as tools for informed decision-making
  • Development and application of business analytics for measuring the success of enablement efforts; including trend analysis.
  • Exceptional analytical and conceptual thinking skills. The ability to anticipate and proactively resolve issues.
  • Exceptional time and project management skills. Ability to manage multiple components of a project, keeping all contributors on pace with deliverables and ensuring high-quality and timely delivery of outcomes.
  • 12+ years of experience in enablement, L&D, PMM or related roles
  • 8+ years of managing high-performance teams
  • Proven track record of scaling Sales and CS&S teams
  • 5+ years of experience in Subscription and SaaS, preferably at a hyper scale cloud-native platform
The pay range for this position takes into account multiple factors that are all considered to determine an individual candidate’s starting pay. These factors include but are not limited to: market factors, experience, technical and non-technical skills, education, certifications, and other business acumen. This range does not include any potential incentive programs, such as individual or organizational performance bonuses.
For candidates based in the San Francisco Bay Area or New York City, the pay range for this position is $192,000 - $205,530.
For candidates based outside San Francisco Bay Area or New York City, the pay range for this position is $169,000 - $180,420.
Employee Perks
- Employee Stock Ownership
- Competitive Compensation Packages
- 401k Company Match
- Comprehensive Health Benefits
- Commuter Reimbursement Program
- Flexible Work Schedule
Learn More About Deputy
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Deputy believes in equal opportunity and that inclusiveness and diversity promotes innovation. Our global team members are from a variety of cultures. And we welcome different perspective and skills.
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