GTM Enablement Manager

About this Role:

We're seeking a highly analytical, strategic, and platform-savvy Revenue Enablement Manager to join our dynamic Revenue Enablement Impact and Strategy team. Our team's goal is to drive significant impact across the revenue organization by uncovering areas of opportunity to enhance productivity, embed best practices, and execute high-impact initiatives. In this pivotal role, you'll be instrumental in optimizing our revenue-generating functions by leveraging artificial intelligence, comprehensive win/loss analysis, and our core sales enablement platform (Highspot). You'll work closely with sales, marketing, and product teams to identify insights, build enablement programs, and drive the adoption of tools that directly contribute to our revenue growth and sales effectiveness.

Responsibilities:

• Enablement Strategy & Execution:
• Develop and execute the strategy for integrating AI tools and capabilities into the revenue team's workflow, focusing on areas like sales content generation, prospecting, forecasting, and deal management.
• Work cross-functionally with our operations team to ensure all of our tech stack is being adopted and leveraged across our revenue organization to drive productivity
• Design and deliver training programs for sales and other revenue-generating teams on the effective use of AI, and other tools and methodologies.
• Collaborate with IT and product teams to ensure seamless integration and optimal performance of AI platforms, other enablement tech stack tools.
• Win/Loss Analysis Program Management:
• Help to manager a robust win/loss analysis program
• Analyze qualitative and quantitative win/loss data to identify trends, pain points, competitive insights, and best practices.
• Translate win/loss insights into actionable recommendations for sales processes, product development, marketing messaging, and enablement initiatives.
• Communicate win/loss findings and recommendations to key stakeholders across the organization.
• Sales Enablement Platform Management:
• Serve as the primary administrator and strategic owner for our sales enablement platform.
• Drive adoption and maximize the utilization of our platforms features (e.g., digital sales rooms, sales plays, etc…) across all revenue teams.
• Manage user permissions, content governance, and platform integrations to optimize the user experience and data integrity.
• Train new and existing users on Highspot best practices and new functionalities.
• Analyze Highspot usage data and content performance to identify gaps and areas for improvement.

Qualifications:

• Bachelor’s degree in Business Administration, Sales, Marketing, Education, or a related field.
• Minimum of 3-5 years of experience in sales enablement, sales training, or a related role within a B2B technology environment, preferably within the identity security space.
• Proven experience in designing, developing, and implementing impactful sales enablement programs that drive measurable results and behavioral change.
• Deep understanding of sales methodologies, complex sales processes, and the dynamics of collaborative deal teams.
• Demonstrated ability to effectively communicate and present to audiences of all levels, from individual contributors to executive leadership.
• Strong understanding of adult learning principles and instructional design methodologies.
• Demonstrated savviness and a proactive approach to identifying and implementing efficiency-driving strategies within enablement.
• Experience exploring and leveraging AI tools and technologies to enhance enablement effectiveness.
• Exceptional team player with a proven ability to collaborate effectively within a global team.
• Incredible emotional intelligence with a strong ability to read people, understand their motivations, and tailor approaches accordingly.
• Proficiency in utilizing various sales enablement technologies and platforms.
• Excellent project management, organizational, and time management skills.
• Strong analytical skills and the ability to interpret data to drive program improvements.
• Exceptional collaboration and interpersonal skills, with the ability to build strong working relationships across cross-functional teams.
• A proactive, innovative, and results-oriented mindset with a passion for enabling sales success.

Experience working within a global sales organization is a plus.

Familiarity with the identity security landscape and its key concepts is highly desirable.

Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.

As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary, for US-based employees, will be in this range from (min-mid-max, USD):

$82,500 - $117,800 - $153,100

Base salaries for employees based in other locations are competitive for the employee’s home location.

Benefits Overview

1. Health and wellness coverage: Medical, dental, and vision insurance

2. Disability coverage: Short-term and long-term disability

3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)

4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children

5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account

6. Financial security: 401(k) Savings and Investment Plan with company matching

7. Time off benefits: Flexible vacation policy

8. Holidays: 8 paid holidays annually

9. Sick leave

10. Parental support: Paid parental leave

11. Employee Assistance Program (EAP) and Care Counselors

12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options

13. Health Savings Account (HSA) with employer contribution

SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.

Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.

About Us

SailPoint is a leading provider of identity security for the modern enterprise. Enterprise security starts and ends with identities and their access, yet the ability to manage and secure identities today has moved well beyond human capacity. Using a foundation of artificial intelligence and machine learning, the SailPoint Identity Security Platform delivers the right level of access to the right identities and resources at the right time—matching the scale, velocity, and environmental needs of today’s cloud-oriented enterprise. Our intelligent, autonomous, and integrated solutions put identity security at the core of digital business operations, enabling even the most complex organizations across the globe to build a security foundation capable of defending against today’s most pressing threats.

Equal Employment Opportunity Policy Statement

The employment policy of SailPoint is to provide equal opportunity to all persons, and it is SailPoint’s policy to take affirmative action to employ and advance in employment protected veterans and individuals with disabilities.

It is SailPoint’s policy to recruit, hire, train and promote qualified individuals in all job titles, and ensure that all other personnel actions are administered without regard to race, color, religion, national origin, sex, military and/or veteran status, disability, or other legally protected status, and we will ensure that all employment decisions are based only on valid job requirements. SailPoint does not discriminate on the basis of national origin or citizenship status as provided under the Immigration Reform and Control Act of 1986.

Employees and applicants shall not be subjected to harassment, intimidation, threats, coercion, or discrimination because they have engaged in or may engage in any of the following activities:

• Filing a complaint;
• Assisting or participating in an investigation, compliance evaluation, hearing, or any other activity related to the administration of the affirmative action provisions of Section 503, VEVRAA, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans;
• Opposing any act or practice made unlawful by Section 503, VEVRAA, or their implementing regulations in this part, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; or
• Exercising any other right protected by section 503, VEVRAA or their implementing regulations.

SailPoint will also provide reasonable accommodation to known physical or mental limitations of an otherwise qualified employee or applicant for employment, unless the accommodation would impose undue hardship on the operation of our business.

SailPoint’s affirmative action program contains an audit and reporting system which enables us to measure the effectiveness of our program, indicate any need for remedial action, determine the degree to which our objectives have been attained, determine whether protected veterans and individuals with disabilities had had the opportunity to participate in company-sponsored activities, measure our compliance with the program’s specific obligations, and document actions taken to comply with these obligations.