About the roleAs a Senior Program Manager, SMB AE Enablement, you will help our SMB Account Executives ramp faster, execute effective sales cycles, and win more business. You will partner closely with SMB Sales leadership and cross-functional stakeholders to identify performance gaps and build programs that improve sales execution.
You will own the end-to-end lifecycle of your programs, including analysis, project management, content development, execution, reinforcement, and measurement. If you have a passion for enabling winning teams, working in fast-paced environments, and collaborating to drive measurable results, this is the job for you.
On a typical day, you will review sales calls, analyze performance data, align with sales leaders on priorities, and develop practical training and resources. We're looking for a self-motivated, detail-oriented program manager who can translate business needs into programs that AEs apply in their day-to-day selling.
What you will doOwn SMB AE enablement programs- Develop and manage end-to-end enablement programs, including onboarding, ongoing skills development, playbooks, and certifications.
- Build programs tailored to the pace and complexity of SMB selling, helping AEs manage a high volume of opportunities while delivering effective buyer conversations.
- Reinforce learning through practice, coaching, and manager involvement to drive sustained changes in sales behavior.
Partner with sales leadership and cross-functional stakeholders- Partner with SMB Sales leadership to identify performance gaps, prioritize enablement needs, and align programs to business objectives.
- Collaborate with Revenue Operations, Product Marketing, and the broader Revenue Enablement team to deliver cross-functional initiatives and product launches.
- Equip frontline managers with tools and coaching guidance to reinforce training and hold their teams accountable for adoption.
Facilitate training and coaching- Facilitate training on discovery, qualification, business impact, product demonstrations, competitive positioning, objection handling, negotiation, and closing.
- Help AEs strengthen deal execution, including identifying decision-makers, establishing timelines, and securing clear next steps.
- Incorporate call reviews, role-plays, and live deal examples to make training practical and immediately applicable.
Manage enablement projects- Oversee multiple enablement projects, ensuring clear scope, stakeholder alignment, and timely execution.
- Coordinate cross-functional deliverables and communicate progress, risks, and decisions.
- Adapt programs as business priorities and field needs evolve.
Use data to diagnose gaps and measure impact- Analyze sales performance, call recordings, and field feedback to identify opportunities for improvement.
- Measure program adoption and effectiveness against relevant outcomes, including ramp time, stage conversion, win rate, sales cycle length, and quota attainment.
- Use findings to refine programs and recommend where enablement can have the greatest impact.
Develop practical sales content- Create and update onboarding content that prepares new SMB AEs to manage the full sales cycle.
- Develop playbooks, discovery guides, demo frameworks, objection-handling resources, and job aids that support execution.
- Keep resources current, accessible, and easy for AEs to use in the flow of their work.
What you will need- At least 3 years of relevant experience in Enablement, Program Management, Product Marketing, Sales Operations, and/or Sales.
- Strong understanding of full-cycle B2B SaaS sales, including discovery, qualification, demos, deal management, negotiation, and closing; experience supporting or selling into SMB customers is preferred.
- Ability to translate sales performance gaps into practical enablement programs with clear success measures.
- Ability to thrive in a fast-paced environment, manage shifting priorities, and deliver multiple projects.
- A strategic mindset with the ability to navigate ambiguity and turn ideas into action.
- Strong problem-solving skills and the ability to build productive partnerships across teams.
- Exceptional communication, presentation, and facilitation skills.
- A self-starter mindset with a bias toward action and ownership.
- Strong operational skills, including organizing complex work, streamlining processes, and building repeatable workflows.
Additional InformationThis role will receive a competitive salary + benefits + equity. The salary for US-based employees will be aligned with one of the ranges below based on location; see which tier applies to your location here.
A variety of factors are considered when determining someone's compensation-including a candidate's professional background, experience, and location. Final offer amounts may vary from the amounts listed below.
The pay range for this role is:
108,000 - 180,000 USD per year (US Tier 1)
108,000 - 180,000 USD per year (US Tier 1)
97,200 - 162,000 USD per year (US Tier 2)
91,800 - 153,000 USD per year (US Tier 3)
