Job Description: Head of Enablement

Position Title: VP/Head of Enablement

Company: Quickbase, Inc.

Location: Remote or Hybrid (Boston, MA)

Department: Sales

Reports To: Chief Revenue Officer

About Quickbase: At Quickbase, we’re on a mission to radically improve how complex industries – like construction, manufacturing, telco, and energy – operate, enabling millions of people to make a bigger impact at work. Building on our 20 years of success and enhancing our platform with AI, we will replace the need for thousands of vertical software solutions with a faster, more flexible, and far more affordable way to work.. We enable organizations to streamline their processes, enhance collaboration, and drive productivity through custom applications that can be built and modified without extensive IT involvement.

Position Overview: We are seeking an experienced VP/Head of GTM Enablement to help further develop the skill sets within our sales and solutions consulting teams. This role requires someone who can quickly absorb our go-to-market strategy and deploy the appropriate cadence of sales training, curriculum, assessments, and overall learning in accordance with best-practice adult-learning methodologies. You will be responsible for a team of six people working to enable our sales organization.

Key Responsibilities:

1.  Drive improvement within our core sales KPI’s:

·      The goal of any successful enablement program is to show demonstrable success in the business by raising the skill level within the sales organization. This success will be measured, over periods of quarters and years, based on movement in our win rate, length of sales cycle, increased average sales price, and overall bookings (by team).

·      You will help identify existing gaps in process, acumen, and overall control of the deal cycle to pinpoint the best places for us to spend training calories.

·      Our sales enablement cadence will show improvement against our core KPI’s by maintaining periods of focus that allow us to great expertise. Depth over breadth is the priority.

2.  Develop & deliver enterprise-sales grade training, curriculum, and assessments:

·      Quickbase has deployed the use of MEDDPICC and Force Management already. It is important for the enablement leader to have mastered the use of MEDDPICC already to properly assess which components are missing, or underutilized, in our current sales process & methodology.  

·      By working with our current enablement team, develop an understanding for the tools, cadences, and content that is currently being used to train and coach the sales team. Use that as your baseline to establish what we need to start, stop, or continue.

·      Create appropriate assessments for the team to measure mastery of the sales skills we are teaching. Use these assessments to determine whether we need deeper development or if it’s time to move on to other topics.

·      Create a programmatic approach to enablement: a predefined cadence of training, coaching, and assessment events that directly correspond with the strategic priorities of the sales organization and the needs of the team.

3.  Simplify our approach to training & development:

·      Your job as the leader in this role is to ensure we go deep on the primary areas of focus, not to train the team on every last detail. We care about being great at a few things – not average at a lot of things.

·      Create simple ways to explore and measure progress on the “big rock” categories. If we can only master topics like “discovery process” or the fundamentals of MEDDPICC, your impact will be immense. Simple is the theme.

4.  Coach the coaches:

·      Many of our frontline managers are first time leaders. Many of our second line leaders are first timers as well. Our ability to successfully coach, develop, and reinforce skill lies with them. Our sales leaders will be the primary mouthpiece of your development work. You must coach the coaches and ensure they know how to properly transfer & reinforce the skills being taught.

·      We need to convert more of our sales leaders from being “super reps” (involved in most deals) to expert transferrers of selling skills. You will help them both understand the difference and develop the ability to properly coach.

5.  Work incredibly well cross-functionally:

·      Great sales enablement leadership requires a deep understanding of cross-functional priorities. You will deeply embed yourself with product marketing, demand generation, product leadership, customer success, services, and other teams to ensure what’s being delivered to both our sales teams and our customers aligns.

Qualifications:

·      Bachelor’s and/or advanced degree in teaching, training, or psychology preferred.

·      Minimum of 10 years of sales/go-to-market enablement leadership experience in enterprise technology, with at least 3-5 years in the top enablement leadership role required.

·      Strong presence as a teacher, coach, and facilitator. Can command a room.

·      Proven experience in sales, business development, strategic planning, and operational management in enterprise technology.

·      Has carried a quota and sold technology as an individual contributor.

·      Excellent leadership, communication, and interpersonal skills across all levels of a global, multi-product organization.

·      Ability to think strategically and make data-driven decisions.

·      Proficiency with no-code platforms, collaborative workflow management, or relational database technologies is a plus.

What We Offer:

·      Competitive salary and performance-based bonuses.

·      Comprehensive benefits package, including health, dental, and vision insurance.

·      Opportunities for professional growth and career advancement.

·      A dynamic and inclusive work environment.

·      The chance to make a significant impact in a rapidly growing company.