Sales Enablement Director
Reorg
Sales & Business Development
New York, NY, USA
Posted on Thursday, March 9, 2023
A market leader in credit intelligence, Reorg brings together journalists, financial analysts, legal analysts, technologists, and data scientists to collect and synthesize highly complex information into actionable intelligence. Since 2013, tens of thousands of professionals across hedge funds, investment banks, management consulting, and law firm verticals have come to rely on Reorg to make better, faster, and more confident decisions in pace with the fast-moving credit markets. For more information, visit: www.reorg.com
Working at Reorg
Consistent with our growth, Reorg hires innovators and trailblazers across the globe to drive our business and our incredible corporate culture alike. Our core values – Action Oriented, Customer First Mindset, Effective Team Players, and Driven to Excel – define an organizational ethos that’s as high-performing as it is human. Among other perks, Reorg employees enjoy competitive health benefits, matched 401k and pension plans, Paid time off, generous parental leave, gym subsidies, educational reimbursements for career development, recognition programs, pet-friendly offices, and much more.
The Role
Commercial Operations provides the information, tools, and process that every employee needs to thrive in our Commercial sales environment. We evaluate processes, programs, and systems to minimize costs and optimize sales workflows, as well as support the overall business with insights from sales data and reporting, pipeline and forecasting, territory management, and Total Addressable Market (TAM) analysis. We partner and work with the Editorial, People Ops, Marketing, Product, and Technology teams to maintain a high level of cross-functional teamwork and consistent communications across the business.
This role forms part of the Reorg Commercial Operations team and the role holder will work closely with the Sales, Customer Success, and Marketing teams, providing support in all areas of the commercial part of the business. This role will report directly to the VP of Commercial Operations, as their deputy.
Responsibilities
- Responsible for delivering Sales Enablement process tools, providing input into commercial strategy, planning, analytics and performance metrics.
- Create all procedures, processes and comprehensive Sales Playbook guide for the Commercial organization that leads to streamlined pipeline activity and improved pipeline accuracy.
- To put in place workflows and processes to provide best practice commercial support to the business, working closely with other functions as needed
- Build out a Sales Enablement training roadmap (sales bootcamp, E-Learning videos, live training, role playing, etc) and certification program from ground up for the Commercial organization including all roles in Commercial (sales, customer success, marketing, operations). Continue to evolve this program, updating with new priorities, incorporating team feedback, improved new hire onboarding initiatives that lead to reduction of onboarding.
- Manage and implemented a coaching and feedback program to provide further insights and development in the Commercial team working with 3rd party suppliers.
- Partner with the VP of Commercial Operations to work with Finance and Legal on improved sales quota setting and incentive commission plans to ensure their deliver on the business goals whilst motivating the sales community to deliver the growth expectations.
- Own and lead a review of current client contracts, highlighting risk with respect to commercial T&C’s and contracting to ensure improved and updated contract terms, standardized billing and criteria for Deal Desk pricing approvals.
- Own, manage, support and deliver on the implementation of various business and commercial initiatives and projects.
Requirements
- 10+ years in a commercial B2B environment
- Excels at project management, bringing a positive attitude and staying organized in a fast paced, high growth and ever-changing environment.
- Ability to build strong working relationships and rapport with key stakeholders and comfortable working with C-suite leadership on strategic initiatives to collaborating with team members “in the weeds” on projects, providing leadership, support and motivation.
- Operational background with experience dealing with sales pipelines and Salesforce
- Analytical in nature with a good understanding of what reporting and analytics best practices looks like
- Experience in developing and defining Sales strategies including Pricing & Commissions
- Demonstrated ability to drive business transformation, industry best practices and manage constant change and continuous improvement
- Strategic, critical but creative thinker, strong business sense and excellent financial skills
- Excellent relationship building skills (communication, negotiation, influencing, listening). Strong leadership and interpersonal skills along with experience managing complex projects.
- Strong communicator, capable of effectively presenting ideas and selling concepts and tactics, excellent writer, proven ability to communicate effectively with executive-levels, ability to quickly understand needs and act on those needs.
- Creative problem solver with the ability to generate commercial solutions
Reorg provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Reorg complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
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