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Sales Enablement Leader - Deque Systems - (Remote)

Important: This is a remote-based role!
Deque Systems, Inc
Deque Systems, Inc

If you can recognize a sales bottleneck from a mile away and have helped create the environment that high-performance sales teams need for success, we should talk.

About Deque

Deque is the leader in Digital Accessibility. Digital Accessibility is the practice of making digital documents, web and mobile apps accessible to everyone, including people with disabilities. Many people with visual, auditory, motor, speech or cognitive disabilities rely on various forms of assistive technology or usability features to experience the full benefit the web has to offer. The Tools, Services and Training we offer, help our clients build, test and maintain accessible experiences. Getting paid to do what you love is something a lot of employers can offer. Getting paid to do what you love, doing something that makes an immeasurable difference in someone’s life is much harder to come by. This is what working at Deque offers.

Deque is filled with incredibly smart, talented, and interesting people. But what makes Deque special, is how deeply everyone here cares about digital equality and helping persons with disabilities use the web. At the heart of it all people matter, and that is why we do what we do.

About the opportunity:

The Sales Enablement Leader’s goal at Deque is to enable growth by ensuring that our Account Executives (AE) have the tools and the support they need to optimize their sales efforts.

Sales Process Design and Improvement

The sales process for a high-growth company in a rapidly changing market needs constant attention. Yesterday’s efficiencies become tomorrow’s bottleneck. To ensure that we maintain an efficient sales process, the Sales Enablement Leader will:

  • Create and maintain key buyer personas and document their buying process so that our sales process dovetails with and is highly responsive to their buying process
  • Define dashboards, reports, and metrics that allow us to monitor the effectiveness of our sales process
  • Review and specify what data we collect for accounts and opportunities in Salesforce and specify changes to drive efficiency
  • Identify bottlenecks, tasks that waste an AE’s time, unnecessary process steps, and design, advocate for, and implement improvements
  • Define the interface with Digital and Event Marketing and the SDR process to ensure high-quality leads are received by AEs, the customer gets a great first impression of Deque, and the AEs get set up to win qualified opportunities quickly

Onboarding and Ongoing Training/Development

To deliver an excellent customer experience Deque AEs need to know a lot about the market, the competition, the problems different customers face with digital accessibility, and of course, our own products and services. We don’t hire people who need to be spoon-fed but we need to set the table well to enable high-performing AEs to ramp up quickly and to keep up-to-date. To that end, the Sales Enablement Leader will:

  • Enhance our onboarding process for new AEs as well as updated training to improve outcomes
  • Coordinate in-person sales meetings to provide learning opportunities to all AEs and Sales team-members
  • Facilitate other ongoing training in sales skills, the competitive landscape, and Deque specific product and service offerings
  • Create and maintain documentation on Deque-specific sales tools and technologies such as Salesforce, Chorus, HubSpot, Conga, and train the sales team to use this sales-technology infrastructure effectively
  • Organize and run weekly and monthly sales pipeline review meetings
  • Observe AEs behaviors and performance, identify patterns, and identify opportunities for individual coaching and growth as well as opportunities for group training

About you:

The ideal candidate will:

  • Have worked for a successful Sales Leader at a B2B technology company for at least 3 years in a Sales Operations role
  • Be well versed in core Salesforce Enterprise and the Salesforce ecosystem and would have played a key role in using the technologies to modernize an existing sales process
  • Be skilled at sales process mapping and measurement
  • Know how to treat AEs as customers yet challenge them to grow in skill and performance

How To Apply

Please submit your resume via our online job portal here:
Job Details
  • Company: Deque Systems, Inc
  • Post Date:November 16, 2021
  • Category:
    Sales/Marketing/Customer Service
  • Industry:
    Info Tech/Other Tech
  • Position Type: Full-Time
  • Experience: Mid Level
  • Location: 2100 S Main St, Suite D
    Ann Arbor, MI 48103
  • Please submit your resume via our online job portal:
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