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CB Insights // tracking private companies
Palo Alto, CA    Posted: Friday, March 05, 2021
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Bottle up what works. Spread the love. Delight Customers.  

CB Insights is looking for a VP of Enablement - a metrics-focused hands-on executive who wants to help drive aggressive growth.         

The Role Youll Play:

First, some data on the growth of CB Insights. 

  • 2015 - 66 teammates
  • 2016 - 104 teammates
  • 2017 - 168 teammates
  • 2018 - 209 teammates
  • 2019 - 292
  • Today - 300+ & growing        

Over that same period, our revenue has grown 800%. Underpinning this growth is the CB Insights Technology Intelligence platform, the vast market we have to capitalize on, & a great team with top talent across all levels. Additionally during the past 6 months while others have floundered, we have thrived - adding new datasets to our platform & also two company acquisitions. 

That is the great news. 

Now, what we need is for someone with expertise that will take us to the next level. And to do this, we are hiring for a VP of Enablement.  

The VP of Enablement will build & scale our Enablement of BD (Sales) & Customer Success at CBI. You will distill & multiply mastery of both the art & science of a great sale & great Customer Experience. You will level up the ability of all our  Sales Development Representatives (SDRs), Account Executives (AEs), Strategic Account Managers (SAMs) & Customer Success Managers (CSMs) to achieve quarterly quota, ramp-up in new roles, & deliver increased results as a team quarter-on-quarter. 

You will partner with our BD & CS leadership, Marketing, Revenue Operations & others in building a cutting edge Enablement function that owns awesome revenue results & impact, including seizing new growth avenues. 

Specifically, this includes ownership of & driving of:

  • Developing new capabilities to help us grow from 50M to 200M+ while we solidify ourselves as the main player & leader in our market category
  • Evaluating, building & scaling the BD Enablement machine to supercharge AEs, SDRs, SAMs, CSMs, & sales leadership
  • Architect how our Enablement function should work & chart a roadmap for the org 
  • Help scale our Test & Learn muscle across Revenue teams
  • Design & execute what is necessary for the team to seize new revenue streams, including the codification of a new go to market sales model including looking at selling to mid market, SMBs, channel partnerships, etc

This role works closely with the COO & will manage a team.

Your Main Tasks:

    • Evaluate, build & scale the BD Enablement machine to supercharge AEs, SDRs, SAMs, CSMs & sales leadership
      • Demystify our sales motion -- use data & learnings to codify our sales motion & sales plays
      • Build & deploy the next generation of sales/customer success plays -- architect the end-to-end sales motion that will create maximum success in winning new customers, new markets & empowering our teams
      • Build a recurring program that has measurable results & improvements in rep-level, lead-level & account-level productivity 
      • Be a master of what the team is doing & how they should improve
      • Own onboarding & ongoing training from rep onboarding through tenured rep achievement 
      • Assess skills, knowledge, process & tools required by our sales force to increase velocity & conversion rates at each stage
  • Build the function & lean into our overall GTM strategy & operations 
    • Architect how our Enablement function should work & chart a roadmap for the org 
    • Partner with our COO & GTM leadership team to identify & launch step-change strategic opportunities - for example, the launch of new channels & segments  
    • Help distill & codify the most important metrics for our GTM business 
  • Help scale our Test & Learn muscle across Revenue teams 
    • Help launch a Revenue Lab to continuously test improvements to our prospect through customer journey 
    • Support revenue Lab Tests across SDR, AE & CS functions -- investing in increasing conversion & performance across the revenue funnel  
      • For all Lab Tests -- own L&D & training materials across positioning, talk tracks, rebuttals, etc. -- listening to calls to iterate on content

What you bring to the table:

  • 7+ years of experience leading sales enablement organizations, with a strong background in enterprise SaaS go-to-market strategy 
  • Experience building, scaling, & managing a Sales Enablement and/or CS Enablement team in enterprise SaaS
  • Top-class problem-solver -- quickly translate ambiguity into insight & actionable recommendations 
  • Experienced with sales & mktg functions in high-growth startups (a builder vs. optimizer) -- & in teaming effectively with multiple revenue functions 
  • Experience developing sales plays & campaigns -- well versed in standard playbooks but build for situational impact 
  • Expert in tactical sales skills training & coaching, including scripting of call plans & rebuttals
  • Proven expertise with teaching, coaching & training sales methodologies
  • Top-class analytics skills - understand the importance of data & acumen
  • Understands the prospect through customer lifecycle -- from a CX, revenue funnel, & staffing perspective -- has strong communication & analytical skills.
  • Well versed in Salesforce & other revenue stack tools 

Whats CB Insights All About:

The CB Insights platform is the smartest way to explore & exploit emerging technologies. We help the worlds leading companies accelerate their digital strategy & transformation with data, not opinion. Our Emerging Technology Insights Platform fuses machine & human intelligence to help you discover & manage your response to emerging technology startups & markets.

Youll be successful here if:

  • Youre knowledgeable & innovative: You know the playbooks that work elsewhere, & build the ones that works for CBI
  • Youre a true owner: You have an ownership mindset & instill it in your team. You set an example for owning & learning from wins, failures & bets. 
  • You focus on results: You dont believe in vanity metrics, & believe in taking swings at big outcomes. 
  • Youre collaborative & to build something great together:  You believe in shared wins & want to be a critical team member in scaling CBI to $200M+. You believe our success is your success & vice versa 
  • You draw the owl

The Perks:

  • Amazing culture that emphasizes folks who have high standards, humility, hunger, helpfulness & who work hard. Learn more here
  • A newsletter that 600k people follow:  Sign up here.
  • Be Healthy: Health with HSA & FSA options, dental, & vision insurance along with unlimited/take what you need sick day policy
  • Plan for the future: 401k with up to 4% match
  • Continued Learning: $1,000 yearly continuing education stipend
  • Rest & Relax: Competitive vacation & holiday plans 
  • Refuel: Daily lunch stipend, unlimited snacks/coffee

We know that diversity makes for the best problem-solving & creative thinking. We are dedicated to adding new perspectives to the team & encourage everyone to apply if your experience is close to what we are looking for.  

Equal Opportunity Employer: CB Insights is committed to creating a diverse environment & is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

If you know someone who'd be perfect for the role, 

submit here & you'll be eligible for $5,000!

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