About Panorama:
Panorama is a fast-growing national technology company focused on radically improving education. More than 2,000 school systems serving 15 million students across all 50 states have adopted our platform to understand students’ academic and social-emotional strengths and to identify those in need of additional support. School systems turn to our suite of tools to ensure that every child gets the support they need, including school climate and social-emotional learning surveys, tiered intervention planning, and professional development.
Panoramians can choose to work fully remote anywhere within the Continental United States, in-person from our Boston office, or a hybrid option.
About the Role:
The Director of Sales Enablement will play a key role in accelerating the performance of our Sales and Account Management organizations. This role will be pivotal in ensuring that our Sales and Account Management teams are equipped with the content, resources, skills, and knowledge needed to effectively sell Panorama’s suite of products. The role reports to the Chief Revenue Officer.
Key Responsibilities:
- Develop, manage, and ensure the adoption of the end-to-end enablement strategy for the Revenue team including Sales Development, Sales and Account Management, through effective communication, feedback and change management
- Lead a high performing team to support the development and execution of Panorama’s sales enablement efforts
- Build repeatable sales processes and playbooks that make us more effective as a team
- Capture and analyze program impact against key performance indicators (i.e., retention, sales goals, pipeline, sales velocity, conversion rate, etc.)
- Regularly conduct an analysis of the current state of Revenue team’s productivity & effectiveness in conjunction with Revenue Operations
- Use data, including SFDC win/loss information, to inform opportunities for training and development across the Revenue team, and to identify specific coaching opportunities for managers
- Define Panorama’s standard sales process in terms of our client’s buying journey
- Develop cross-functional processes with Product and Product Marketing to ensure Revenue team members are confidently able to communicate new product launches, newly acquired products and incremental product improvements
- Partner with revenue operations to assess and optimize our sales technology stack to enhance productivity and improve client experience
- Deploy events that improve productivity of the revenue organization (i.e. Revenue Kickoff, Leadership offsites)
- Program manage our ongoing sales training and sales programming (enablement calls, all hands, etc.) and owning our enablement calendar
- Ensure that there is effective use of SFDC amongst the Revenue team
Our Ideal Candidate Has:
- 7-10+ years of experience in sales enablement or equivalent function at a senior level
- Proven track record of building and managing high-impact enablement programs and teams
- Ability to influence strategic decision making with senior revenue leaders
- Detail oriented and analytical nature, capable of understanding and implementing various data inputs to guide decision making
- Advanced knowledge of best solutions and best practices in the sales enablement space
- A deep understanding of sales methodologies and experience in developing, documenting, and training sales processes
- A desire to lead from the front and demonstrate how to build client relationships and deliver results effectively
- Adaptable: You excel in fast-paced environments, embrace operational rigor and are comfortable with ambiguity
Nice to Have:
- Experience as a sales rep and sales leader
- Experience working with Winning by Design and the SPICED methodology
- Experience working in K-12 educational technology, K-12 education, or both!
Base Salary: The base salary range for this role is $180,000 - $240,000
The “Base Salary” range represents the low and high end of the anticipated salary range for this position across all US locations. The determination of this anticipated Base Salary range involves the consideration of many factors in making compensation decisions including but not limited to: unique skill sets, experience, training, performance, licensure and certifications, as well as other business and organizational needs. Our anticipated Base Salary determination is just one component of Panorama’s competitive total rewards strategy that also includes annual bonus or commission awards, equity awards, as well as other region-specific health and welfare benefits.
Panorama Education is dedicated to building a diverse and inclusive company because we serve students, educators and families from tremendously diverse backgrounds and identities across the country; we’ve seen how our product and impact are strengthened the more we reflect that diversity. In addition, we have found (and we believe the research) that diverse teams are higher-performing, and we embrace the varied perspectives that our team members share with each other. As such, we are an Equal Opportunity Employer. Panorama also has a policy on maintaining a drug-free workplace.
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