Director, Sales Enablement
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Job Description
Director of Global Sales Enablement responsible for building learning paths to enhance sales performance. Leading a team to align training initiatives with board-level revenue objectives for Coupa.
Responsibilities:
- Define the multi-year enablement roadmap. Lead and mentor a team of Senior Managers to ensure global consistency in program design, building a "unified sales operating system" across the Americas, EMEA, and APAC.
- Serve as an enablement liaison to the C-Suite and Revenue Leadership. Conduct high-level stakeholder reviews to align enablement outcomes with quarterly pipeline and retention goals.
- Drive organizational adoption of new tools and processes, ensuring that enablement initiatives are not just delivered, but integrated into the daily rhythm of the business through manager accountability.
- Architect the measurement framework for the department. Transition from tracking "completion rates" to measuring "behavioral change" and "revenue impact," such as quota attainment and reduced ramp time.
Requirements:
- 5+ years in Enablement or L&D, with at least 3+ years specifically leading and developing a team of enablement professionals.
- Proven experience scaling an enablement function within a global SaaS organization during periods of significant growth or transformation.
- The ideal candidate will possess extensive experience leveraging Highspot to architect and deliver high-impact seller learning programs that drive measurable field proficiency and performance.
- Ability to manage "active dissent" and drive cross-functional alignment across Sales, Marketing, and Product Management.
- Deep expertise in deploying sales methodologies.
- Advanced understanding of adult learning principles and the ability to coach others on the "Know, Say, Show, Do" instructional design framework.
Benefits:
- Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.
- Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.
- Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other.
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