Senior Revenue Enablement Field Manager

As a Senior Revenue Enablement Field Manager at Restaurant365, your key responsibilities include leading everboarding and ongoing development programs for sales professionals, conducting opportunity and deal coaching sessions, and collaborating with cross-functional teams to enhance sales process efficiency. You will design and facilitate training programs that ensure our sellers, especially those in the 90-day to 1-year stage, continuously refine their skills. Moreover, you will work closely with sales leaders to assess deal strategies and drive measurable improvements in sales performance.

To thrive in the Senior Revenue Enablement Field Manager role at Restaurant365, you should have 4-5 years of experience in sales enablement, particularly within high-performance SaaS organizations. Essential qualifications include deep knowledge of value-based selling methodologies, prior experience in full-cycle sales roles, and strong facilitation skills. Your expertise in platforms like Salesforce and familiarity with deal qualification frameworks, such as MEDDPICC, will be crucial for effectively enabling our sales teams.

At Restaurant365, the Senior Revenue Enablement Field Manager plays a pivotal role in supporting sales teams through tailored training and enablement programs. By partnering with sales leadership, this position ensures that sellers leverage best practices for deal execution and utilize frameworks like MEDDPICC to qualify and advance their deals strategically. Continuous development and coaching are also fundamental components, creating a culture of learning that directly impacts the team's success.

As a Senior Revenue Enablement Field Manager at Restaurant365, you can expect a competitive salary range of $116,000 to $174,000, reflective of your skills and experience. Besides monetary compensation, the benefits package includes comprehensive medical coverage, a 401k plan with matching contributions, equity options, unlimited PTO, and wellness initiatives that promote a healthy work-life balance. We believe in equitable pay and transparent compensation practices for all our team members.

Restaurant365 is committed to fostering a culture of continuous learning and professional development. As a Senior Revenue Enablement Field Manager, you will have access to various training programs, certifications, and leadership opportunities. The role not only includes hands-on experience in driving enablement strategies but also allows you to collaborate with sales leadership and cross-functional teams, enhancing your skills and expanding your professional network within the organization.

When designing enablement programs, I begin by assessing the specific needs and challenges faced by the sales teams. This involves gathering insights from sales leaders about obstacles and opportunities for growth. I ensure the program mixes foundational training, advanced strategies, and ongoing continuous learning opportunities, aligning with the sales objectives and methodologies like MEDDPICC.

In my previous roles, I have actively utilized MEDDPICC to help sellers qualify deals effectively. I conducted training sessions that focus on each component of the framework—Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, and Champion—ensuring that the sellers internalize these principles. My goal was to equip them with the tools needed for successful deal progression.

During deal reviews, I emphasize a collaborative approach where I partner with sales reps to analyze opportunities critically. I encourage open dialogue, helping them unpack the deal specifics while providing real-time feedback. I use role-playing scenarios that allow them to practice negotiation techniques and objection handling, ultimately ensuring they are more prepared for their presentations to clients.

Measuring the effectiveness of enablement programs involves a combination of quantitative and qualitative metrics. I track performance data, such as deal closure rates and sales productivity, before and after program implementation. Additionally, I gather feedback from participants through surveys and one-on-one discussions to assess their learning experiences and identify areas for improvement.

In my experience, one major challenge has been addressing the varying expertise levels among sales representatives. To overcome this, I implemented tiered training sessions to cater to different skill levels, ensuring everyone received targeted guidance. This approach fostered a collaborative environment where experienced reps could share insights, enhancing overall team performance.

I actively participate in industry webinars, workshops, and professional development conferences. I also engage with sales thought leaders and subscribe to relevant publications. Staying connected with peers allows me to exchange best practices and adapt our enablement strategies accordingly, ensuring we remain competitive and continue to drive success.

Collaboration is fundamental to successful sales enablement. By working closely with sales leadership, marketing, and other departments, I ensure that our enablement initiatives are aligned with broader business goals. This synergy helps create a cohesive GTM strategy, empowering sellers with the resources and insights necessary to succeed.

Handling resistance involves active listening and addressing any concerns or misconceptions that reps may have about the new programs. I strive to engage them in the process, soliciting their feedback and showcasing the positive impact these programs can have on their success. Building buy-in is essential for fostering a culture of continuous improvement.

I prefer using tools like Salesforce for CRM management, Salesloft for cadence management, and Clari for pipeline visibility. These platforms enable better tracking of sales activities and allow for data-driven insights that inform our enablement initiatives. Additionally, utilizing eLearning platforms facilitates scalable training and encourages continuous learning.

My ideal sales enablement program is one that is tailored to the specific needs of the sales organization and incorporates various learning methods, such as workshops, eLearning modules, and one-on-one coaching. It would also emphasize a cycle of continual feedback and iteration, ensuring ongoing development that drives both immediate success and long-term career growth for sales professionals.