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Manager, Sales Enablement



Sales & Business Development
San Francisco, CA, USA
Posted on Wednesday, October 18, 2023

Who Are We?

Postman is the world’s leading collaboration platform for API development. The Postman API Platform’s features simplify each step of the API lifecycle so that individuals and enterprises can create better APIs—faster. More than 25 million developers and 500,000 organizations worldwide use Postman today. Together, we are building the API-first world.

Our customers are doing more and more astounding things with the Postman product every day, and as a result, we are growing rapidly. We highly recommend reading the "API-First World" graphic novel to understand the bigger picture and our vision at Postman.

At Postman, our Sales Enablement team is responsible for arming our sales team with the necessary tools and knowledge to proficiently sell Enterprise and close new logos. From creating sales training and collateral to offering unwavering support and guidance, we're committed to equipping our GTM teams with everything they need to achieve unparalleled success.

The Role

You will be a part of the Revenue Enablement Team, responsible for developing and delivering engaging, results-driven training and enablement programs to increase speed-to-productivity and overall effectiveness for our ongoing Sales motion. This manager role will report directly to the Head of Revenue Enablement, and have responsibility for managing a small team who will help execute these programs for all roles (ADRs, AEs and Solution Engineering) within the Sales organization.

You are a highly self-motivated enablement professional, with a passion to help sellers be as successful in their role as possible. You will work closely with sales, revenue operations, marketing and product marketing to ensure the field is adopting key strategic initiatives.

This role requires strong facilitation & presentation skills, expertise in sales enablement, and experience developing and executing innovative sales enablement solutions for a hyper-growth organization. You’ll be empowered to find new ways to elevate the capabilities of our sales managers and their respective teams. You will be a key player in refining our Enterprise sales playbook, taking new products and functionality to market, identifying opportunities to improve seller productivity and contributing to the positive direction of the revenue growth at Postman.

What You'll Do:

The Manager, Sales Enablement will:
Plan and execute sales training programs covering product understanding, positioning, and sales process that are repeatable, well documented, and include success metrics.
Build a team of enablement program managers who will execute the sales programs to the different roles within the sales org.
Coach and mentor sales managers and individuals to ensure they are utilizing programs and tools to improve pipeline and quota attainment on an ongoing basis
Develop a programmatic approach to analyze and identify successful repeatable sales patterns, including the current win and loss analysis, the curriculum for pre-sales and sales
Establish a feedback loop with concrete suggestions for improvement of positioning of Postman Enterprise offerings to product marketing.
Extensive knowledge of sales enablement and engagement technologies, processes, and best practices (Gong and Highspot)
Extensive knowledge of modern sales methodologies, sales processes, and buyer's journey alignment
Must have excellent communication and presentation skills. This job requires exceptional interpersonal skills
Participate in regional QBRs as needed. Deliver enablement updates and/or training when necessary.
Contribution to Sales Kickoff as needed.

Who You Are:

You possess strong knowledge of sales processes and skills needed within GTM roles
You possess strong communication, individual leadership, and interpersonal skills
You can develop strong credibility with GTM teams to become a trusted advisor and business partner
You can adapt quickly to evolving needs of a high growth GTM team and determine priorities in a high-demand environment.
You are comfortable with ambiguity and consider yourself adaptable: Willing to learn, try new approaches and iterate based on impact
Your competencies include excellent presentational, organizational, analytical, interpersonal, and written/oral communication skills

What You've Done:

You possess 4+ years' experience in a global software and SaaS enablement environment
You have 3+ years’ experience managing a sales team or a sales enablement team
You have designed, delivered, and owned end-to-end sales enablement programs
You have a track record of designing and delivering innovative successful enablement programs and curriculum development with measurable business results
You have demonstrated experience analyzing quantitative and qualitative data and turning implications into actionable recommendations and business strategies

Nice to Haves:

You have previously been in a sales, account management or customer success role (Account Exec, Account Manager, Business Development Rep, Customer Success Manager)
You understand and have practiced sales methodologies
You have experience with sales engagement tools such as Gong and Highspot
You have experience with start-up cultures
Knowledge or experience using Postman and/or developer tools

What Else?

This role is based in San Francisco and with a competitive salary, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience. In addition to our pay-on-performance philosophy, we offer a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, potential spot awards, and a monthly lunch stipend. Salaries will vary outside of the Boston, San Francisco and the U.S.

Postman has an informal and fun working team environment. We believe in a hybrid workplace, there will be opportunities for you to meet and collaborate with teammates from around the globe. We offer a competitive salary and equity package, comprehensive medical, dental, and vision insurance, and cool perks. Our employees enjoy unlimited PTO because we believe everyone should take the time off needed to refresh, relax, and reflect. Our wellness program offers fitness-related reimbursements, a meal stipend, home office set-up reimbursement, internet reimbursement, book reimbursements for professional development, and a training platform for continued learning and education for personal growth. Also, our donation-matching program can support causes you care about. We’re creating a long-term company, and we want you to be part of it. Join us and become a Postmanaut.

Our Values

At Postman, we create with the same curiosity that we see in our users. We value transparency and honest communication about not only successes, but also failures. In our work, we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can.

And we want you to be part of it all.

Equal Opportunity

Postman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this Web site or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.

Postman will consider for employment qualified applicants with arrest and conviction records where directed under applicable law, such as pursuant to the San Francisco Fair Chance Ordinance.

PS: Here's a timeline of Postman’s journey in becoming an API Platform.