Principal – Revenue Enablement
| Company | PTC |
|---|---|
| Location | Boston, MA, USA |
| Salary | $Not Provided – $Not Provided |
| Type | Full-Time |
| Degrees | |
| Experience Level | Senior |
Requirements
- 6-8 years of experience in Sales Enablement, Revenue Enablement, GTM Strategy, or similar GTM related roles as an individual contributor within a high-growth SaaS environment.
- Proven track record of designing and executing successful enablement programs that impact revenue outcomes.
- Demonstrated knowledge of traditional selling methodologies (e.g., MEDDIC, Command of the Message) utilized by enterprise GTM teams.
- Experience with modern day GTM tech stacks, including Salesforce, Gong, Clari, Seismic, and other GTM related tools.
- Exceptional ability to translate data into actionable insights for enablement strategy.
- Experience supporting deal strategy and guiding sales teams in closing complex, enterprise level opportunities.
- Superior project management, facilitation, and communication skills.
Responsibilities
- Develop and execute a best-in-class revenue enablement strategy to improve sales effectiveness and GTM execution.
- Partner with GTM leadership to identify knowledge and skill gaps, creating targeted programs to improve win rates, deal velocity, and pipeline conversion.
- Design and lead ongoing training sessions covering a range of topics, including industry insights, product knowledge, competitive analysis, sales acumen, and sales process design.
- Measure training impact on sales performance and iterate on learning strategies.
- Own and optimize the onboarding programs for new sales and revenue team members, focusing on time to productivity, with an additional emphasis on leadership visibility, milestone management, and role specific activities.
- Collaborate with marketing and product teams to create compelling sales assets, including playbooks, competitive battle cards, talk tracks, and case studies.
- Ensure GTM teams have access to the right content at the right time to drive conversations forward.
- Optimize content management and utilization by leveraging PTC’s enablement platforms (e.g., Seismic, Gong) and collaborating with the broader content management teams.
- Be an active participant in identifying opportunities to optimize sales processes to drive consistency in deal execution.
- Develop a working knowledge of the GTM Tech Stack and how those platforms support the GTM efforts of the various field teams.
- Partner with Sales Operations teams to ensure CRM hygiene, data-driven decision-making, and adoption of sales tools (e.g., Salesforce, Gong, SalesLoft, Clari).
- Act as the bridge between GTM teams, ensuring alignment across sales, marketing, product, and customer success on all topics related to Field Enablement, Content Management, and Onboarding.
- Collaborate with product marketing to launch effective sales enablement initiatives for new product releases.
- Work with customer success teams to improve expansion and renewal motions through enablement.
Preferred Qualifications
- Experience working in industries such as Manufacturing, Supply Chain, Product Lifecycle Management (PLM), and CAD.
- Experience as an individual contributor in an enterprise SaaS sales, business development or customer success position.
- Specific experience with Command of the Message methodology to enable value-based selling and MEDDICC deal management and qualification criteria.
- Background experience working with Customer Success and Account Management teams to drive customer centric revenue enablement initiatives.
- Experience supporting and working with remote colleagues across various time zones, including internationally based teammates.