Director, Sales Enablement

About the Team:

Warning: this is not a traditional Sales Enablement role or Sales Enablement team.

Sales Enablement at MuleSoft is transforming how we sell, enabling much larger ASPs and higher win rates by delivering insight and ultimately transformational outcomes to customers. Our charter is to improve sales productivity, which is arguably the most important metric in our business. We don’t just roll out a model that is already proven…we are defining the model.  In the process we’re helping a large number of individuals accelerate their careers.

Great sales organizations scale organizations scale when they have a story that resonates strongly with the market and when they consistently deliver that story in every customer interaction. Creating this story requires both deep customer understanding (typical for sales) and rich knowledge of where we are taking the business (typical for marketing).  You are the unique person who can bridge these worlds.  You will be responsible for making sure our story achieves resonance at scale.

  • 30% of your time will be spent in the field in customer conversations, running training programs, and modeling desired behavior for field teams
  • 70% of your time will be at HQ focused on content and program development

About the Position:

  • Shape the end-to-end conversation we are having with prospects
    • Understand what prospects need from us to move through their buying process
    • Ensure that the stories we tell from first contact to customer success are consistent and aligned with customer (and MuleSoft) needs
    • Create original content to support the sales process in addition to working with other content creators and subject matter experts such as Product Marketing
  • Bridge from the marketing organization and other content creators to the sales organization
    • Help content creators adapt new content to be as digestible by the field and aligned with the customer voice as possible
    • Drive adoption of new content by modeling its use in the field, creating videos, speaker notes, and tools
    • Influence Marketing’s content pipeline and provide feedback on what content is having the greatest impact
  • Run training and communications programs to ensure that the field is executing best practice as consistently as possible
    • Your knowledge of customer conversations gives you great credibility with the field.  Maximize your impact across the business by delivering training programs to embed best practice
    • Own our bi-weekly all-hands call.  By setting the agenda and working with presenters you’ll shape the message the field hears in this critical communication channel
  • Build and run our executive briefing center (EBC).  This function is in its infancy today.  Running the Center will give you access to and allow you to shape the senior-most conversations we have with customers.  What you observe there will be an important input to your other work.

Position Deliverables:

  • 30 Days:
    • Quickly come up to speed on our messaging and sales content
    • Shadow AEs and ADRs in customer meetings
  • 60 Days:
    • Identify gaps in the story – where do we not have supporting content? Where is the story not consistent?
    • Present plan to fill gaps.  What will you build?  What will others build?
    • Engage with people from around the company who want to communicate with or enable the sales organization. Help them craft their message in a way that will be highly digestible for this audience and deliver maximum impact
  • 90 Days:
    • Evangelize the new content you have developed
      • Get in the field and model how it should be used
      • Create videos and speaker notes
      • Run training sessions on the content with local teams
    • Develop a roadmap of training needs based on your observations and conversations with field leaders

About You:

  • You have a passion for sales and for helping salespeople succeed
  • A master storyteller who wants to get as close to the point of impact with the customer as possible
  • You love seeing direct, tangible, and human impact of your work
  • Can come up to speed rapidly on new concepts
  • Are comfortable with a high degree of ambiguity.  You create your own templates vs. following others
  • Thrive on flawless execution and detailed follow-throw
  • Are broadly respected for your opinions, including by senior executives
  • Are able to motive people over whom you have no direct control
  • Enjoy being at the front of a room, and can energize and motivate a group
  • Understand what it takes to get stuff done in a rapidly growing and changing environment

About Our Benefits:

  • Pre-IPO equity
  • Competitive medical, dental, and vision insurance for you and your family
  • 401(k) and pre-tax health care, dependent care and commuter benefits (FSA)
  • “No policy” vacation policy
  • Commute up the peninsula on the MuleSoft shuttle
  • Gym discounts and on-site yoga classes
  • Mac or PC
  • Fully stocked kitchen, regular catered lunches, weekly happy hours, family nights
  • Annual, all-company weeklong MeetUp trip for collaboration, learning and inspiration




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