Senior Program Manager, Downmarket AE Sales Enablement

Rippling People Center Inc. - San Francisco, CA

Full-time - Mid Level

San Francisco, CA

501-1,000 employees

About the position

The Senior Program Manager for Downmarket AE Sales Enablement at Rippling is responsible for ensuring the success of the Downmarket Account Executive (AE) teams, specifically focusing on Small and Medium Business (SMB) and Small Startups (SSB). This role involves managing the end-to-end lifecycle of enablement programs, including analysis, project management, content development, execution, reinforcement, and measurement. The ideal candidate will collaborate with various stakeholders to identify gaps, develop training programs, and facilitate sales skills training, all while driving the success of the teams in a fast-paced environment.

Responsibilities

• Develop and manage end-to-end SMB Account Executive (AE) enablement programs, including curriculum design, playbook development, and certification processes.
• Execute and evaluate program effectiveness to ensure alignment with business objectives.
• Partner with the VP of SMB Sales and key stakeholders across Product Marketing, Revenue Operations, and Customer Experience to execute and evaluate program effectiveness.
• Align stakeholders and collaborate with the broader Revenue Enablement team to execute strategies and manage cross-functional initiatives.
• Facilitate sales skills training, including MEDDPICC, negotiation, multi-threading, and closing.
• Coach AEs on sales skills, processes, and new rollouts, ensuring effective knowledge transfer.
• Oversee multiple enablement projects, ensuring timely execution and alignment with strategic goals.
• Coordinate with cross-functional teams to deliver on strategic initiatives.
• Review and analyze data to inform enablement recommendations based on business gaps.
• Interpret key performance metrics to identify opportunities for impact and ensure rapid AE ramp-up and effectiveness.
• Create and update onboarding content for new AEs, ensuring relevance and accessibility.
• Develop documentation and reference materials to support AE teams in quickly finding and adopting sales content.

Requirements

• At least 5 years of relevant experience in Enablement, Program Management, Product Marketing, Sales Operations and/or Sales.
• Ability to thrive in very fast-paced environments, effectively managing shifting priorities and handling multiple tasks without becoming easily overwhelmed.
• Strategic mindset with an ability to navigate ambiguity.
• An aptitude for problem-solving and working cross-functionally with others.
• Knowledge of MEDDPICC, sales skills training, and best practices for facilitating engaging sessions and conducting reinforcement.
• Exceptional communication, presentation, and organizational skills.
• Self-starter with a bias towards action.
• Strong operational excellence skills - understands how to organize chaos, streamline processes, create workflows to support more efficient working processes.

Benefits

• Competitive salary
• Remote work flexibility
• Diversity and inclusion initiatives
• Professional development opportunities