Director of Revenue Enablement at Applecart

Applecart is the leading technology company creating a new category of “Decision Maker Marketing”. The most important decisions are made by the hardest people to reach and influence. Historically, C-suite leaders have lacked the tools to reach the stakeholders that matter most to their business. The C-suites of hundreds of Fortune 500 companies, major agencies, trade associations, nonprofits, and governments use Applecart to put their best content in front of business critical decision makers and those they trust —  from policymakers and investors to CEOs, key employees, members of the media and more. Decision makers are informed by what they read, learn from advisors, hear from colleagues, and discuss with family and friends. To break through to them, you must reach them through the only channel that really moves them: those they know and trust. Applecart’s platform uses publicly available or fully permissioned data to map billions of social relationships between nearly every American adult and enable clients to deliver content directly to decision makers and those that matter most to them. 

We are hiring a Director of Revenue Enablement in our New York office.

About the Role:

As a leader on the go-to-market team, the Director of Revenue Enablement will be the company’s first enablement hire and play a crucial role in ensuring the effectiveness and scalability of our rapidly growing Sales and Client Services teams.  As we aim for our fifth consecutive year of 100%+ year-on-year revenue growth, you will lead the development and implementation of a robust onboarding, training and continuing education program for a team of soon-to-be 20+ senior sellers, as well as own the development of and updates to customer-facing collateral as we expand to new buyer personas and rollout new products.  You will be responsible for identifying gaps in existing sales training and collateral and develop content and programming to fill them.  You will leverage performance data and conversation intelligence to identify areas of opportunity for training and development.

In this position, you will work closely with executive leadership (including our Co-CEO) and members of the Business Development, Product, Client Services and Operations teams.  This role will report to the VP of Business Operations.  This role is initially an individual contributor which will receive support from other Operations team members, but is expected to ultimately lead a small team of enablement professionals as the company grows.

What You’ll Do:

• Own the new hire onboarding program for the go-to-market team, including Sales and Client Services:
  • Iterate and improve upon the existing training curriculum for go-to-market roles to improve ramp time
  • Manage the new hire onboarding process and verify new team members’ readiness to represent Applecart’s products and services to customers
• Manage training and certification of the go-to-market team for new product/feature rollouts and new process rollouts
  • Collaborate with stakeholders from Product, Sales and Client Services to develop the appropriate training and certification programs for new products or features
  • Collaborate with go-to-market leadership and Operations to develop training and certification programs for customer-facing processes and skills
  • Own the outcomes of the training programs you manage: continually measure program completion, participant performance and business impact of each program
• Own the creation and curation of customer-facing sales collateral that that enhances the effectiveness of the go-to-market team
  • Solicit input from the go-to-market team regarding needed collateral
  • Ideate and create new customer-facing collateral and update existing customer-facing collateral
  • Socialize new or revised customer-facing collateral with key stakeholders for approval
  • Improve the ease-of-use of customer-facing collateral templates by making them easily accessible and easy to customize
• Observe customer meetings and embed with the go-to-market team as needed to develop an independent perspective on necessary collateral or training
• Using performance data and conversation intelligence tools, collaborate with revenue leadership to identify knowledge and skills gaps across the go-to-market team, and build continuing education strategies to close those gaps
• Collaborate with the Product team to develop a communication strategy and calendar for effectively managing new product or feature rollouts
• Partner with Operations to source, implement, manage, and train on technologies that drive productivity for the go-to-market team

Experiences and Capabilities You Bring:

• Substantial experience in revenue/sales enablement, ideally at fast-growing B2B technology-enabled services or software companies
• Strong understanding of the sales ecosystem, including sales processes, methodologies, content, tools, and trainings
• Demonstrated excellence in development and design of sales collateral (presentations, templates, one-pagers, standard email copy, etc.)
• Experience managing employee training and onboarding programs
• Expertise in key software in the sales tech stack, including:
  • CRM software like HubSpot or Salesforce
  • Conversation intelligence tools like Gong or Chorus
  • Knowledge management platforms like Confluence
  • Presentation software like PowerPoint or Google Slides
  • Shared drive software like Google Drive or Sharepoint

This is a hybrid role. Work from anywhere on Monday and Friday and in Applecart’s New York City office Tuesday through Thursday. 

Compensation:

Our compensation package consists of three components: (i) a base salary, (ii) annual cash bonus, and (iii) generous equity compensation.

The base salary range for this role is between $150,000 - $200,000, based on the candidates experience and skills relative to the requirements listed above. The salary range provided is exclusive of discretionary annual cash bonus and equity compensation. The salary range provided for this role is specific to candidates located in the New York City area.

A few facts about us:

• Applecart’s platform has been used by hundreds of industry-leading clients spanning Fortune 500 companies like Blackstone and Intuit, leading nonprofit organizations like the Environmental Defense Fund, and top-tier communications and public affairs firms like Teneo, Sard Verbinnen, and Weber Shandwick.
• Applecart is growing quickly — 2023 was the fourth year in a row that we doubled the previous year’s bookings. 
• Our senior leadership team includes two members of the Forbes 30 under 30 list for Marketing and Advertising, the former Head of Product at Moat, Oracle’s online ad measurement platform, a former senior White House advisor, an early sales leader at Google and Twitter, two of the Democratic Party’s most successful pollsters and strategists, and alums of top-tier organizations like Bain, Amazon and Simpson Thacher.
• Our investors include global sports, entertainment and marketing giant Endeavor, KKR Co-Founder Henry Kravis, entrepreneur Chris Burch, a founder of Palantir, senior engineering leaders at Twitter and Yelp, former Fortune 50 and advertising agency CEOs, and a number of well-known venture capitalists. Endeavor CEO Ari Emanuel and Owl Capital Managing Partner Jennifer Fonstad serve on our board.
• Our work has been featured on Morning Joe on MSNBC, BloombergTV and The Colbert Report, and in Axios, BusinessWeek, the Associated Press, Forbes, the Washington Post, and Politico, among many others.