Sales Enablement Lead

🔥 4 hours ago

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GEOTAB

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2000

📦 Logistics

🏭 Manufacturing

💼 Consulting

Logistics • Manufacturing • Consulting

GEOTAB is a world-renowned provider of commercial telematics, focusing on connecting vehicles to the internet and providing web-based analytics to help organizations manage their fleets. Their platform offers insights into productivity, fleet optimization, sustainability, safety, expandability, and compliance. They cater to various industries, including commercial transportation, logistics, state and local government, and many others, by providing advanced analytics, video-based safety, asset tracking solutions, and telematics devices that collect and analyze vehicle data. GEOTAB's commitment to sustainability is evident in their efforts to reduce CO2 emissions and support fleet electrification.

📋 Description

• Own and define the enablement strategy for a specific product, platform, or segment domain, ensuring all enablement solutions are grounded in deep expertise within that specific area • Act as the primary enablement partner to Sales leadership, aligning on priorities, pipeline needs, and performance outcomes • Ensure readiness across the full revenue lifecycle, including prospecting, qualification, discovery, demo, proposal, and expansion • Identify domain-specific readiness gaps and define targeted enablement strategies to improve execution and results • Translate capabilities within their specific product, platform, or segment domain, into clear, domain-specific value propositions, use cases, and customer outcomes • Define how solutions should be positioned across segments, personas, and sales motions • Ensure messaging reflects the unique needs, challenges, and buying behaviors associated with their specific product, platform, or segment domain • Establish competitive positioning and differentiation specific to the domain • Develop domain-specific sales plays, discovery approaches, and deal strategies aligned to their specific product, platform, or segment domain • Translate product or segment solutions into role-specific execution across SDR, BDR, Account Executives, Partners, and Solution Engineering • Ensure all sales motions and execution frameworks are tailored to the realities of their specific product, platform, or segment domain, including customer use cases and deal dynamics • Enable repeatable, scalable execution models that support pipeline generation, deal progression, and expansion within the domain • Define and own all enablement solutions for their specific product, platform, or segment domain, ensuring they are directly aligned to domain expertise and field execution needs • Establish requirements and direction for enablement assets specific to their product, platform, or segment domain, including: Sales playbooks, Messaging frameworks, Demo strategies and flows, Competitive positioning guides, Objection handling frameworks, Discovery guides, Deal support materials • Ensure all assets are built to reflect real-world execution within their specific product, platform, or segment domain, including customer scenarios, industry nuances, and sales motions • Partner with Content, Learning Design, and Demo Excellence teams to operationalize and deliver these solutions • Partner with Product Management, Product Marketing, Sales, Revenue Delivery and Revenue Operations to ensure enablement is aligned to roadmap, messaging, and GTM priorities • Collaborate with other Enablement Leads to ensure consistency and alignment across product and segment domains • Ensure horizontal and vertical alignment so that solutions are both globally consistent and locally relevant • Gather domain-specific field insights, feedback, and performance data related to their specific product, platform, or segment domain • Identify gaps in positioning, messaging, and execution specific to the domain and drive improvements • Continuously refine enablement solutions to reflect evolving customer needs, market dynamics, and sales performance • Ensure enablement remains practical, relevant, and directly tied to field success.

🎯 Requirements

• Bachelor's degree in a related field, or equivalent combination of education and work experience • 5-8 years of experience in sales enablement, product enablement, sales strategy, or a related field • Experience in B2B technology, SaaS, IoT, or similar industries strongly preferred • Experience working in cross-functional go-to-market environments required • Deep expertise in a specific product, platform, solution area, or customer segment, with the ability to translate that knowledge into actionable sales enablement strategies • Strong understanding of sales enablement principles, value-based and solution selling, and the full revenue lifecycle from prospecting through expansion • Proven ability to develop domain-specific enablement solutions including sales plays, messaging frameworks, competitive positioning, and execution tools • Sales methodology certifications (e.g., MEDDIC, Challenger, CHAMP) considered an asset • Enablement or product-related certifications considered an asset.

🏖️ Benefits

• Flex working arrangements • Home office reimbursement program • Baby bonus & parental leave top up program • Online learning and networking opportunities • Electric vehicle purchase incentive program • Competitive medical and dental benefits • Retirement savings program