Director, Sales Enablement

Director, Sales Enablement 

About us  

We turn customer challenges into growth opportunities. 

Material is a global creative and strategy partner to the world’s most recognizable brands and innovative companies. Our people around the globe thrive by helping organizations design and deliver rewarding customer experiences. 

We use deep human insights, design innovation and data to create experiences powered by modern technology. Our approaches speed engagement and growth for the companies we work with and transform relationships between businesses and the people they serve.   

About the Director, Sales Enablement role   

We are looking for an eager self-starter with leadership potential, possessing exceptional interpersonal relationship building skills and a servant leader mindset. The ideal candidate will be very well-versed in enabling sales and business development in a professional services organization, including marketing agencies.  This role focuses on enabling multidisciplinary solutions teams to acquire market expansion opportunities by generating leads, winning pitches, converting proposals and supporting the achievement of revenue goals for Material.  This will be done by contributing ideas and initiative, creating and organizing relevant assets, providing perspective through contextual (desk) research, and owning the work plan that puts Material in the optimal position to win new client work.  

As a Sales Enablement Director you will   

• Gain an expert understanding of our offerings, solutions and products, the case library and “gold copy” proposals and pitch materials, to bring them into relevant pursuits and help teams effectively articulate and demonstrate our value proposition to clients. 

• Validate and size opportunities for net new pursuits, gathering important deal and buyer data to inform practice and revenue leaders’ decision-making and guide our approach to responding – working as part of the Market Expansion Team (sales) supporting senior business developers. 

• Support the development of GTM strategies (events, lead generation, outbound marketing) and execute with a focus on what will land with prospective buyers.  

• Orchestrate and drive pursuits as assigned: 

• Build and maintain a pitch plan with key milestones.  

• Gather and create content assets as agreed with the team. 

• Partner with client leaders and work with pursuit teams enabling each contributor in each role to own their work and deliver it on time.  

• Work with design or production resources as assigned to ensure flawless delivery of content and pitch theatre.  

• Support co-selling with channel partners, when applicable. 

• Set up regular check-ins, rehearsals and feedback sessions.  

• Conduct competitor reviews and help create winning sales propositions.  

• Follow up with deal owners [Client Partners] to support the progress of opportunities through the pipeline. 

• Support Market Expansion Team members attending business development and lead generation events, planning for client meetings and logging lead activities. Attend in-person events and conferences as requested. 

• Prepare and socialize deal analysis and sales metrics in partnership with revenue leaders utilizing Salesforce.  

• Prepare inputs as requested for Marketing and GTM planning and strategy meetings to help support decision making, such as collecting and analyzing data from teams or enterprise systems, contributing content to stimulate discussion around industry challenges, emerging trends and / or specific customer challenges. 

• Manage the sales pipeline efficiently and effectively, from opportunity management to deal closure, working across teams and specialists to ensure everyone involved shines and shows up well.    

• Support deal negotiation and closure by working with Engagement Management, Client Partners and Legal to detail and document initial scopes of work.  

• Facilitate strong handoffs from win teams to client teams. Collaborate with internal teams to support seamless transitions from deal closure to implementation on net new wins.  

• Build and maintain strong relationships with team members and prospective client contacts throughout the lead qualification, opportunity validation and pursuit process.  

• Stay informed and report on industry trends, competitor offerings, and market dynamics to identify opportunities for differentiation and innovation.    

• Support co-selling with channel partners when applicable 

• Identify and package new case content and pitch content to add to Material’s central library.   

About you   

• 6-7 years’ experience, with progressive increase in responsibilities in one of more of sales enablement, inside sales or business development 

• Recent and relevant selling experience working in a professional services organization or agency 

• Ability to bring discipline and innovation to selling both net new and existing accounts. 

• A desire to support and sell and make the most of often ambiguous situations.  

• Excellent listening, synthesis, organizational and follow-through skills. 

• Problem solving skills and buyer-facing demeanor for both internal and external stakeholders in sales (team members and prospective buyers)    

• Deep understanding & experience with Salesforce ecosystem    

• Ability to work both independently and collaboratively in a team-oriented environment.    

• Willingness to travel up to 20%.  

Why work for Material?  

In addition to fulfilling, high-impact work, company culture and benefits are integral to determining if a job is a right fit for you. Here’s a bit about who we are and highlights around what we offer.  

Who We Are & What We Care About  

• Material is a global company and we work with best-of-class brands worldwide.  We also create and launch new brands and products, putting innovation and value creation at the center of our practice. Our clients are in the top of their class, across industry sectors from technology to retail, transportation, finance and healthcare.  

• Material employees join a peer group of exceptionally talented colleagues across the company, the country, and even the world. We develop capabilities, craft and leading-edge market offerings across seven global practices including strategy and insights, design, data & analytics, technology and tracking. Our engagement management team makes it all hum for clients.   

• We prize inclusion and interconnectedness. We amplify our impact through the people, perspectives, and expertise we engage in our work. Our commitment to deep human understanding combined with a science & systems approach uniquely equips us to bring a rich frame of reference to our work.  

• A community focused on learning and making an impact. Material is an outcomes focused company. We create experiences that matter, create new value and make a difference in people's lives.   
    

What We Offer  

• A work environment that works best for you. Whether that’s fully remote, in one of our offices, or hybrid.  

• Flexible & synchronous time off. We trust our colleagues to take responsibility for and manage their workloads. That’s why we offer Flexible Time Off along with synchronous companywide closures and 11 company holidays.    

• 12 weeks of paid parental leave. Every parent deserves to spend the first few months of their new child’s life with them.  

• Help planning for your future. We offer 401K match, as well as periodic financial wellness and planning sessions throughout the year.  

Pay Range: $110,000.00 - $140,000.00

The range shown represents a grouping of relevant ranges currently in use at Material. Actual range for this position may differ, depending on location and specific skillset required for the work itself. 

Equal Employment Opportunity        

All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other factors prohibited by law.