Director of Sales Enablement
Director, Sales Enablement
As the head of Sales Enablement, the Director is the right-hand of sales and operations leadership. Core objective is to:
Achieve targeted growth goals by driving consistent go-to-market strategies across Client Partnership and Client Success teams; implement operational efficiencies throughout organization with ongoing, streamlined processes, protocol, development and execution
Leads the core functions of:
- Insights & Analytics – provides actionable insights to Heads of CP, CS and Operations to drive effective and efficient client acquisition, retention and profitability
- B2B Marketing – drives lead generation through strategic event marketing, thought leadership content, client council oversight and collaboration with Ibotta’s PR and B2C Marketing arms
- Corporate Communication and Design – creates the Ibotta value proposition and go-to-market strategy with CP leadership; executed through client-facing collateral, creative proposals, strategic preferred partnerships and newsletter outreach
- Strategy for Sales/Account Management functions – In conjunction with COO and SVPs of Sales & Operations, influence org structure design, compensation strategy and go-to-market process, so as to drive optimal efficiencies across sales function; allow sales team to “sell” and leave the supporting operations and tools up to Enablement
- Training & Development – Coordinates with HR and L&D to apply to right level of training against the most high-yield opportunities
More specific to each function:
Insights & Analytics:
- Provide actionable insights to heads of Sales and Account Management to improve lead generation, client acquisition and onboarding efficiency
- Collaborate with Ibottalytics to leverage all data sets across Ibotta, inclusive of consumer (redemption) and client (revenue) data sets
- “Single source of truth” destination for CP and CS organizations, in regard to gross profit reporting, account and territory mapping and quota maintenance
- Integration with Salesforce.com: create real time reporting and insights on cause and effect relationship between sales behaviors or activities and GP$
- Understand current performance, forecast the future, and improve processes for our Direct and Indirect Sales channels
Strategy:
- Improve the efficiency and effectiveness of business processes essential to sales force productivity
- Support sales and account management functions to allow them to scale across all three business units (Retail, CPG, Data/Media)
- Provide industry insights to aid in compensation design, org structure, go-to-market strategy and optimal pricing structures
- Collaborate cross-departmentally to ensure scaling efforts, go to market strategies and org structures are profitable and executable
- Drive organizational, process, and technological strategies to improve conversion, maximize cost-effective acquisition, and deepen customer relationships
- Internal consultant to CP, CS, OPS, HR and Finance teams
B2B Marketing:
- Oversee overarching lead-generation solution, inclusive of tracking pipeline and driving gross profit as a result of incremental leads
- B2B Website and newsletter execution: platform for clients to find Ibotta, research our product portfolio and see us as one-stop-shop for brand marketing and promotional execution
- Utilize Client Council (currently CPG only) as means of generating thought leadership ideas and new product technologies to drive Ibotta’s GP$ potential with existing and new clients
- Execute Mobile Innovation Summit as strategy for driving Ibotta’s brand amongst key clients, industry experts and even supporting our employment brand
- In addition to Mobile Innovation Summit, utilize all other Strategic Events as an additional arm for lead generation and client retention; to be measured through integration within salesforce.com and event tracking therein
- Leverage Client Speaker Series as client retention tool, training and development for greater Ibotta organization (inclusive of CP/CS/OPS) and opportunity for potential new product technology and thought leadership ideas (akin to Client Council strategy)
- Execute all client entertainment solutions (client dinner series, quarterly in-market events, trade show entertainment) as strategic means to communicate Ibotta’s brand in market, while gaining incremental traction and GP$ with new and existing clients
- Own Salesforce.com lead generation integration for both lead generation tracking (from B2B website, events, or newsletter outreach) and measuring the impact of these B2B marketing efforts on GP$ and client retention
Corporate Communication & Design:
- Bring Ibotta’s go-to-market strategy and value proposition(s) to life through presentation and proposal materials for clients
- Ideate and publish white papers, for purposes of driving lead generation, better client integration, and ultimately, gross profit
- Create, design and maintain all external-facing branding and messaging, inclusive of booth design, event marketing materials and authoring white-papers with internal and external industry leaders
About Us:
Headquartered in Denver, CO, Ibotta (“I bought a...“) is a free app that's transforming the shopping experience by making every purchase rewarding. The company partners with leading brands and retailers to offer real cash back on groceries, travel, electronics, clothing, gifts, home and office supplies, dining out, and much more. Ibotta is the ultimate starting point for savings, and having paid out more than $500 million in cash rewards to its Savers, it's no surprise why Ibotta is one of the most downloaded shopping apps in the United States
Learn more about Ibotta here: https://liferewarded.ibotta.com/press-and-media/
Additional Details:
- This position is located in Denver, CO and includes competitive pay, benefits package (including medical, dental, vision), 401k, commuter stipend, and equity.
- Ibotta provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, and genetics.
- Applicants must be currently authorized to work in the United States on a full-time basis.