Sales Enablement | SDR

What You'll Do

Own the SDR Onboarding Program

• Redesign and run the quarterly onboarding program for each incoming cohort of new SDRs, targeting full productivity by month three
• Build tracks covering sales methodology, professional fundamentals, cold calling philosophy, email craft, and multi-product qualification basics
• Create resources SDRs will use on cold calls: specific discovery questions, objection handles, and qualifying language
• Design the program to run without you — owned by managers, reinforced in weekly 1:1s, and refreshed with each new cohort

Build the Continuous Enablement Infrastructure

• Develop segment-transition programs ("SDR 201") for reps moving from SMB to Mid-Market and Enterprise — covering advanced competitive positioning, stakeholder mapping, and enterprise call dynamics
• Build and maintain multi-product readiness tracks for procurement, treasury, and AP personas
• Run 2–4 targeted enablement sessions monthly based on real field data — declining metrics, new product pushes, emerging competitive threats
• Create lasting behavior change, not event-based spikes

Bring creativity to incentives and performance pushes

• Design, test, and iterate on SPIFFs that SDRs actually care about, with clear targeting, rules, and measurement
• Partner with SDR leadership to use incentives to drive specific behavior change (e.g., multi-channel adoption, better pre-qualification, new product motions)

Build Coaching Infrastructure for Managers

• Translate SDR metrics into coachable behaviors
• Develop the tooling, frameworks, and rep-level data views that let managers diagnose a struggling rep's specific problem
• Build mechanisms to identify and systematically spread what top performers are doing
• Partner with Sales Ops and the data team to build measurement infrastructure for the behaviors that matter but aren't yet tracked

Own AI and Systems Enablement

• Build the first structured AI enablement program for the SDR team
• Surface and amplify the AI and tooling innovation already happening in the field
• Run tool proficiency programs that close the gap between access and mastery
• Work cross-functionally with Sales Ops and the growth team to consolidate rep feedback into product and tooling improvements

Translate Organizational Priorities into Field Tactics

• Serve as the bridge between leadership priorities, product launches, and what SDRs actually hear and say on cold calls
• Turn a FinOps multi-product directive into 30 specific discovery questions SDRs can use in the next 30 days
• Own the SDR segment at the All Hands: present the enablement roadmap, celebrate top performer behaviors
• Partner with SDR leadership on the strategic program roadmap

What We're Looking For

• SDR craft credibility is non-negotiable — you've done the job, run cold calls, built your own sequences, managed a book of leads, and know what it feels like to get an Amex or Concur objection in the first 20 seconds
• You build programs that outlast the launch — programs that are still running without you, embedded in manager workflows, sustained by data feedback loops
• You diagnose behavior, not just metrics — when a cohort's conversion rate drops, your first question is "what specific behavior is missing?"
• You're a builder, not just a user — you've built automated workflows, AI-assisted tools, or custom systems for SDR or sales use
• You translate organizational priorities into field-ready tactics — sat in a leadership meeting about a strategic shift and walked out with a set of specific discovery questions for the field